Header

Field Force Manager South Germany (m/f)

12:38:00 PM

Organisation
Reports to Sales On-Trade Director Germany & Austria
 

Key outcomes
Agile, effective sales activation teams rank as #1 On Trade with our customers

  • Well orchestrated selling teams are delivering exceptional results for customers and Diageo through sustained commitment to priority outcomes.

  • Growth opportunities are identified and executed at a tactical and strategic level balancing options and choices. Low value activities have been stopped.

  • Game changing innovation (high frequency and margin enhancing) is commercialised brilliantly and is a cohesive part of our customers plans.

  • Sales teams are motivated, directed and equipped to deliver high impact sales calls.

  • The Field Sales resource is flexible and adaptable with a culture of breakthrough performance delivery, customer service and “doing the basics brilliantly”

  • Sales effectiveness measurement and evaluation is conducted to a high standard and is applied to continuously improve the impact and the ROI of the field sales resources 
Collaborative working with customers creates competitive advantage maximise ROI of trade investment

  • A mixture of data, knowledge and experience informs the development of effective strategies making Diageo an indispensible partner to our RTM customers

  • We are agile with our customers because our accountabilities, decision authorities and business processes are clear. Adhering to process is valued and recognised as contributing to our performance success.  
Brilliant Execution of sales activation plans

  • At all levels of the sales team there is expert business performance management achieved   using a range of metrics to be aware of current status, identify key areas of focus, assess the alternatives and take decisive action to course correct where neccessary.

  • Capability and operational execellence is embedded in sales organisation. Diageo is swifter than competitors to exploit opportunities and respond to risks and threats

  • Sales Force automation is transforming the effectiveness and impact of all field sales resources.

  • The conditions are created for continuous improvement through process, capability and technology interventions 
Develops Commercial talent

  • 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-focussed - is established 
Key Account Responsibility

  • Key Account responsibility for certain accounts – deliverables in line with KAM On-Trade role. 
 

Decision maker for
Field Resource Deployment: Allocation of resources 
Organisational Effectiveness Roadmap for the continuous improvement of sales force effectiveness 
Field talent strategy 
Customer proposition: Determines detailed account activity plans and creative proposition 

Business Performance Management  
Customer Value chain management
Budget accountability 
Commercial resource allocation for customers
 
Budget accountability: Ca. 1,5 Mio
 

Top 3 functional capabilities for this role
Inspiring and Motivating teams

Externally focussed customer strategy development and execution

Brilliant Execution: 


Top 3 leadership capabilities for this role
Consistently deliver great business performance

Create the conditions for people to succeed
Be Authentic 

Essential Qualifications / knowledge / experience required / languages

  • A strong track record in Commercial and/or marketing with business management & leadership experience.

  • Has in-depth knowledge of sales capabilities and can coach both functional and leadership capability development in commercial leaders

  • Experience in leading change or continuous improvement in organisational effectiveness

  • Has a passion for delivery through people - creating game changing performance through authentic and committed leadership

  • In depth understanding of distributors, key customers and competitors: their businesses and their shoppers/drinkers

  • Native German speaker and fluency in English.

Field Force Manager South Germany (m/f)

Post a Comment