Key Accounts Executives - Mainstream Spirits at Diageo

Role and Accountabilities
 
Customer Strategy and Business Plan

• Execute the customer strategic business plan for his respective categories.
• Drive the implementation of the agreed joint customer business plan for his respective categories.
• Works in close collaboration with the sales Manager for the category input, and with Trade  marketing for the banner/channel plan
• Execute optimal integrated promo plan (incl. selling the plan @ the customer) and manage promo investments
• Manages customer promo investment at his customer
• Manage the customer P&L for his respective categories
• Provide clear Key Account’s objectives and deliverables for the field team
• Deliver the agreed plan, follow-up achievement of counterparts set in the agreement

Negotiation

• Drive the deal with the Customer by ensuring that negotiated the trade terms, trade funding, and counterparts according to the DBN strategy on his brands.
• Manages overall levels of Customer Investments for his brands.
• Monitors Customer Performance by tracking customer contribution and market share DBN Mainstream Spirits brands.

Plays active ambassador role

• Acts as active ambassador of Diageo at the customer level.
• Participates actively in with meetings with Key Accounts, looking at the best solution for the business.

Leadership Responsibilities

• Be Authentic – Role models Diageo values and demonstrates integrity and trust
• Find Solutions – Creates possibilities for future success
• Manage People for success – Drives the People development agenda
• Consistently Deliver Great performance – Demonstrates brilliant execution
• Grow self

Functional Capability

• Relationship Management
• Identifying Sales Drivers
• Commercial Planning
• Outlets Classification
• Trade Strategy
• Insights generation

Qualifications and Experience Required

• Graduate with minimum 2 years commercial expertise gained across Sales/Consumer Marketing or Sales Management
• Good communication skills – written and verbal
• Good IT skills
• Good inter personal skills
• Geographically mobile.
• Experienced driver with valid license

Barriers to Success in Role

• Inability to spend time on shopping floors and with purchasing officers of the modern trade chains/outlets (essential to stay in touch with the market and the competition).