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
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
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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