Head of Off Trade

Job Description

The role is responsible for shaping the trading strategy and for the delivery of customer performance and growth, through developing and leading the key account and field sales teams. Leadership of the customer agenda and developing the teams capability in the creation of joint value with customers (through interaction, negotiation, selling, and joint planning) are key deliverables. Member of Commercial Leadership team accountable for holistic performance of commercial team and creating a world class commercial organization that is playing to win.

Top Accountabilities

Develop customer and channel strategy to position Diageo to win
Drive Customer strategy through Diageos S&OP process
Develop truly world class collaborative customer partnerships through world class account plans, joint business plans
Management of profit and NSV targets owning the numbers
Deliver (value) market share targets
Preferred category partner to our Top 5 strategic customers
End-to-end accountability for managing 3rd Party Merchandising team in support of performance
Mastery of Net Revenue Management in support of performance
Support supply chain collaboration to significantly reduce complexity and improve service levels to our customers
Embed strong culture of accountability for performance throughout Off-Trade Key Account Management Team: KAMs always understand exactly where they are on performance and are leading interventions to underwrite success.
Grow, develop and motivate the sales organisation behind a clear, simple and powerful customer / channel strategy.
Effective management of external 3rd parties to deliver commercial targets
Develop and orchestrate end-to-end relationships via a cross functional network within Diageo and the customer base
Drive and measure the highest standards of execution for all specified channels.
Obtain and apply facts and data, driving excellence in planning, decision making and performance measurement and taking corrective action as required.
Shopper and category insight based decisions, resulting in powerful and breakthrough category strategies
Establish suitable reporting to ensure sales out interpretation and development of corrective action plans.
Attract, retain and develop best-in-class commercial talent