Key Accounts Executive at Diageo

Job description

Level: L6 (M3)
Reports To: Key Accounts Manager

Context/Scope:
The Diageo sales vision is to become one of the top three most respected Consumer Packaged Goods Sales team in every market it operates. Our goal is to be ‘winning at the moment of choice’ to ensure we are winning bigger and beating the competition. This, along with putting the customer at the heart of everything we do, will deliver sustained, mutual growth for our brands, categories, customers and partners.

A key contributor to the success of the GNPLC strategic plan is an effective & flexible field sales force demonstrating industry leadership in both volume driving & brand building activity.

Financial
Responsible for sending monthly statement to customers
Liaison with customer on prompt payment of invoices

Market Complexity
Customers are spread in different geographies. Ability to manage relationship and activation of customers across different geographies

Functional Capabilities

• · Managing Relationships
• · Commercial Planning
• · Sales Drivers
• · Customer Insight
• · Tactical sales initiatives

Purpose of Role
To support the Key Accounts Manager in the achievement of the unit’s & GNPLC/Diageo’s business objectives through the effective management of designated outlet(s) including driving sales growth, market share growth, share of visible inventory (SOVI), in-outlet execution, promotions and other key accounts programmes in assigned outlet(s).

Top 3 Accountabilities

•     Availability of all listed products, all pack sizes and formats in assigned outlet(s)
•     Sales volume growth. Market share growth is achieved via adequate forward stock, dominant share (share equal to or higher than rate of sale) of available space(s), cold and ambient merchandising and excellent execution of promotions.
•     Activation and brilliant merchandising of promotional activities to ensure strong visibility in the outlet(s)

Qualifications and Experience Required

• § B.Sc with minimum 2 years sales experience.
• § Strong candidates who have strong tenacity to learn, but without the prerequisite experience may be considered
• § Direct experience of Diageo Way of Selling capabilities with a focus on Sales Driver execution at the point of purchase, managing relationships including structured call, persuasive selling and brand passion
• § Good oral and written communication skills
• § High degree of integrity
• Barriers to Success in Role
• § Poor planning and organisation
• § Poor understanding of category
• § Poor relationship with outlet staff and other internal functions
• § Low level of drive or personal leadership

Working options

• § 80 % field-based
• § Will be required to work at weekends and some public holidays.