RTC Transformation Lead at Diageo

Job Description :

The RTC Transformation Lead will define and embed the Route to Consumer transformational requirements within the region; this will include the following functional areas: 

• Determine the vision, strategy required and mode of execution to develop the Best-in-Class 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 a proper organisation set up and right manpower.
• 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 stakeholders, 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 collaboration programs),
• Finance (including Cost to Serve analysis, investment modelling for supply & commercial, and ensuring a transformational 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 KPIs, 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 KPIs.
• Utilize best practice toolkits against all workstreams to define the prescribed process & KPIs 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 world-class 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 (ROI) 
• 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 exceptional 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 proven track record of delivering results;
• Cross-functional management experience
• Experience with various RTC models, both supply and commercial.
• Strong commercial acumen and proven ability to generate insights from data sources
• Experience implementing a change program or transforming 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 acumen and project management across functions
• Needs to be a recognised functional expert within the business
• Proven ability to influence stakeholders across functions and levels as this role must work with existing teams and external resources and must be 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.
• Strong Stakeholder and Relationship Management experience to drive compelling Win-Win business propositions.