About us
Diageo is the world's leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose - Celebrating life, every day, everywhere - has a meaningful role in our company, for our people, our diversity, our brands, in how we perform and how we build shared value.
About the Role
Diageo Hellas has a leading position in all major product categories and is therefore faced with the great challenge of not only sustaining but also further strengthening it's already very strong business base and accelerate growth, within a highly sophisticated key account On Premise environment and a highly diversified Special Accounts market.
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KA On Trade team's vision is to be the benchmark in the On Premise, excelling by an outstanding commercial approach and delivering best in class standards of execution, supporting at the same time Diageo's On Premise ambition of being recognized as the No1 (performing and respected) premium spirits' company in the On Premise
Diageo Hellas KA On Trade sales force visits all the trend setting outlets having more than 60% share of agreements in the area of Attica.
Special channels' vision is to be the #1 premium spirits' company in alternative channels (Outlets where spirit consumption is complimentary to their core service/offer) by reinforcing spirits as a choice in existing POS, and pioneering with agility into new unexplored territories.
Special Accounts Manager is accountable for all special accounts across Greece (hotels, casinos catering, concert hall etc.). Is accountable for the long term strategy of the channel, the planning and the negotiation with key customers to establish growth in alternative channels ahead of the competition.
Current challenges affecting the financial health of local trade and liquidity of the customer base create additional complexity within this very competitive environment.
Key outcomes:
-Maximise profit delivery and market share growth
- Develop a compelling channel strategy for both Key Accounts On Trade and Special Accounts
- Deliver efficiency in Trade spend that will allow growth through productivity
- Identify growth opportunities behind trends and implement at a tactical and strategic level balancing options and choices.
- Embed operational excellence in customer management enabling the business to exploit opportunities and respond to competitive threats
- Lead business performance through measurement and evaluation of every single agreement
-Deliver a transformation in commercial standards
- Excel in the execution of SOES (range, pouring, 365 essentials) through exceptional Key account management
-Develops commercial talent
- Brilliant execution and customer focus is the result of a highly dedicated and inspired team: Team is inspired and motivated with spikes in performance focus, customer orientation, executional excellence & cost management.
- The collective & individual capability of the team - now and future-focused - is established
-Top 3 CPG (#1 On Trade) ranking from our customers
- Well orchestrated multi-functional selling teams are delivering exceptional results for customers and Diageo through sustained commitment to priority outcomes.
- We are agile with our customers because our accountabilities, decision authorities and business processes are clear. Adhering to process is valued and recognized as contributing to our performance success.
-People & compliance
- Deliver the compliance agenda & role model to the highest standards of control, compliance and ethics.
Decision maker for:
- Customer strategies: Resolves customer role / activity plans / investment profile to deliver country plan.
- Business Performance Mgt: Defines best view forecast & forward investment plan for the channel and per customer
- Innovation commercialization -investment and activation plans by customer.
- Customer Value chain management: uses S&OP process (forecast accuracy/demand planning) and OTC processes to handle cost and improve value
- Commercial resource allocation (investment / people) for the team
About you
Functional capabilities:
-Relationship management with external and internal collaborators
- Skilled in developing customer and partner dedication negotiating for win-win outcomes
-Externally focused customer strategy development and execution
- Deep understanding of what is important to our customers and use this insight to drive the creation and execution of a clear and powerful commercial plan
- Operates proactively - and where vital reactively - in order to beat the competition
- Has their finger on the pulse of what is happening on the ground
-Brilliant Execution:
- Deep understanding of where and how to target trade investment to maximize ROI whilst delivering for our customers.
- Optimally balances short and long term performance goals in planning, execution and evaluation of activity.
Leadership capabilities:
-Consistently deliver phenomenal business performance
- Demonstrates - and inspires in others - deep personal accountability for phenomenal performance and beating the competition.
- Move seamlessly between longer term customer strategy and executional detail
-Build the conditions for people to succeed
- Actively build talent and capability to support business objectives
-Build possibilities
- Develop new business opportunities that will shape the future of spirits and improve Diageo's growth, through a successful and hhard-workingteam who pioneers with agility into new unexplored territories and displays imagination and inquisitiveness in the generation of solutions.
Crucial Qualifications / knowledge / experience required / languages
- A strong and broad track record in Commercial with significant account management experience including leading strategic planning with customers and P&L accountability.
- Highly skilled in fostering commitment through advance negotiation skills, resolving conflict and creating positive relationships
- In depth understanding of wholesalers, key customers and competitors: their businesses and their shoppers/drinkers
- Deep understanding of Greek market dynamics and complexity ability to spot and assess potential opportunities
- Able to coach of both functional and leadership capability development in commercial leaders.
- Excellent knowledge of Greek and English
Working with us
Flexibility is key to success in our business and many of our people work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don't let anything stop you from applying.
Our purpose is to celebrate life, every day, everywhere. And crafting an inclusive culture, where everyone feels valued and listened to, is a crucial part of this.
We believe the most inclusive and diverse culture makes for a better business and a better world. 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.