Latest Jobs at Diageo

About The Function

• Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and ambitious markets where they standout. They help sell our iconic brands across 180 countries every year.
• We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

Role Responsibilities

The role is responsible for capability build of internal Diageo and the 3rd party sales resources at Distributors or third party level Develop a well-rounded capability vision and strategy that underpins an advantaged Route to Consumers in West and Central

• Inspire the commercial organisation around the capability vision for W&C and ensure the sales leaders drive and implement the plan and target improvements required
• Develop & align the W&C Commercial Leadership team around the annual Commercial Capability Programme that creates focus and a step changed performance against the capability roadmap
• Partner with Global and engage externally with subject matter experts to ensure that all solutions are “fit for purpose” for the W&C market and RTC model; content areas will focus on License to Sell, License to Coach, Distributor development, and Leadership development.
• Training/facilitation support, predominantly ‘train the trainer’ model

Experience / Skills Required

• 12+ years in senior commercial roles within multinational companies including field sales and commercial capability
• Strong commercial experience and skills around building capability and developing commercial teams – passionate about building high performing teams & can clearly articulate what a strategy into great execution looks like
• Ability to move between strategic thought leadership and operation/project delivery detail as well as an ability to manage and influence a range of in-country and regional collaborators
• An individual who understands how to get things done has the ability to influence across a broad network of the organisation – there is some ‘thinking’ involved’ but much of this will be about simply ‘decide’ and ‘act’
• Proven track record of performance delivery, and leading ground-breaking change
• Standout colleague and team coach
• Able to identify and understand both the employees and the business needs and drive the vital capability interventions
• Needs to be able to translate strategy into execution
• Continuous improvement mind-set Ability to move between strategic thought leadership and operation/project delivery detail, as well as an ability to manage and influence a range of local and global collaborators

Flexible Working Statement

Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you’re supported from day one.

go to method of application »

Purpose of Role

• The role is responsible for defining and embedding the Route to Consumer ground-breaking  requirements within the region.

Top Accountabilities

• Determine the vision, strategy required and mode of execution to develop the outstanding practices that ensure that Diageo achieves its vision. The ideal Distributor is one that can run as a financially capable, independent and fully operational Distributor; with an accurate organisation set up and right personnel.
• Commercial (including but not limited to the following work-streams: field sales, key account, distributor management, retail outlet service levels, trade terms, innovation, key relationships with key enabling collaborators, contract management for key partnerships).
• Logistics (including defining the Distribution requirements and structure, like warehousing, logistics processes, route coverage, cost-to-serve- model, and inventory model),
• Customer Service (including Case fill rate and Order fill rate, Order to Cash processes, Replenishment Programs, customer inventory management processes, order management and customer teamwork programs),
• Finance (including Cost to Serve analysis, investment modelling for supply & commercial, and ensuring a ground-breaking solution for working capital constraints thru the full chain - retailer, distributor, wholesaler, Diageo, Profit and Loss modelling across markets, Cash-flow management, financing schemes for distribution infrastructure) as well as the supporting technology to enable trading-Automation platform that supports in-field execution (EDGE), eB2B, eB2C to enable e-commerce solutions.
• Lead a senior cross-functional team that includes Commercial, Logistics, Customer Service, Finance, and Technology/Automation during all stages of the Route to Consumer transformation: Diagnosis, Design, Pilot and Implementation
• Facilitate the development of the route-to-consumer model for the region, initiate plans and initiatives to accelerate growth in existing whilst also proactively tapping into emerging channels  
• Accountable for the implementation of the RtC transformation and supporting toolkits; for example, Field Sales Process, Working Capital solutions,
• Responsible for delivering the Route to Consumer critical metrics, which will be defined during the RtC design phase.
• Ensure that the RTC functional leads, and workstream leads are fully operational and delivering the project important metrics.
• Apply standard methodology toolkits against all workstreams to define the prescribed process & critical metrics for the market.   Toolkits to include: Field Sales Process, Key Account Process, Distributor & Wholesaler Process, Innovation Process, Logistics Process, Target Setting & Reporting
• Develop and Implement distribution partner RTM Playbook to drive consistent elite distribution partner standards in order to drive consistent revenue growth. This will include development and implementation of word-class distribution partner trade terms and incentive plans across markets. 
• Reviewing distribution partner performance on automation platform to gain insights and target impactful activities with desired Return on Investment (value) 
• Own the Diageo’s in-market  business P&L by driving category growth and mix 
• Develop and implement a Capability training program for the Distributor Leadership Team on Commercial, Finance, HR, Supply & IS. 
• To initiate and take leadership in implementing motivating incentives to the distributor teams to support new route to market for spirits to deliver outstanding results for spirits. 
• To build productive working relationships with customers (Internal and external, Diageo and 3rd Party) and in-market field sales teams.  

Qualifications, Experience and Leadership

• 7 years of Management experience with a consistent track record of delivering results;
• Cross-functional management experience
• Experience with various RTC models, both supply and commercial.
• Strong commercial savvy and proven track record to generate insights from data sources
• Experience implementing a change program or redefining a business model
• Strong experience and knowledge in Distributor Management, Sales Management, Logistics, Customer Service, Diageo Way of Selling, Key Accounts, and S&OP.
• Experience with various routes to market
• Strong customer P&L understanding and appreciation of working Capital structure and drivers of profitability.
• High level of business acuity and project management across functions
• Needs to be a recognized functional expert within the business
• Proven track record to influence team members across functions and levels as this role must work with existing teams and external resources and able to influence senior levels.
• Pragmatic approach to implementation of concepts and problem-solving skills
• Ability to lead and supervise virtual teams and work under tight deadlines across functions.