Name of the Position: Commercial Manager, Costa Rica

Location: San José, Costa Rica

Type of contract: Permanent

About us:

From Arthur Guinness to Johnnie Walker, our business was founded on people of excellent character, and in 250 years, nothings changed. We're the world's leading premium alcohol company. Our brands are industry icons. And our success is thanks to the strength of our people, in every role. It's why we trust them with our legacy. And it's why we reward them with the career-defining opportunities that they deserve. Our ambition is to build the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world's very best people.

• Ensure the channel delivers and maximizes Annual Operating Plan profit targets whilst implementing brand strategies.
• Develop partnership relationships with customers to increase focus and support for the entire Diageo Portfolio of Spirits brands, Beer where appropriate whilst increasing volume, and strict adherence to Customer Management Guidelines.
• Responsible for supporting the line manager to achieve budgeted sales within the assigned accounts. Develops and assists in managing customers to achieve maximum sales volume consistent with sales projections.
• Reports to Sales Director CCA.
• The incumbent for this position is expected to:
• Build and maintain a high level of strategic alignment with Senior Management within distributors to create a reliable and compliant trading environment that maintains excellent communications with the relevant functions.
• Leverage CCA Way of Working.
• Focus on designated customers to drive portfolio growth.
• Develop retail business within the channel.
• Work in a complex environment.
• Be capable of working autonomously and in situations of ambiguity whilst making the correct commercial decisions for the business.

• The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £300m NSV. CCA is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is invoiced in USD.
• CCA is a very dynamic market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+. Our model is a distributor-based RTC with over 40 partners. We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
• The Scotch category accounts for approximately 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo's share of the market in Scotch varies from 45% to 75% across the region, making us the number one player.

• Solves various commercial problems; analyses and presents possible solutions within established policies and procedures.
• Collaboratively work across Finance, Marketing & Customer Marketing to ensure proper controls are applied and monitor expenditures vs. budgets with all distributors in market.

• Responsible to achieve the financial AOP targets.
• Manage Trade spend funds and A&P funds where applicable.

• Manage own T&E operating budget effectively to ensure maximum value for travel plans and entertainment.

• Manage directly appointed distributors and Brand Managers allocated to Diageo account.
• Manage a team of Market Managers and Activation Executives
• Mentor and influence distributor personnel (Marketing & Sale Teams) ensuring they are an extension of the Diageo CCA team.
• Deliver capability agenda across distributor personnel.

• In conjunction with line manager supply data and help develop and deliver customer specific strategies and commercial plans (assigned accounts, products/services, sales or account management process).
• Build amazing, mutually beneficial, collaborative relationships with key customer/distributor contacts and within the Commercial Team by using Joined up Business plans to show Commercial benefits to both parties.
• Establish Diageo as the premiere supplier in assigned territory through customer knowledge, constant and reliable call frequency.
• Implement pricing strategy aligned with finance and RGM, monitor customer total business forecasting and total customer depletions.
• Negotiation of Customer Contracts and agree commercial plans with customers.
• Work closely with the Supply function to ensure that there is timely and superb service to our customers and to find new ways to create value.
• Ensure all customers are adhering to agreed trading terms, specifically payment terms.
• Work with the line manager to create an environment of Diago Dial Up Behaviors.
• Management of any trade market infringement issues thorough understanding and compliance with all local legislative requirements (SARBOX, CARM, Diageo Code of Conduct, CMG and DMC) in the customers' territory.
• Develop and deliver AOP for assigned area with monthly feedback on all operation activities via the Business Performance Management process and monthly call overs.

• Bachelor's Degree required in Business or related field (MBA preferred).
• Minimum 10 years' experience in sales and /or customer marketing /trade marketing areas with specific experience in managing distributor-based businesses.
• Must have experience as a Sales Key Account Manager.
• Excellent presentation skills with English proficiency and second language essential (Spanish).
• Selling experience with strong influencing and negotiation skills with a range and adaptability of style.
• Ability to work around and within a variety of different market conditions and demographic factors.
• Value chain management and understanding of retailer/distributor strategy and operations.
• Analytical skills and data literate.
• Leadership capabilities to coordinate and lead multifunctional team.

• Travel required and estimated at 20%
• Role is based in Costa Rica