Head of Off Trade

Job Title: Head of Off Trade

Functions:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. 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.

About the role:

The role is responsible for shaping the trading strategy and for the delivery of customer performance and growth, through developing and leading the key account and field sales teams.

Leadership of the customer agenda and developing the team’s capability in the creation of joint value with customers (through interaction, negotiation, selling, and joint planning) are key deliverables.

Member of Commercial Leadership team accountable for holistic performance of commercial team and creating a world class commercial organization that is playing to win.

Role Responsibilities

1. Develop customer and channel strategy to position Diageo to win

2. Drive Customer strategy through Diageo’s S&OP process

3. Develop truly world class collaborative customer partnerships through world class account plans, joint business plans

4. Management of profit and NSV targets – “owning the numbers”

5. Deliver (value) market share targets

6. Preferred category partner to our Top 5 strategic customers

7. End-to-end accountability for managing 3rd Party Merchandising team in support of performance

8. Mastery of Net Revenue Management in support of performance

9. Support supply chain collaboration to significantly reduce complexity and improve service levels to our customers

10. Embed strong culture of accountability for performance throughout Off-Trade Key Account Management Team: KAMs always understand exactly where they are on performance and are leading interventions to underwrite success.

11. Grow, develop and motivate the sales organisation behind a clear, simple and powerful customer / channel strategy.

12. Effective management of external 3rd parties to deliver commercial targets

13. Develop and orchestrate end-to-end relationships via a cross functional network within Diageo and the customer base

14. Drive and measure the highest standards of execution for all specified channels.

15. Obtain and apply facts and data, driving excellence in planning, decision making and performance measurement and taking corrective action as required.

16. Shopper and category insight based decisions, resulting in powerful and breakthrough category strategies

17. Establish suitable reporting to ensure sales out interpretation and development of corrective action plans.

18. Attract, retain and develop best-in-class commercial talent

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you. 

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.