DIRECTOR REGIONAL DE VENTAS SUR OCCIDENTAL
Key Outcomes
Agile, effective sales activation teams rank as Top 3 CPG / (#1 On Trade) with our customers
· Well orchestrated selling team delivering exceptional results for customers and Diageo through sustained commitment to priority outcomes.
· New opportunities are identified for our brands and strong action plans are delivered to increase share of category volumes. Search and spin across teams develops a culture of innovation.
· The Sales Team resource has a culture of breakthrough performance delivery, customer service and “doing the basics brilliantly” achieved through inspirational in field coaching, with a consistent and embedded culture of compliance.
· 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 plans making Diageo an indispensable partner to our customers
· We are agile with our customers because the team are clear on our accountabilities, decision authorities and business processes. Adhering to process is valued and recognised by the team as contributing to our performance success.
· ‘Owner’ of a Region: leads his team to deliver the business plan for the Region as to NSV – cash flow by developing and implementing commercial plans (customer plans – ad hoc).
· Credible contributor to the definition of sales Strategy proving to the SLT the’ Customer Needs hierarchy’
Brilliant Execution of sales activation plans
· Expert business performance management is demonstrated using a range of metrics to track of current status, identify key areas of focus, assess the alternatives and take decisive action to course correct where neccessary.
· Capability and operational excellence is embedded within the team. Diageo is swifter than competitors to exploit opportunities and respond to risks and threats
· The benefits of Sales Force automation are being leveraged in order to transform the effectiveness and impact of the team.
Develops Commercial talent
· The team is resourced with the right capabilities to deliver great results and team objectives and performance coaching ensures a highly focussed and effective team.
· Team is inspired and motivated with spikes in performance focus, customer orientation and executional excellence.
· The collective and individual capability of the team is established through inspirational in field coaching
Regional plan: deployment of budgets, people.
Agenda and outcomes of regional meetings
Resourcing and selection of candidates
Insights
· uses knowledge of customer needs and motivations within the region to target resources and drive growth
Plan
· highly organised, able to plan customer activities in line with the strategy for their region
Execute
· role models and coaches best practice in structured selling
· deep understanding of the impact of Diageo’s sales drivers (Quality; Distribution; Visibility; Price; Promotion; Persuasion) and ensures execution of activities according to plan to drive value for customers
Measure
· Ensures tracking and analysis of key metrics and uses reports to review individual and team performance and course correct to achieve results
Collaborate
· Acts as a voice for the customer and represents their voice within Diageo
· Works proactively with internal and external colleagues and customers to deliver bottom line trading results
· Identify additional commercial wins at store and regional level, demonstrating the value this delivers to Diageo.
Experience
· Minimum 10 years sales experience in an FMCG environment. Experience in managing teams
Languages
· Basic knowledge of English, spoken and written.
· Spanish as a mother tongue
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