Job Description: About us: Diageo is the world's leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray, and Guinness.
Our purpose - Celebrating life, every day, everywhere - has a meaningful role in our company, for our people, our diversity, our brands, in how we perform and how we build shared value.
About the role: Your Mission: You will drive efficient and effective relationships with the Wholesaler and/or Distributor customers assigned to achieve business targets.
You are focused on generating simplicity, achieving scale and efficiency with your customer relationships, using and adopting technologies in key processes of customer management (Diageo One) and drive scale through balanced hybrid relationships (Phone, mail, WhatsApp, physical visits) to achieve scale and business targets.
Your focus is on achieving the objectives of market share, sales, and profitability by building thoughtful and efficient customer relationships and brilliant execution of activation plans.
Responsibilities & Accountabilities: Based on a clear understanding of On trade RTM Strategy, define targets (Sales, Distribution, and Coverage targets) for the customer group assigned.Define clear customer segmentation and understanding of the customers assigned based on sales contribution, digital/hybrid capability, relationship needs, and levers to be used to achieve targets.Drive value in current customer relationships identifying future opportunities for customer expansion, understanding customers' requirements and matching these to specific Diageo propositions.Develop the right coverage/contact plan, generating appropriate relationships with each customer to guarantee the delivery of defined targets improving efficiencies through the right use of remote contact tools (Mail, Phone, WhatsApp, etc.)
according to customer segment.Strong ownership of the day-to-day customer relationship through effective negotiation, persuasion, and conflict management/resolution skills.Define clear, simple, and scalable Account/Segment Plan (Price, Reward, Counterparts, Promo Plan, MPA...) to reach business objectives, identifying key levers to be developed.Align internal plans with NRM and Customer Marketing to ensure achievement of Sell In / Sell Through targets in a sustainable manner.Increase efficiency of the Hybrid management model using the insights of each of your customers, negotiating/rewarding customers according to their adoption to online/remote tools and contact.Evolve the digital readiness of Diageo and customers to ensure relationships grow in efficiency and effectiveness.Track and measure performance and execution of your assigned customers vs the critical KPIs (coverage, sales, nsv/case, mix, cash collection), supervise and follow up on brilliant execution.
Continuously seeking to understand, learn and adapt from the results.
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