Purpose of Role
- To drive Volume, NSV and Market share growth through Diageo SA's Route to Market partners
- To manage and monitor the Pricing, Availability and Distribution and Visibility of Diageo brands
- through Diageo SA's 3rd Party Partners.
- To build relationships with the 3rd party partners while ensuring they comply with all of Diageo's CARM and GAR policies.
Key Accountabilities
Operational
- Develop Strategic plans and budgets for all Route to Market Partners which meets area guidelines and objectives.
- Cascade the Diageo SA strategic objectives into the Route to Market Partners to ensure "line of sight" or alignment.
- Lead the development of brands through trade marketing activities aligned the Diageo SA cycle plan, to achieve targets in terms of volume, market share and value.
- Identify business risks related to the Route to Market Partners and area, develop contingency plans to address them (opposition, AIT, Macro/Micro-Environment).
- Develop business cases for pricing, distribution expansion initiatives and other project to drive achievement of AOP.
- Callage on all assigned RTMPs (min 5 calls per day) to negotiate and influence orders, or take opportunities based on market intel.
- Conduct monthly RTMPs reviews - scorecard and data driven.
- Monthly Execution measurement to be conducted in market area driven by a scorecard across all channels.
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Leadership
- Communicate and translate the Leadership standards into a "way of living" that inspires enthusiasm and commitment
- Establish clear goals consistent with Leadership standards, as well as clear roles and responsibilities for RTMPs.
- Empower and support team to drive high performance.
- Demonstrate high commitment to personal and team development allocating meaningful time and resources.
- RTMPs meetings and reviews held monthly
- Develop and roll out training material/requirements to Route to Market Partners
Management
- Mobilize resources to realize company AOP and Mission.
- Ensure regular monitoring of AOP and Mission.
- Ensure the implementation of common platforms and best practices in line with Diageo SA standards.
- Ensure effectiveness of controls over business processes and integrate Audit function as a real business partner. (CARM and GAR Compliancy through the line)
- Establish adequate security standards in order to protect company assets at the Route to Market Partners.
- Lead and control the internal environment of the company in accordance with Company Policies and in order to minimise business risks.
- Drive overall implementation of cycle plan in a timely manner. Take ownership of the OTIF of implementation of a cycle plan.
- Ensure timeous and accurate reports of opposition, illicit, market trends, volume trends and other market information on a daily, weekly, monthly, quarterly basis.
- Co-ordinate 3rd party of installation of POS in store by managing timelines of the customer and the supplier.
- Manage, monitor and measure RTMPs against global SHE policies. Reporting to be done annually.
Relationships
- Build a company corporate image whilst operating to the highest standards of business ethics, environmental, health and safety.
- Develop cross functional culture and support interaction across all levels of the company.
- Create sustainable investment contracts for business partners to strengthen the relationship.
- Manage Account relationships with the RTMPs. Aim to be their number 1 valued business partner.
Innovation
- Drive at least one innovation to implementation per quarter outside the innovation calendar. (Initiatives should be around, growing sales, doing things differently, growing share, NRM)
Qualifications and Experience Required
Qualifications
- Suitable degree
- Valid Driver's license
Experience
- Minimum 5 years Sales experience
- Proven track record of performance and people leadership
- Commercial experience in FMCG is advantageous
Skills
- Market and Competitor Knowledge
- Customer Understanding
- Channel Dynamics
- Joint Customer Planning
- Channel and Customer Activity investment planning
- Plan & Develop Growth Drivers
- Customer Planning and Forecasting
- Plan and Develop Executional Standards
- Customer Proposition
- Advanced Negotiation
- Executional Standards
- Total Trade Investment Evaluation
- Inspirational leadership,
- People Management
- Training, coaching & Mentoring
- Influencing at all levels
- Systems literacy
- Networking & collaboration