Role Title: Sales Operations Manager

Location: Santo Domingo, Dominican Republic

Type of Contract: Permanent

About us:

From Arthur Guinness to Johnnie Walker, our business was founded on people of outstanding character, and in 250 years, nothing's changed. We're the world's leading premium alcohol company. Our brands are industry icons. Our success is thanks to the diversity of our talent and 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 they deserve.

We aim to build the best-performing, most trusted, and respected Consumer Products Company in the world. To achieve these, we need the world's very best people.

• Lead the commercial capability development and execution in our distributor salesforce. Drive markets to reach/exceed its Breakthrough execution goals.
• The role will focus primarily on engaging our commercial teams and our distributor to move from strategy to execution flawlessly.
• The scope of this role is for Dominican Republic. The role will require interfacing with Commercial Manager and cross functional stakeholders; and an ability to adapt outlet execution transformation to differing Route to Consumer archetypes.
• Lead, coach and work with distributor teams to roll out and embed outlet execution standards in Dominican Republic
• Be the catalyst for organizational change, leading to the markets becoming obsessed with winning at the outlet

• The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £226.7m NSV and OP: £123.4m. The domestic markets represent approx. 70% of this NSV and FTZB 30%. It is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is USD invoiced.
• CCA is a very dynamic market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+. Our model is a distributor based RTC with 57 partners. We also operate with six distributor Free Trade Zones and with two operators in the border between Mexico and the US. We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
• The Scotch category accounts for 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region - making us the number one player.

• Lead Outlet Execution Standards implementation in Dominican Republic
• Make decisions in conjunction with Marketing / CMO, Sales, Key Accounts and local distributor to deliver our business plan, ensuring right optimization of investment and prioritization of execution activities.
• Influences commercial action planning to course correct KPI performance with fact-based insights generated through execution data analysis.
• Raising and recommending solutions to critical issues as well as bringing to life key opportunities within the channels.

• This role does not have direct P&L responsibility but will be instrumental in driving NSV and Market Share growth targets through outlet execution.
• Ensure M&E is applied on all relevant investments as per the agreed amounts
• Manage own T&E budget and is expected to adhere to all related policies, and to not exceed assigned budget.
• Implement CATMAN initiatives looking for growth and profitability from Retailers and Diageo through our distributors and in accordance with trade investment policies.

• Mobilizes commercial teams (Sales, Commercial Planning and Activation and distributors) and customers to flawlessly execute our Innovation Brand launches and Point of Purchase marketing programs.
• The incumbent needs to influence sales and customer marketing teams internally and mentor Distributor personnel to own the Commercial Standard agenda with passion.
• Great relationship builder with different stakeholders internally and externally. He/she will be exposed to demanding senior leaders and thus needs to show confidence and drive at all levels.
• Lead the translation of strong thinking and understanding of shopper, category and channel/customer into propositions that win at the moment of choice
• Win through Execution by leading the transformation of Outlet Execution with the in-market team. This will be achieved by taking an external lens and setting the bar high for us and our partners. This will cover all aspects of the Outlet Execution framework from leveraging Advanced Analytics to establish segmentation & outlet standards.

• Leads capability agenda with the distributor partner to ensure that the right level of capabilities are in place to deliver the strategy.
• Leads the Commercial standard agenda for assigned markets supported by appropriate and required functions
• Leads the shared strategic agenda and JCP for assigned markets in conjunction with Customer Marketing and Distributor.
• Builds and maintains high level of strategic alignment with Distributor's Senior Management in order to create a high-performance organization and monitors distributor's performance in all established KPIs.
• Manages TS budgets for JCP in conjunction with distributors
• Supports new product introduction/innovation and executes commercial proposition for innovation and reserve through our distributors.
• Owns and ensures the Commercial Standards - Outlet Execution sign off process
• Responsible for ensuring outlet segmentation in key countries is reviewed and up to date at least annually to reflect market changes and business potentials.
• Be the catalyst for organizational behavioral change, leading to the markets and our partners continually improving their standards, capabilities and business results

• Bachelor's Degree required in Business or related field. MBA a plus.
• English and Spanish required.
• Minimum 3 years of experience at manager level in sales and /or customer marketing /trade marketing areas with specific experience of distributor-based businesses within a CPG company.
• Ability to work around and within a variety of different market conditions and demographic factors.
• Strong strategic thinking abilities, planning and analytical skills.
• Strong influencing, negotiation and collaboration skills, with a range and adaptability of style.
• Good understanding of retailer and/or distributor strategy, operations and complex motivations of shoppers, consumers and customers is essential.
• Strong presentation skills.

• Role is based in Dominican Republic