Job Offers at Diageo

Job Description :

The role is responsible for driving great insights through execution reporting to ensure quicker decisions are made, managing performance from a total Business perspective all the way down to store level and driving accountability at all levels.

The role holder will be the point of contact for Sales Operations to drive the correct execution standards by Channel as well as the key contact to CP&A to ensure tracking elements are briefed on time and objectives are measured as agreed upon and signed off.  The role holder will also drive correct level of Reporting, focusing on exceptions, to ensure gaps are identified and closed to drive business NSV.

Other key accountabilities will include :-

Sales Systems & Data Management:

• Collaborate with the Sales Team and Data Specialists to integrate, develop and implement systems solutions to increase commercial results through improved KPI measurement and reporting and business processing capability.
• Create and updates the SFA system with all the approved activities for execution by the sales team
• Defines the structure of any additional data sets required to complete analysis of a given business problem, collects and cleanses the data for analysis
• Support with data quality assurance and data cleansing of existing data sets for analysis
• Develop business cases on any additional enhancements that are not within the current system capabilities

Drive Insights from Gap analysis measures

• Build actionable insights from outlet execution reports and be fully accountable to develop exception reporting, highlighting gaps and identifying opportunities, risks and recommending an action plan to close the gaps.
• Develop Data measurement comparison reporting that highlight if there is improvement on executions and implementation of plans during specific periods of the year/month.
• Ensure consistency in reporting and actionable execution plans by channel and segment.
• Develop streamlined processes by recommending standards and procedures resulting in improved efficiencies and increased accuracy.
• Identifying and understanding performance trends, assessing performance against targets and highlights opportunities.
• Process and analyze large datasets, producing clear findings and recommendations.

Systems reporting and analysis to facilitate strategic growth.

• Facilitate alignment of business strategy with customer strategy
• Analyse operational intelligence to ensure accuracy and provide meaning and trends.
• Generate and analyse reports and provide feedback on reporting when necessary.
• Explore and identify new business opportunities and make recommendations for action.
• Provide monthly reports on key KPI’s being tracked by the Sales team, highlighting areas of concern and opportunity.
• Align reports to business objectives.
• Collaborate with Capability Manager to develop relevant training materials (assist in training where required)
• Customer Market and KAM team – align to Global training.

Facilitate operational excellence. 

• Understand the expectations of stakeholders.
• Monitor and measure operational activities and key outputs.
• Supporting Execution activity by providing Insights for trade team
• Supporting the team with National or Quarterly Dashboards
• Provide support to KAM and Divisional Teams
• Engage with sales operational team to facilitate and support achievement of excellence.
• Ensure the integrity of data.
• Work with Commercial MD lead to align data across all Platforms
• Trax insights and Pricing
• 3rd Party capability audit
• Identify projects to streamline areas for improvement.

Compliance

• Familiarize and comply with applicable procurement agreements, licenses, legislation, regulatory policies, internal policies, and procedures, etc.

Experience, Qualifications and Leadership

• Experience in Commercial (Minimum 2-3 years) working in sales and or customer marketing is a prerequisite.
• Basic experience in Planning functions (minimum 1-2 years)
• Commercial Graduate Degree Qualification – Business Related
• Work within a virtual team, cross-functionally and with a high sense of initiative and ownership, being self-sufficient and independent.
• Category and competitor knowledge
• Basic understanding of our industry, the channels our products are sold, in-store requirements and account specific marketing.
• Familiarity with market measurement data and interpretation into actionable insights
• Project Management Expertise
• Build collaborative and influential relationships with peers in Commercial.
• Strong analytical skills, systems aptitude, and data-handling expertise

Key Skills

• Commercial Acumen with keen learning mindset
• High cognitive ability
• Facilitate operational simplicity, enabling decisions to be made, aligned to and executed swiftly.
• Dealing with day-to-day ambiguity & problem-solving ability
• Proven commercial acumen with strong focus on financial acumen and analytical skills, with the ability to translate into actionable insights.
• Good analytical skills and a high attention to detail
• Need to be flexible, entrepreneurial, and ability to work with multiple stakeholders.
• Excellent communication skills (written and verbal)
• Excellent planning skills
• Good Decision Quality

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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.

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Job Description :

The role is responsible for capability build of internal Diageo and the 3rd party sales resources at Distributors or third party level

• Develop a holistic 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, Qualifications and Leadership

• 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 stakeholders
• 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 transformational change
• Team player and team coach
• Able to identify and understand both the employees and the business needs and drive the necessary 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 stakeholders