New Business Manager

Purpose

The New Business Manager will be responsible for leading the commercial agenda for Guinness, RTD and new business in the territory, orchestrating all the required elements to implement a commercial opportunity for those products (legal, tax, finance, supply, HR).

Top 3 Accountabilities:

• Partner with supply the production side of New Businesses, quality, sufficiency, improvement plans, etc. in Brewers/3rd party business.
• Own the distributor management side in the breweries business.
• Partner with the Commercial managers the commercialization model of the Import & local production markets for beer & RTD Business.

Market Context

SOUTHLAC is a business unit formed by 7 countries (Peru, Ecuador, Bolivia, Argentina, Chile, Uruguay & Paraguay) with similar market contexts, trends and opportunities across them. Its ambition is to change the way consumers celebrate in those countries. For delivering our ambition the focus is: reinforce our consumer recruitment strategy, consolidate our portfolio to face local spirits and beer competition for recruiting wiser, simplify our operating model that can cope with usual environmental volatility, route to consumer partners willing to integrate and create superior holistic value and flexible organization with an integrated winning and productive mindset while transforming the way we work with Distributors, to generate efficient, profitable and reliable growth through mastering and being best in class in Distributors' partnership.

Beer is the biggest TBA player in SOUTHLAC with 701M 9Lc (IWSR 2023) having a 66% penetration into casual moments to connect with others territory while Spirits is 30M 9Lc (18% Whisky penetration, 70% aperitif, 50% Pisco & 50% Rum).

Decision Making

• Accountable for leading portfolio and channel strategy and development across SOUTHLAC.
• Lead decision making on the execution of the commercial calendar and activity plan, ensuring its completion with the Cycle Process (Innovation, Brand and Category Initiatives), by channel and what customer propositions will be implemented to unlock growth, working closely with Marketing, Commercial Managers, Customer Marketing, and Distributor Partners.
• Act and be the key link between Marketing, Sales, Key Accounts and local distributors by leading and engaging all relevant parties to deliver our business plan, ensuring right optimization of investment and prioritization of execution.
• Lead all in-store executions (owning the storeback planning execution approach), ensuring activation plans are achieved On Time in Full in an efficient and effective way.
• Raising and recommending solutions to critical issues as well as bringing to life key opportunities for this business.

Key Outputs/Deliverables

This role will be responsible for supporting the business plan for develop the Guinness & RTD opportunity for SOUTHLAC markets, which will require:

• Support the scouting and developing opportunities for Guinness &RTD in SOUTHLAC market and developing relationships with potential partners.
• Coordinate all necessary business plans with partners and manage existing business to guarantee business plans are delivered
• P&L responsibility for SOUTHLAC Beer, RTD & other new business unit.
• Key leadership responsibilities in relation to our distributors and key partners, our organisation internally, and to the external marketplace.
• Inspire, develop, and manage our distributors to deliver outstanding and ever-stretching performance.

• Ensures full compliance with CARM, Diageo Code of Business Conduct, Digital policies, DMC and other Diageo policies.
• Performs other related duties as assigned.

Qualifications and Experience Required

• Bachelor's Degree required in Business or related field.

• Fluent in spoken and written English (required) and Spanish.

• At least 10-12 years' rounded business experience, comprising preferably of commercial experience.

• Comprehensive commercial and financial decision-making experience including channel profitability & targeted trade investment.

• Proven track record of operating as a self-starter in an environment in which required to be self-sufficient.

• Expertise on the LAC Beer market

• Can build powerful relationships within and outside Diageo, developing customer collaboration and commitment at all stages of the value chain, negotiating for win-win outcomes

• Experience in distributor management is a plus

• "Can-do" Attitude and Change Agent Mentality