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Commercial Manager - Lebanon

Global Travel & Middle East (GTME) is a substantial and growing business for Diageo.
The business is operated through the following regions – Western, Central, Key Accounts, Supply, GDBS, Asia Pacific and Middle East/North Africa (MENA). 

MENA is the largest and most complex of the GTME Regions where we run all of Diageo’s interests (On – Trade, Off - Trade and Travel Retail), some of which is managed via third party distributors. MENA is a fast changing regulatory, political and commercial environment.

A large part of this ambition will be achieved through building amazing customer relationships, developing a culture of ‘simpler, faster, better’ and providing an unparalleled brand proposition at the point of purchase. 

The commercial manager is responsible for achieving sales goals within the Lebanese market. Develops sales plans and budgets for achieving sales goals. Typically supervises activities and effectiveness of the sales force.
To beat the plan and beat the competition, delivering excellent business performance in terms of net sales value, OP, visibility and share.
Develops and implements sales strategy in line with overall GTME on a range of customer activities, consumer promotions, brand and retail initiatives, aligned with regional brand, marketing and trade strategies.


Dimensions of the role


a) Financial 
Responsible for IMC Sales Force Overhead budget and effective use of all Marketing spend used by sales force.

b) Market Complexity 

 
  • Working within a business that operates within a multi cultural, channel, outlet and multi-currency environment.
  • Operates in a highly competitive and visible third party distributor market and IMC that requires a deep understanding of the complexities associate with the environment.


Leadership responsibilities


 
  • Liaise with Finance & Marketing IMC to apply GTME overall strategy on IMC.
  • Heads the Diageo relationship with specified customers
  • Generate ideas grounded in a deep understanding of customer requirements and manage them through to successful execution
  • Inputs to and implements the commercial and brand strategy/ plans
  • Responsible for managing and developing the Off Trade sales manager, On trade sales manager and distribution manager.
  • Develops the customer relationships in a way which makes new levels of growth possible.
  • Build and sustain trust and openness with others through strong cross- functional relationships
  • Take personal accountability for beating the competition


Top accountabilities


 
  • Builds strong relationships with key customers, both at the account and store level, to drive sustainable Diageo and customer profitability.
  • Agrees key metrics, sales drivers and activities with customers including promotional activity, share of space, in store distribution & visibility and brand mix.
  • Develops joint sales plans, which bring regional brand and trade plans together with an assessment of the local customer, consumer and shopper opportunities.
  • Delivers brand performance targets, in terms of volume, net sales value, OP and market share, which are in line with the regional brand plan.
  • Plans, executes and fully evaluates the right range of trade marketing, merchandising and promotional activities/programmes to optimise short and long term sales growth and profitability.

Qualifications and experience required
  • Have a proven level of commercial skill, preferably gained within a retail and/or consumer goods environment.
  • Be a strong influencer and negotiator, with a range and adaptability of style
  • Demonstrate commercial maturity and the ability to manage internal relationships with stakeholders.
  • Be a superb planner with the ability to reconcile a complex matrix of brand, customer and consumer needs.
  • Be passionate about our brands and hungry to succeed.
  • 10+ years of experience.

Commercial Manager - Lebanon