About Diageo
With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Every day, over 30,000 talented people come together at Diageo to create the magic behind our much-loved brands. Join us and you'll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you'll build brands consumers love.
We value each other and celebrate different perspectives. In our inclusive culture, you'll have the backing you need to test new ideas and learn from them. Harness your passion and desire to grow as you make your mark. Let's unlock a brighter, more exciting future together.
About the team:
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Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.
We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.
About the role:
Role is responsible for embedding the Diageo's vision set within our Distributor partner by providing clear direction and objectives. Role significantly influences the distributor teams, maintains a two way collaborative dialogue emphasizing teamwork and getting results.
Management Responsibility:
Reports to the VP of Performance Management in the Independent Division - West Region
Complexity of Role:
Role is a dual sales and marketing role, responsible for both North Dakota and South Dakota, overseeing local sales teams, working with distributor/broker management team to deliver performance goals on all spirits brands.
- Embeds strategic imperatives' and leads the sales team by outlining roles and responsibilities, expectations and deliverables, goals and objectives.
- Ensure all tools are in place to support attainment of goals.
- Clearly communicates goals, and then allow distributor/broker to achieve and be responsible for end results.
- Has constructive conversations with distributor/broker when performance is off track to ensure that we are building long term capabilities at the distributor/broker.
Responsibilities:
Sales Performance:
- Delivering FY18 AOP of $28M of DNSV between the two markets
- Accountable for market share growth and execution metric improvement
- Communicate monthly program calendar to distributor sales force.
- AOP involvement - provide information on local market volume goals, pricing development, tactical marketing budget development. Risk Management. Adjust based on year end results.
- Participate in the creation of market competitive assessments with the sales teams to identify potential risks or opportunities.
- Provide insights into the local market activities to Sales Leads.
- Participate in the creation of requests for materials/support/funding with the distributor/broker needed to deliver plans.
- Provide input into the finance responsibilities such as price structures, margin negotiations/ A&P, OH reporting etc.
Distributor Performance:
- Review sales and marketplace assessments and ensure on track for performance.
- Pull together all national selling material/tools/resources for distributor/broker sales meetings and programming.
- Participate in creation of all marketing plan development/execution metrics for marketing activities with the teams.
- Approve and oversee all Transformational Priority development/execution metrics and activities with the Distributor Management Team and Distributor Trade marketing.
- Build sales competencies.
Financial Responsibility:
Provides information into the following:
- Performance goals / phasing - depletions, distribution, visibility, innovation,
- Monthly performance / gap management
- Shipments, NSV, GP, OH
- Budget mgmt - FOB, trade spend, T&E, invoice mgmt.
- A&P budgeting, management and reporting
- Monthly R&Os, CARM compliance
Experience / skills required:
- Commercial experience (2 - 5 years). Knowledge of financial metrics.
- Sales Management Experience including exposure to line and national/key accounts roles.
- Strong knowledge of Distributor Operations.
- Insight and understanding with both On and Off Trade. Experience managing across multiple functions.
- Engage, influence, and coordinate stakeholders who have different strategic initiatives.
- Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance
Flexible Working Statement:
Flexibility is key to our success. Talk to us about what flexibility means to you so that you're supported to manage your wellbeing and balance your priorities from day one.
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you!