Key Account Manager Wholesale & Spec Stores

Netherlands, Europe

Job Description :

About Diageo On Trade The Netherlands:

The On Trade channel provides the most dynamic & exciting customer environment in The Netherlands and in Diageo. As an On Trade key account team, we are on a mission to deliver amazing availability of our core spirits portfolio by:

  • Setting up winning partnerships with our customers

  • Driving our Reserve portfolio, win with impactful Innovation at scale

  • Build exciting customer business plans that maximize sales - customer engagement - perfect execution of promotional plans and include digital commerce as key pillar for growth

  • Adapt, transform and future proof our business in an increasingly rapidly changing world where omnichannel customers sell our products wherever they can

About the role:

The On Trade channel direct customers is made up of an diverse mix of customers including Cash & Carry, On Trade wholesalers, Beverage wholesalers, Brewery wholesalers, Specialist Store wholesalers, Route to Market customers and Omnichannel customers - mixing all of the above together in their business model.

This role will play an integral part of the On Trade business and its strategy. Responsibility for management of several high-profile direct customers: On Trade wholesalers, Specialty Store wholesalers and Omni-channel wholesalers. Drive and implement AOP plans for these customers, including successful activation of short-term and long-term high impact activity plans based on analysis and core insight into customer strategy, shoppers and consumers for NL On Trade. Work closely and relentless cross-functionally - internally and externally - to align on future innovation opportunities and create the conditions to launch and grow innovations. Drive a true sell-in/sell-out culture in which strategic plans are aligned with customers and executed brilliantly with support of Diageo field sales teams. Role model to field sales team in behavior and contribute to career development by coaching sales representatives.

We are looking for someone who can think boldly, think big and chase success with an unrelenting passion for our brands and our customers.

Description of Key Account Manager's responsibilities:

Diageo's return consistently maximized through category development and innovation growth levers

  • P&L accountability for total Diageo portfolio at assigned customers.

  • Constantly work to mitigate gaps and take advantage of opportunities to (over-)deliver vs. plan

  • Champion P&L management and demonstrate strong financial understanding - this role manages volume and value performance and leads conversation about decisions on actions to deliver the customers targets.

  • Driving a impactful Reserve business, securing the heart of our Premium Core portfolio and setting up winning sales of innovation brands with pace

  • Implement omnichannel customer approach where applicable e.g. agree and execute Diageo plans on every selected subchannel customer is active in (On Trade subchannel approach, Spec store subchannel approach, D-Comm subchannel approach)

Brilliant execution of breakthrough customer plan based on the sell-in and sell-out channel strategy to maximize sustainable profit delivery

  • Choiceful activation of the right sales drivers for each market based on informed decisions grounded in data analysis and interpretation.

  • Allocate Diageo Spec Store and On Trade field sales as fuel for growth in market, driving brilliant execution and sell-in/sell-out in every possible way - aligned with relevant field sales managers per subchannel

Deliver brilliant JUBP for each customer in line with overall NE ONT strategy with key growth pillars activated

  • Based on excellent interpersonal and stakeholder management skills, driving compelling total Diageo portfolio business plans, with special dedication to optimized Innovation - Digital Commerce and Price/Mix levers in every plan.

Top 4 leadership capabilities for this role

Consistently deliver great performance

  • Identify clear priorities and focus on them at all times

  • Take personal accountability for beating the competition

  • Demonstrate drive to make a positive difference to business performance

  • Have a positive outlook, channel your energy into finding opportunities and solutions even in times of uncertainty and ambiguity

Shape the future

  • Be imaginative in finding solutions to issues and pursuing opportunities for the business

  • Generate ideas grounded in a deep understanding of customer requirements and manage them through to successful execution

Brilliant execution of breakthrough customer plans

  • Detailed analysis of activity performance ensures targets are successfully reached through necessary course correction as required.

Manage people for success

  • Build and sustain trust and openness with others through strong cross-functional relationships - most importantly with the On Trade field sales team and Spec Store field sales team

  • Coach and mentor sales representatives in personal development, ways of working and career progress. Do this in line with DWWS principles.

Top 3 accountabilities of the role:

  • Commercial attitude enabling Diageo to win share, grow reserve business, driving innovation and win with price/mix/cash

  • Externally focused customer strategy development and execution

  • Leadership of the Joint business planning with Customers and internal stakeholders

  • Building trusted relationships with customers to position Diageo as category champion of value

Qualifications and experience required

  • A strong and broad track record in Commercial Management experience including leading strategic customers and P&L accountability. Authentic communicator with experience of working with external stakeholders. Minimum of 5 years of sales experience, commercial or relevant management experience

  • Highly skilled in fostering commitment through advance negotiation skills, resolving conflict and creating collaborative relationships

  • Excellent relationship-building and conflict management/resolution skills

  • Excellent stakeholder management skills (internal and external). Strong persuasive, negotiation and presentation capabilities

  • In depth understanding of distributors, key customers and competitors: their businesses and their shoppers/drinkers

  • Experience with P&L management and strong understanding of how to drive P&L to deliver on performance ambition

  • Authentic communicator with experience of working with external stakeholders

  • Deep understanding of the Spirits industry and sub-categories

  • Fluency in English is required

Barriers to success in role

  • Lack of strong project management skills

  • Lack of strategic insights & experience

  • Lack of comfort in stakeholder engagement & team work

  • Lack of financial understanding

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