DIAGEO's portfolio has remarkable breadth and depth. From centuries-old names (Johnnie Walker, Talisker, Guinness) to the latest consumers' trendy choices (Don Julio 1942), we're committed to building and sustaining exceptional brands.
DIAGEO China Milestone
In Asia Pacific, we grew organic net sales, volume, and operating margin in challenging macroeconomic conditions while increasing investment in the region. Growth was driven by Chinese white spirits, and strong performance in India with continued premiumisation and double-digit growth in scotch and other whisky. Tequila also continues to gain momentum. With 78 physical retail spaces in 30 Chinese cities, DIAGEO views China as one of its top three global strategic markets, and our scotch sales have seen double-digit growth in recent years.
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The Role
National Distributor Management is a key commercial function responsible for establishing and driving brand sales and gross margin for online & offline occasions through distributor networks. This newly created Head of Business Effectiveness role is expected to involve in distributor end-to-end activation plans that DIAGEO consistently delivers its sales, profit, market share, and customer ranking goals.
Reporting to China Commercial Director, this person will lead a team member to help DIAGEO optimize our distributor management methodology and process and be responsible for driving national distributor sales target through merchandising KPIs and strategic relationships with national distributors and key customers.
Top Responsibilities
Commercial Leadership
- Develop, adapt, and refine an annual business strategy for Diageo China in distributor management
- Build and implement an annual plan and achieves aligned targets and brand strategy objectives with national distributors in China.
- Build and execute ongoing reporting mechanisms that showcase sell-in and sell-out metrics.
- Own and track the delivery of the P&L for assigned account customer including proper oversight over spending and ROI (return on investment).
- Ensure control mechanisms are put in place for FTT (trade, rebate & operating expenses).
Customer Partnership
- Establish and cultivate relationships with management at key customers that can be leveraged to grow the equity Diageo among key stakeholders.
- Uses available data & insights to provide sound merchandising/marketing/promotional/product optimization recommendations for customers.
- Complete quarterly business review with customer and our national distributors, at minimum.
Collaborative Execution
- Track the short, mid, and long-term growth strategy for developing Diageo and national distributor partnerships and seek alignment from all relevant areas within the organization to ensure strategy is successfully executed.
- Ensure effective utilization of company resources and tools (people, trade, customer marketing) to drive profitable sales results with national distributors.
Other Desired Traits
- Ability to perform under pressure; having good inter-personal and motivational skills;
- At least 8 years in sale management with extensive experience managing sales organizations and distributor-based selling models;
- Proven track record and solid background in distributor management and/or developing strategy and activation plans. KA management experience would be a plus;
- Ability to translate global and category strategies into local needs and then driving successful execution of a plan;
- Strong financial, quantitative, and analytical skills with the ability to develop strategy and financial management pertaining to implementing deals with customers. Strong communication, interpersonal and influencing skills as well as drive, self-confidence, ambition, team spirit, creativity and an analytical mind.
Working with Us
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.
About Us
From Arthur Guinness to Johnnie Walker, our business was founded on people of great character and in 250 years, nothing's 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 create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world's very best people.
We're looking for people with creativity, boldness and a sense of purpose to take Diageo and our timeless, pioneering brands to the next level.
Feel inspired? This might be the opportunity for you.