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Reserve Regional Sales Manager On Trade - Barcelona

12:10:00 AM
Diageo is ranked as the leader in Reserve by our customers and key industry partners: 
Diageo is the definitive authority on Product & Category knowledge amplifying this amongst key audiences. We are agile with our customers because our accountabilities, decision authorities and business processes are clear. 

The challenge


The Western Europe (WE) Ambition is to add £200m in NSV to our Reserve business in order to double the size of Reserve between F14 and F17. The Reserve Regional Sales Manager will manage a team of Reserve Account Executives that focus on our "Trend Leading" and "Regional Leading" customers (TLA/RLA) , the heartland of the Reserve Business.

Key outcomes


Brilliant Execution of differentiated customer plans:
 
  • Expert business performance management using a range of metrics to be aware of current status, identify key areas of focus, assess alternative and take decisive action to course correct where necessary.

Breakthrough relationships with key customers & influencers
 
  • Brilliant execution and customer marketing activation resulting in competitive advantage with strategic customers.
  • Customer collaboration results in high value marketing activities
Decision maker for


Reserve Customer Plan Budgets: Determines spend by brand across team of sales executives.

Diageo Proposition in Reserve Outlet Universe: selection and deployment of resources to best deliver plan. Defines the “key influencer” plan.

Customer Strategies: Determines Customer & Brand priorities by channel/segment.


Top 3 functional capabilities for this role


Understand the Commercial Opportunity:
 
  • Highly connected with the Reserve environment, translating this understanding to shape Customer, Consumer and Category plans
  • Deep understanding of what is important to a customers' business, including mission, vision and objectives (both short and long term), and use this to develop clear joint customer plans

Develop Strategy and Plan Execution:
 
  • Is highly skilled in fostering commitment and resolving conflict, as well as leading collaborative or competitive negotiations as needed.
  • Follows a simple, tailored defensible and conditional trade investment framework to be implemented with customers

Manage Performance:
 
  • Fluent understanding of the top customers' P&L and Diageo's P&L for those customers
  • Understands the current and future profitability of channels, brands, categories, distributors, and customers
  • Uses understanding to focus the Joined Up Business Plan on delivering mutual growth for Diageo, our distributors, and customers
  • Drives “Breakthrough Performance Coaching” excellence throughout the organisation and leads by example
Top 3 leadership capabilities for this role


Consistently deliver great business performance:
 
  • Demonstrates – and inspires in others - deep personal accountability for great performance and beating the competition.
  • Move seamlessly between longer term customer strategy and execution detail.
Create the conditions for people to succeed:
 
  • Builds and sustains trust with others through real relationships cross-functionally. This is key to build great customer plans that require the support of Customer Marketing and Consumer Marketing.
Bring the Diageo purpose to Life:
 
  • Be an ambassador for Diageo externally
Essential Qualifications / Skills
  • A strong and broad track record in Commercial with experience of leading strategic planning with customers and BPM management
  • Highly skilled in fostering commitment through advance negotiation skills, resolving conflict and creating collaborative relationships.
  • In depth understanding of distributors, top end on trade customers and competitors: their businesses and their shoppers/drinkers.
  • Able to coach both functional and leadership capability development in commercial leaders.
  • English business fluency is a must in our new WE model
Reserve Regional Sales Manager On Trade - Barcelona

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