National Account Manager, Coles Liquor Group

Context/Scope: This position plays a key role within the CLG Business Unit team, helping to deliver BU results by driving Liquorland, 1st Choice, Vintage Cellars results. It is estimated that by 2012 as much as 50% of the market will be sitting under WW or Coles Liquor groups, thus we need to be winning with these customers now utilising strong key account capabilities. This role is directly accountable for maximising the performance, volume, & profitability of company brands through the CLG banners, as measured by improvement in the CLG trading profit, volume and market share results. Key Outcomes: a) Compelling customer strategy and business plan to maximise sustainable profit delivery and market share growth. - Deep understanding of what is important to the customer and use this insight to drive the creation and execution of a clear and powerful commercial plan - Growth opportunities are identified and executed at a tactical and strategic level balancing options and choices. Low value activities for either party are not progressed. b) Brilliant Execution of differentiated customer plans - Expert business performance management using the backdrop of the key strategic thrusts to assess alternatives, take decisive actions and be willing to course correct where necessary c) Cross functional Champion To ensure a cross functional working approach to maximise the performance of the business unit - Shares learning’s and insights with other National, Key Account Managers, and State Managers across the total Diageo business. - Winning at the point of purchase – Work closely with the Customer Marketing Team to ensure our goals and objectives across ambient and cold space are achieved within each banner. Purpose of Role: To be the primary customer interface responsible for managing the negotiations and the development of customer specific strategic and tactical plans to deliver company volume and profit targets, within the FSBS category. Top 3-5 Accountabilities: Business Results – Ensure the achievement of full year financial objectives by ensuring all key deliverables are being monitored and shortfalls addressed. These accounts have a major impact on the ability of the total business to achieve full year objectives Drive Diageo Customer Business Plans & Trading Platform – Be the owner and driver in the development of bi/annual customer business plans & Trading Platforms. Ensure the plans are then transformed into accounts as agreed. Beat the competition – Ensure we work closely with Coles to understand, plan and execute relevant agreed account strategies outlined in the business plan that generate category value for both parties. Flawless execution every store every day – Ensure our field sales team are fully equipped to deliver the best possible result in every outlet every day across our total portfolio. Be the champion of execution excellence. Customer Relationships – Develop strong and proactive relationships both internally and externally to help raise the account profile and in turn use these relationships to help deliver category and commercial business results. Qualifications and Experience Required: Essential Capabilities - Consistently deliver great business performance Demonstrates and inspires in others deep personal accountability for great performance and beating the competition - Creates the conditions for people to succeed Skilled in developing customer and wider stakeholder commitment Builds and sustains trust with others through real relationships cross functionally - Commercially aware Experience in negotiating with customers, understanding their needs vs. the needs of Diageo. Conversant in the drivers of category performance and ability to translate data into meaningful business changing insights, with a commercial view of both parties. Desirable Previous National Account or Key Account Management experience in Liquor or FMCG Existing knowledge of the Diageo brands and products University degree qualified

National Account Manager, Coles Liquor Group