Head of Business Development
Function: Scotland Brand Homes
Location: Edinburgh, Scotland
Permanent, full time
Closing Date: November 20, 2024
About the Role
Wanted, sales superstar who loves growing brands, businesses and people.
Diageo's Scotland Brand Homes are a diverse mix of world class visitor experiences across Scotland. Following the announcement in 2018 that Diageo would invest £185m in Whisky tourism we opened Johnnie Walker Princes Street in the heart of Edinburgh and upgraded the experiences at our Malt Whisky Distilleries which include Talisker, Lagavulin and The Singleton. The final step of this investment was the rebirth of 'ghost' distilleries Brora and Port Ellen, in 2021 and March 2024. Our brand homes bring to life our rich history and Global Brand Team strategies to consumers in a vivid and thrilling way.
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Whisky tourism is the #1 activity for tourists in Scotland with over 2m visits to Whisky experiences across the country each year. Our visitor experiences offer unparalleled opportunities for consumers to immerse themselves in our brands and play a critical role in recruiting consumers from all over the World to our brands and the wider Scotch Whisky category.
We are on a mission to double the size of our Scotland Brand Homes business in order to recruit over 2m consumers per year into Diageo's brands. Our brand homes are the perfect blend of consumer experience, world class retail and outstanding F&B, they play a critical role within each brands consumer recruitment eco-system whilst also being one of Diageo's few truly direct to consumer (D2C) businesses.
We are launching a new Business Development team in order to unlock rapid commercial growth via building winning relationships with key partners in the Travel and Events Trade, recruit new and repeat customers to use our spaces for their events and build ensuring relationships within the Hotel and Hospitality sectors to unlock consumer recruitment to our venues. You will play a key role in building our business through building winning relationships with key external partners to deliver our commercial ambition.
Key Outcomes
We are on a mission to double the size of our business through exploding the scale of recruitment of consumers who visit our brands homes by F29. Your key deliverables will include;
- Joined Up Business Planning
- Lead the team to develop and implement annual JUBP plans and Commercial plans in Partnership with Marketing teams, Finance, Retail, Heads of JWPS and Malt Brand Homes
- Create clear landscape analysis of key potential partners and prioritise where to win
- Create and deliver the 5 year commercial strategy for Travel Trade, Events, Hotels & Hospitality and Third Party Partnerships with P&L ownership to operating profit where you will influence directly or indirectly on key lines in the P&L with the LT.
- Executional Excellence
- Deliver in year P&L commitments through outstanding team leadership and partnership with key Diageo and external stakeholders
- Manage and own the performance of your team through monthly BPM cycle.
- Ensure control and compliance expectations are met in respect to Diageo Marketing code and Code of business conduct.
- Seek out and commercialise key partnerships within P&L responsibility for customers in on trade channel for the portfolio and delivery of accelerated growth performance for the existing brands and any future acquired brands.
- Prioritise what matters for the biggest outcomes
- Control and compliance
- Track and control the effectiveness of A&P spend
- Ensure full compliance with DMC
- Ensure full compliance with CARM
Functional Capabilities
- Extensive commercial leadership experience
- Skilled in developing customer collaboration and commitment at all stages of the value chain, negotiating for win-win outcomes
- Skilled in establishing and maintaining customer/partner relationships
- Uses strong understanding of external environment to drive the creation and execution of clear and powerful commercial plans
- Able to identify and prioritise the highest value creating activities and role models Dial Up behaviours to ensure swift, effective decision making.
- Outstanding relationship builder - can engage internal and external stakeholders effortlessly
- Commercially astute
- Effectively balances short and long term performance goals in planning, execution and evaluation of activity
Leadership Capabilities
- Win through Execution
- Sets and pursues direction without guidance and takes a wide view of their accountabilities.
- High energy and ambition to achieve successful outcomes and high standards.
- Balances analysis and execution and adjusts thinking in the face of new information.
- Actively spots opportunities or issues and identifies which are urgent and important.
- Generates a range of workable solutions, decides what should be done and takes action.
- Shape the Future
- Sees the big picture and possibility from multiple angles and through a creative lens.
- Frames issues in a way that creates clarity and incorporates others' best thinking.
- Accurately digests large amounts of information and breaks down complex problems thoroughly.
- Challenges themselves and others to take on new or unfamiliar tasks and ways of working.
- Inspire through Purpose
- Finds broader meaning in their work and aspires to make a significant difference.
- Reads their environment and understands how culture and context influences people's perspectives.
- Is actively aware of the impact they have on others and tunes in to the needs of individuals around them.
- Communicates in a compelling, persuasive and impactful way.
- Draws on a variety of influencing styles to engage different audiences.
- Invest in Talent
- Displays confidence in their ability to meet challenges and succeed.
- Maintains belief and optimism and bounces back quickly from setbacks or failures.
- Demonstrates a realistic and thoughtful awareness of their own capabilities.
- Proactively seeks feedback and development for growth and takes action.
Experienced Required
- 10-12 years' commercial experience with roles in new business development a major plus.
- Comprehensive commercial and financial decision making experience including full P&L management
- Proven track record of operating as a self-starter in an environment in which required to be self-sufficient.
- Can build powerful relationships: operates with positive intent fostering trust, candour and respect within and outside Diageo
- "Can-do" Attitude and Change Agent Mentality
Working with Us
Join us and you can also expect a highly competitive and flexible rewards and benefits package including:
- Product allowance and membership discounts
- Contributory pension scheme
- Competitive annual bonus (dependent on performance)
- Generous holiday allowance
- Annual merit based uplifts
Celebrating our inclusive and diverse culture is core to Diageo's purpose of "celebrating life every day everywhere". This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.
We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.