Hybrid Sales Distribution Executive

hace 1 mes

Madrid, España Diageo A tiempo completo

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 focussed on generate simplicity, achieving scale and efficiency with your customer relationships, using and adopting technologies in key process 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 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 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 achieved targets. Drive value in current customer relationships identifying future opportunities for customer expansion, understanding customers’ requirements and match these to specific Diageo propositions.

Develop the right Coverage/Contact plan, generating appropriate relationship with each customer to guarantee the delivery of defined targets improving efficiencies through the right use of remote contact tools (Mail, Phone, WhatsApp,..) 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. Always improving efficiency to deliver objectives.

Internal Plans alignment 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 customer 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 you 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. Supervise the promotional activity and its correct execution and propose corrective measures if needed.

Master in class in performing stablished internal management administrative procedures: Order management, Diageo One, Invoices, Escandallo, off invoice discounts, rebates, invoice claims, deductions charges, O&R flow, Anaplan, Triangulation, MSC (Parte de Ventas…).

Propose and Lead till establishment optimised ways of working and procedures aligned with commercial policy, strategy and operations generating capacity to run wider range of customers.

Lead and generate Right Intelligence tools to supervise performance and execution (MSC, Anaplan, Trinagulacion, Powerbi…)

Ongoing & effective cross-functional partnership to deliver comprehensive performance NRM, Customer, Finance, Supply to transmit information, provide recommendations, tackle issues, and improve model.

Be the Hybrid champion within the Distribution Team, regularly sharing findings with other distribution managers on how they can increase their hybrid ways of working.

About you

Requirements for the role:

High energy and drive.

Good relationship-building skills, confident, honest.

Innovative thinking and team-playing.

Good negotiations skills and proven communication.

Proven P&L understanding.

Strong numerical and analytical skills.

Strong in using MS Office (especially excel).

Experienced in RTM Customers management is a big plus.

Fluent in key commercial tools management (MS Strategy, Anaplan, Intouch,…).

Results-orientation, trustful.

Fluent in Spanish and an intermediate level of English.

Working with Us

Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don’t let anything stop you from applying.

Join us and you can also expect a highly competitive and flexible rewards and benefits package

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

Worker Type :Regular

Primary Location:Madrid

Additional Locations :

Job Posting Start Date : 2024-04-10

JR1095705

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