Distributors Key Account Executive

Overview

Distributors Key Account Executive role at Diageo.

About The Function

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.

Job Description

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.

Market Context

Our ambition is to be the best performing; most trusted and respected CPG Company in the world.

A large part of this ambition will be achieved through building amazing distributor relationships, developing a winning a bolder culture working cross functionally and with distributors to provide an unparalleled brand and retail proposition at the point of purchase in market

Diageo Mexico has a clear vision of be recognized as one of the top 3 sales forces within the CPG companies and the number 1 in the On Trade Channel.

Diageo has a solid position as market leader into the growing categories of Whisky & Tequila.

We want to strengthen our position in both categories, but at the same time we have decided to expand our relevance and continue with our value creation strategy by entering in some other categories, such as rum & vodka.

To properly face these challenges, we have to accelerate our commercial capabilities in order to be able to exceed consumers & customers expectations and achieve our ambitious business goals, which include understand and develop customers focused on middle class consumers, as well as design the proper differentiation to strategic customers with the ambition to gain penetration in TBA.

Purpose

Execute the Commercial strategy of Diageo in a specific region / area to achieve volume Sell out / Sell in, NSV y Cash, Execution standards (brilliant execution), distribution, DOH and Share targets

Establish a strong collaborative relation with customers to create a sustainable partnership with right focus and relevance to BTC.

Understand Key channels (Off & On & Home), category, and competition dynamics to lead right interventions to drive best performance.

Key Outputs / Deliverables

Deliver AOP targets related to NSV, Sell Out, Exec Standards, Share, SIT and Overdue, GM%

Drive Sell out, Sell in, Execution, distribution and overdue performance in line with our objectives

Lead the annual customer plan definition, yearly process to establish a specific plan in line with the channel plan and marketing plan

Lead the JBP agenda with customer (strategy alignment, target setting, key initiative, monthly review)

Lead training and capabilities agenda with customers

Develop, propose and execute commercial plans to enable new business opportunities

Absolute external Focus

Ensures full compliance with CARM, Diageo Code of Conduct and DMC.

Performs other related duties as assigned.

Financial Responsibility

Ensure all T&S and A&P investments communicated and executed with our customers follow the internal planning and approval processes - no customer complaints

All budgets are met according to plans in conjunction with CMO and Finance teams

Manages own T&E.

Owns the Sell out and Sell in (Vol and NSV – top line performance) as well as GM % of the account

Deep understanding and responsible for Measurement and Evaluation (Pre and Post M&Es) in order to target the right investment to maximize ROI whilst delivering for our consumers, shoppers and customers.

Leadership Responsibility

The role reports to the Distributor Account Sr Manager

The role does not have direct reports, but needs to be able to influence and build strong relationships with distributor partners (customers) at all levels of the organization (management and sales force), external agencies and Diageo functional teams (internal and external stake holders)

Ensure right integration with Key Distribution Partners

Qualifications And Experience Required

Bachelor's Degree required in Business or related field.

English and Spanish required.

Minimum 3 years of experience in sales and / or customer marketing / trade marketing areas with specific experience of distributor based businesses.

Understanding about how the total sales organization operates and how to drive its effectiveness.

Ability to build relationships and work collaboratively internally and externally with good influential and negotiation skills.

Ability to work around and within a variety of different market conditions and demographic factors.

Strong analytical, presentation and project management skills.

Proactive, self-motivated, tenacious with commercial drive and commercial curiosity.

Excellent knowledge of Microsoft PowerPoint and Excel.

Worker Type

Regular

Primary Location

Mexico City

Job Posting Start Date

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Management and Manufacturing

Industries

Beverage Manufacturing

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