Purpose of Role:

The Area Business Development Manager is expected to understand the commercial opportunity, develop strategy and plan execution, handle performance, measure and evaluate the total trade investments while ensuring controls and governance is adhered to within their respective area and team’s coverage. In addition, ensure the sales teams under them is delivering an optimized brand portfolio of both beer and spirits in each outlet across the Area s/he is leading.

Role Responsibilities:

Understand the Commercial Opportunity

• Brand & Category Knowledge – Persuasively sell the key features and customer benefits of Diageo’s brands and categories.
• Customer Understanding – Understand customer needs and motivations and use of this information in the joint up customer plans to achieve objectives and unlock growth.
• Shopper Understanding and insights – use shopper information and insights with customers to valuably unlock category growth.
• Outlet Segmentation – Know your outlet universe and map outlets into territories based on the market’s segmentation guidelines.

Develop Strategy and Plan Execution

• Joint Customer planning – Plan and sell a value driven joint customer plan which includes performance measures and review on a weekly/monthly basis.
• Plan and Develop Execution Standards – know every day minimum execution standard for the customers and teams reporting to you. Understand the 365 essentials principles and translate the same to execution standards.
• Core selling skills -Coach and mentor the team and external 3rd parties ensuring compliance to DWWS standards.
• Activation and Execution – Collaborate with customers to build longer term execution plans which you supervise to ensure standards are being met creating course correction measures where required.
• Leverage on M&E (Measure and Evaluate) of key activities to ensure continuous improvement of the growth drivers.

Lead Performance

• Commercial Awareness – A deep understanding of financial levers e.g., Spend, Volume, Margin and profit performance within the area of responsibility and make good business decisions that drive positive outcomes.
• Commercial Functional Coaching – spend at minimum the market’s defined time conducting trade accompaniments and use AID, BOOST, EDIC and GROW to ensure feedback is focused on enhancing the team’s capabilities to drive growth.
• Leading Promotional Execution – monitor and own the activation of all promotions in outlets, ensuring they happen On Time and In Full.
• Execution Standards – able to ‘sell in’ the execution of minimum standards to your different customers.
• Maintain a strong focus on working with distributors to develop sales capability within their organizations.
• Ensure the constant updating and implementation of fit for purpose trade coverage plans for the area.

Governance – Risks and Controls

• Embedding the Diageo standards of Excellence as the way of working.
• Drive a strong culture of compliance, ensuring adherence to Code of Business Conduct, global and local standards, policies, applicable manuals and health and safety requirements in the work environment.
• Adherence to Internal process controls, GAR and External Audit requirements.
• Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

Requirements:

Qualifications

• A business-related degree or equivalent.

Experience and Skill required

• 5 years’ experience in a similar role.
• Strong commercial exposure and understanding.
• Excellent interpersonal skills and ability to influence multiple partners/collaborators.
• Strong people performance – able to inspire and mobilize people (both direct reports and a broad range of others) to deliver excellent results.

Competencies

• The candidate must demonstrate capability in identifying commercial opportunities, develop strategy and Plan Execution of business strategy, handle performance, adherence to all controls and guidelines and have high integrity.

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Purpose of Role:

The Territory Management Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customized plans for priority accounts against nominated growth drivers.

The Territory Management Representative will cover the retail outlets on the basis of a pre-assigned route/plan and ensure that these plans are implemented brilliantly at the point of sale and also to meet the brand, volume, merchandizing and promotion objectives for each outlet while keeping controls & compliance.

Role Responsibilities

Execution Excellence

• Identify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
• Navigate a sales call/appointment using the clearly defined and proven commercial selling skills to understand customers’ needs and match them to the business propositions.
• Use proven selling techniques to deliver propositions that exceed customer expectations, satisfy needs and create ‘win, win, win’ opportunities to ensure distributor coverage and call frequency targets are achieved.
• Persuasive selling to deliver a customer proposition; using knowledge of customers to write winning persuasive customer propositions that are used to achieve/exceed objectives.
• Commercial Competence – have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customer. Also, to have a deep understanding of the various financial levers at our disposal and can use these to positively impact Diageo and our customer’s P&L.
• Use the processes, tools and plans provided to ensure brilliant execution by building customized plans for priority accounts against nominated growth drivers and ensure that the plans are implemented brilliantly at the point of sale. To coordinate the overall execution agenda of the customers we work with.
• To balance the short-term needs with a mid-term perspective and a focused activity management approach.
• Ability to implement, supervise and improve adherence to the minimum execution standards by segment as defined by the market to drive growth. Responsible for the measurement of the minimum execution standards in the customers we work with and reporting back the results to the sales organization on an ongoing basis.

Controls and Compliance

• Adhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
• Adherence to Internal process controls, GAR and External Audit reviews.
• Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

Qualifications and Experience:

Qualifications

• A business-related degree or equivalent

Experience and Skill

• 2 years’ experience in analytics and at least 2 years in a field sales role
• Strong attention to detail.

Competencies

Leadership

• Win through Execution – lead bold execution in a fast-moving world.
• Inspire through Purpose – amplify our purpose internally and externally.
• Shape the Future – create focus and ownership for shaping Diageo’s future ambition.
• Invest in Talent – harness the full extent of Diageo’s talent and diversity.

Dial up Behaviors.

• Be externally Curious – Seek deep external insights, anticipate trends and adapt quickly
• Collaborate Efficiently – create an environment where people challenge openly, make decisions with only crucial input and share and adopt what works.
• Experiment and Learn – Aim high and disrupt, try innovative solutions, accommodate failure and learning.
• Act Decisively – Choose progress over perfection, prioritize and commit to decisions and deliver for the business.

Functional Competencies

• Planning and Developing Executional standards
• Core Selling Skills
• Customer Proposition
• Brilliant Execution
• Negotiation Skills
• Commercial Awareness

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Purpose of Role:

The Field Sales Representative is required to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customized plans for priority accounts against nominated growth drivers and ensuring that these plans are implemented brilliantly at the point of sale while keeping controls & compliance.

Role Responsibilities:

Execution Excellence

• Identify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
• Navigate a sales call/ appointment using the clearly defined and established commercial selling skills to understand customers’ needs and match them to the business propositions.
• Use established selling techniques to deliver propositions that exceed customer expectations, satisfy needs and build ‘win, win, win’ opportunities to ensure distributor coverage and call frequency targets are achieved.
• Persuasive selling to deliver a customer proposition.
• Commercial Competence – have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customers.
• Use the processes tools and plans provided to ensure brilliant execution by building customised plans for priority accounts against nominated growth drivers and ensure that the plans are implemented brilliantly at the point of sale.
• Ability to implement, supervise and improve adherence to the minimum execution standards by segment as defined by the market to drive growth.

Controls and Compliance

• Adhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
• Adherence to Internal process controls, GAR and External Audit reviews.
• Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

Qualifications and Experience:

Qualifications

• A business-related degree or equivalent.

Experience and Skill

• 2 years’ experience in analytics and at least 2 years in a field sales role
• Strong attention to detail.

Competencies

Leadership

• Win through Execution – lead bold execution in a fast-moving world.
• Inspire through Purpose – amplify our purpose internally and externally.
• Shape the Future – create focus and ownership for shaping Diageo’s future ambition.
• Invest in Talent – harness the full extent of Diageo’s talent and diversity.

Dial up Behaviors.

• Be externally Curious – Seek deep external insights, anticipate trends and adapt quickly
• Collaborate Efficiently – build an environment where people challenge openly, make decisions with only essential input and share and embrace what works.
• Experiment and Learn – Aim high and disrupt, try innovative solutions, accommodate failure and learning.
• Act Decisively – Choose progress over perfection, prioritize and commit to decisions and deliver for the business.

Functional Competencies

Planning and Developing Executional standards

• Core Selling Skills
• Customer Proposition
• Brilliant Execution
• Negotiation Skills
• Commercial Acumen