Sales Manager In-Flight Channel, GTME Western
Global Travel & Middle East (GTME) is a substantial and growing business for Diageo. Reporting into Asia, GTME is a global business that operates within Asia, America, Europe and the Middle East.
Our vision is to be the undisputed leader in Travel Retail and the Middle East and to achieve double digit growth each year. Our strategy is to grow people, drive value and beat the competition. A large part of this ambition will be achieved through building amazing customer relationships, inspiring the team to new levels of performance and providing an unparalleled brand proposition and luxury retail experience.
Market Complexity:
Manages a business that operates within a multi cultural, multi-national, multi channel, multi outlet, multi currency environment.
Manages relationships with a range of Diageo, customer and external stakeholders.
Operates in a highly competitive and highly visible retail environment.
Needs to understand the complex motivations of shoppers, consumers and customers.
Leadership Responsibilities:
The Sales Manager:
• Heads the Diageo relationship with specified customers
• Inputs to and implements the commercial and brand strategy/ plans
• Is accountable for the brand and financial performance delivery of their business
• Develops the customer relationships in a way which makes new levels of growth possible.
• Is responsible for delivering the full Diageo strategy from the P&L through to point of purchase execution and brilliant implementation
• High visibility business with high growth potential
Purpose of Role:
• To beat the plan and beat the competition, delivering excellent business performance in terms of net sales value, visibility and share.
• Develops and implements a range of customer activities, consumer promotions, brand and retail initiatives, aligned with regional brand, marketing and trade strategies.
Top 3-5 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 and market share, which are in line with the regional brand plan.
• Manages the price and margin mix through successful negotiation and long term, value creating planning with the customer/s
• Develops and implements new initiatives to drive brand visibility, the growth of the category and to gain market share for Diageo’s brands.
• Manages the Trade Terms price and margin mix through successful negotiation and long term, value creating planning with the customer/s
Qualifications and Experience Required:
To succeed in this role the Sales Manager will:
• Have a proven level of commercial, preferably gained within a retail and/or consumer goods environment. Category management experience is a significant advantage.
• Have the ability to create and inspire energy for their plans and ideas.
• Be a strong influencer and negotiator, with a range and adaptability of style.
• Be able to generate and interpret shopper and consumer insights and sell in recommendations.
• Be highly analytical and data literate, understanding and evaluating the profit impact of their actions.
• Be a superb planner with the ability to reconcile a complex matrix of brand, customer and consumer needs.
• Fluent in English, Spanish is desirable.
• Be passionate about our brands and hungry to succeed.
• Be of graduate calibre or equivalent.
• 5-8 years of experience
Sales Manager In-Flight Channel, GTME Western
Our vision is to be the undisputed leader in Travel Retail and the Middle East and to achieve double digit growth each year. Our strategy is to grow people, drive value and beat the competition. A large part of this ambition will be achieved through building amazing customer relationships, inspiring the team to new levels of performance and providing an unparalleled brand proposition and luxury retail experience.
Market Complexity:
Manages a business that operates within a multi cultural, multi-national, multi channel, multi outlet, multi currency environment.
Manages relationships with a range of Diageo, customer and external stakeholders.
Operates in a highly competitive and highly visible retail environment.
Needs to understand the complex motivations of shoppers, consumers and customers.
Leadership Responsibilities:
The Sales Manager:
• Heads the Diageo relationship with specified customers
• Inputs to and implements the commercial and brand strategy/ plans
• Is accountable for the brand and financial performance delivery of their business
• Develops the customer relationships in a way which makes new levels of growth possible.
• Is responsible for delivering the full Diageo strategy from the P&L through to point of purchase execution and brilliant implementation
• High visibility business with high growth potential
Purpose of Role:
• To beat the plan and beat the competition, delivering excellent business performance in terms of net sales value, visibility and share.
• Develops and implements a range of customer activities, consumer promotions, brand and retail initiatives, aligned with regional brand, marketing and trade strategies.
Top 3-5 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 and market share, which are in line with the regional brand plan.
• Manages the price and margin mix through successful negotiation and long term, value creating planning with the customer/s
• Develops and implements new initiatives to drive brand visibility, the growth of the category and to gain market share for Diageo’s brands.
• Manages the Trade Terms price and margin mix through successful negotiation and long term, value creating planning with the customer/s
Qualifications and Experience Required:
To succeed in this role the Sales Manager will:
• Have a proven level of commercial, preferably gained within a retail and/or consumer goods environment. Category management experience is a significant advantage.
• Have the ability to create and inspire energy for their plans and ideas.
• Be a strong influencer and negotiator, with a range and adaptability of style.
• Be able to generate and interpret shopper and consumer insights and sell in recommendations.
• Be highly analytical and data literate, understanding and evaluating the profit impact of their actions.
• Be a superb planner with the ability to reconcile a complex matrix of brand, customer and consumer needs.
• Fluent in English, Spanish is desirable.
• Be passionate about our brands and hungry to succeed.
• Be of graduate calibre or equivalent.
• 5-8 years of experience
Sales Manager In-Flight Channel, GTME Western
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