Business Development Manager- Mackay
Diageo is the market leader in the spirits and RTD category with a 12% share of the total alcohol beverage market in Australia.
The market is very price sensitive and longer term profit margins within the industry may come under downward pressure
Key customers/wholesalers: Woolworths, Coles-Myer, ALM, ILG, HLW and various independent groups
The market is expected to continue to consolidate from both a customer and a supplier perspective
Dimensions:
Market Complexity
- Role requires a monthly trip to service Mackay Region customers- Mackay, Sarina, Moranbah, Middlemount, Dysart, Tieri, Clermont and Capella regions. This trip is generally for 3 days and 2 nights and is made during a week that is agreed to with FSM. This trip requires driving on country roads over the period away and involves large amount of kilometres.
Leadership Responsibilities
-Ability to lead & work with merchandiser support
Thrives in working in a small team reporting to a field sales manager
Demonstrates the ability to work with a diverse range of customers from the off & on-trade market
Builds strong network within the state business unit
Represents Diageo and it brands professionally & authentically
Purpose of Role:
To effectively manage & develop accounts in order to deliver the profit, volume, sales driver and Diageo brand building objectives expressed in the commercial plan and customer terms
Top Accountabilities:
Manage & develop the Business Unit to maximise profit by:
Sell in of Trading Terms and executing to ensure we have distribution, stock weight and visibility in store
Identify opportunities for growth & execute with resolution with scale & pace
Grow core brand volumes at a rate in excess of LE.
Maximise return on investment from all discounts and spend, through maintaining compliance to trading terms agreed
Plans for Success:
Create robust customer plans for their Business Unit
Develop commercial relationships in order to further understand customer strategies and plans, facilitate collaborative working & resolve any areas of potential conflict
Develops industry relationships & expertise:
Develop an area coverage contact plan to guarantee delivery of objectives expressed in the commercial plan.
Develops positive customer relationship & creates the right outlet environment for brand & business objectives as outlined in the trade strategy
Drives maximum return on investment:
Apply customer/consumer insights to target sales driver activity
Target and implement sales driver activities in order to achieve brand & commercial objectives
Present compelling customer propositions to meet customer & Diageo needs. Deliver proposals using persuasive selling process
Report implementation of all activity though appropriate processes & systems and monitors compliance
Qualifications and Experience Required:
- HSC minimum/OP rating, business related degree preferred (Commerce / Finance / Marketing)
Sales experience and/or industry related experience
Computer and spreadsheet application literate ie MS Office; able to manage a database to basic level, Internet & email
Able to understand P & L calculations & basic business finance
Must be an excellent communicator both face-to-face and telephone
Business Development Manager- Mackay
The market is very price sensitive and longer term profit margins within the industry may come under downward pressure
Key customers/wholesalers: Woolworths, Coles-Myer, ALM, ILG, HLW and various independent groups
The market is expected to continue to consolidate from both a customer and a supplier perspective
Dimensions:
Market Complexity
- Role requires a monthly trip to service Mackay Region customers- Mackay, Sarina, Moranbah, Middlemount, Dysart, Tieri, Clermont and Capella regions. This trip is generally for 3 days and 2 nights and is made during a week that is agreed to with FSM. This trip requires driving on country roads over the period away and involves large amount of kilometres.
Leadership Responsibilities
-Ability to lead & work with merchandiser support
Thrives in working in a small team reporting to a field sales manager
Demonstrates the ability to work with a diverse range of customers from the off & on-trade market
Builds strong network within the state business unit
Represents Diageo and it brands professionally & authentically
Purpose of Role:
To effectively manage & develop accounts in order to deliver the profit, volume, sales driver and Diageo brand building objectives expressed in the commercial plan and customer terms
Top Accountabilities:
Manage & develop the Business Unit to maximise profit by:
Sell in of Trading Terms and executing to ensure we have distribution, stock weight and visibility in store
Identify opportunities for growth & execute with resolution with scale & pace
Grow core brand volumes at a rate in excess of LE.
Maximise return on investment from all discounts and spend, through maintaining compliance to trading terms agreed
Plans for Success:
Create robust customer plans for their Business Unit
Develop commercial relationships in order to further understand customer strategies and plans, facilitate collaborative working & resolve any areas of potential conflict
Develops industry relationships & expertise:
Develop an area coverage contact plan to guarantee delivery of objectives expressed in the commercial plan.
Develops positive customer relationship & creates the right outlet environment for brand & business objectives as outlined in the trade strategy
Drives maximum return on investment:
Apply customer/consumer insights to target sales driver activity
Target and implement sales driver activities in order to achieve brand & commercial objectives
Present compelling customer propositions to meet customer & Diageo needs. Deliver proposals using persuasive selling process
Report implementation of all activity though appropriate processes & systems and monitors compliance
Qualifications and Experience Required:
- HSC minimum/OP rating, business related degree preferred (Commerce / Finance / Marketing)
Sales experience and/or industry related experience
Computer and spreadsheet application literate ie MS Office; able to manage a database to basic level, Internet & email
Able to understand P & L calculations & basic business finance
Must be an excellent communicator both face-to-face and telephone
Business Development Manager- Mackay
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