Job Description :

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

We have big ambition for On trade Italian business, and we need you to lead our spirit brands in North West.

Main responsibilities:

-Creating compelling customer propositions that unlock growth opportunities and maximise sustainable profit delivery

Build a sell-out culture for the territory, appropriately setting depletion targets by customer and setting incentives via trade terms and trade investments that support this shift in focus..Visiting the assigned cluster of Wholesalers Customers in the assigned territory based on call frequency established for the relevant customer categoryBuilding a deep knowledge on customers structure, commercial policies and way of sellingPerforming analysis & making recommendations of which wholesalers offer the best options to Diageo in support of RTC objectives based on company guidelines (segmentation criteria)Developing collaborative & productive relationships/partnerships with key distributors.Driving category and brand educational programmes for WHS sales force leveraging our Brand AmbassadorsNegotiating commercial agreements in line with Diageo Italia’s commercial policiesDelivering JBPs which create value for both Diageo and customer.Agreeing and implementing sell-out programs with Wholesalers (e.g. leaflets, sales incentive scheme, distribution, etc).Setting up clear sales targets/execution KPI’s and objectives.

-Performance monitoring:

Ensuring that activities within the agreed JBP are delivered with focus on 100% implementation to maximise the return on investment and deliver the required brand and profit targetsObtaining and verifying sell out data from WHS where investments based on sell out/distribution in outlets have been agreedIn case of non-compliance, identify and drive corrective actions.

-Distribution and execution in outlets:

Collaborating with WHS sales force in order to identify partnership opportunities with outlets in the territory not already covered by the Account Executives;Collaborating with WHS sales force in order to identify partnership opportunities for beer with outlets in the assigned territory;Obtaining and verifying sell out data from WHS for indirect outlets;Constantly supervising customer’ performance (sell-in/out, stock level) and propose corrective actions when needed.

-Management of OTC process:

For new customers, obtain customer information to have account set up and perform KYC procedures;Collect sales orders in the Order Entry system;Secure credit collection within agreed payment terms;Ensure correct allocation of incoming payments to relevant customer & invoice.

-Collaboration:

Developing productive relationships with the Account Executives in order to identify partnership opportunities with outlets served by wholesalers relevant for the RTC in the territory;Providing their Regional Manager with competitors news and data and suggest new insights and opportunities for improving the performance of his customers.

Key outcomes:

-Top 3 CPG (#1 On Trade) ranking from our customers:

Exceptional results for the customer and Diageo through a sustained commitment to priority outcomes delivered through effective cross-functional ways of working with multiple resources who all execute their specific role in building and supporting a great customer relationship

-Diageo return consistently maximised through customer terms, pricing and promotional investment, brand building, category development and innovation growth levers:

Implement timely actions with the customer that support the recommendations from the Net Revenue Management team in relation to price positioning, trade terms and investmentsAdherence to consistent business processes and clear ways of working allows us to be agile and always deliver brilliant programmes which meet the customer timelinesThe account team trusts the Customer Marketing team to recommend the optimal activity plans for the business and takes pride in negotiating win:win outcomes with customers which leads to brilliant execution.

-Brilliant Execution of Sales Activation plans:

Incremental volume and profit for the customer driven by new opportunities identified and swiftly actioned through the internal network of commercial cross-functional resourcesActivation of sales drivers which are fully aligned with the European activation calendarActivities are successfully driven as planned with minimal (appropriate to tier) customisation vital to meet the customer’s requirementsDetailed analysis of activity performance ensures targets are successfully reached through vital course correction as requiredDiageo is swifter than competitors to exploit opportunities and respond to risks and threats

All decisions made within parameters set by RSM and using appropriate sales tools

Journey planning, call priorities;Allocation of activity across territory;New business: when/where;Deployment of selling tools - selection of the best activities per outlet visited;Customer proposition – what selling tools, propositions to utilise to best meet customer needs.

About you

Key functional capabilities for this role:

-INSIGHTS:

Uses knowledge of customer needs and motivations within the territory to drive growth;Provide to RM the right insight coming from customer needs;Hierarchy able to turn commercial proposition in benefits for the customer.

-PLAN:

Highly organised, able to plan customer activities aligned with the strategy for their territory.

-IMPLEMENT:

Structured selling;Can influence and negotiate effectively with customers;Understands the impact of Diageo’s sales drivers and implements activities according to plan to drive value for customers.

-MEASURE:

Understands main metrics and uses reports to review own performance.

-COLLABORATE:

Acts as a voice for the customer and represents their voice within Diageo;Works proactively with internal and external colleagues and customers to deliver bottom line trading results.

Key leadership capabilities for this role:

-Find solutions

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

-Lead people for success

Able to coach others in sales drivers and handling relationships;Build and sustain trust and willingness with others through strong cross-functional relationships.

-Consistently deliver phenomenal performance

Identify clear priorities and focus on them at all times;Take personal accountability for beating the competition;Deliver brilliant execution at all times;Work within the commercial tramlines and relevant business process guidelines required to implement efficiently and brilliantly;Demonstrate strong-followership of centrally-driven decisions and deliver brilliant execution of template programmes and activities.

Other requirements:

Minimum 3-5 years commercial experience in field Sales, preferably in FMCG sector beverage industryNative Italian and good knowledge of English.

Working with us

Flexible Working Statement:
Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

Rewards and Benefits statement

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

Modern work life balance policies and wellbeing activities.

Employee Assistance Programme.

Incentive plan that rewards you for delivering great performance.

Our product discounts.

Welfare allowance.

Hybrid work model.

Medical coverage (as per CBA provision).

Life and accident insurance coverage.

Company car and fuel card, mobile phone, etc

Industry leading sales capability training

Working in the largest spirits' company in the world as part of our phenomenal Off trade Sales Team!

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this. We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mentalities, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you.

If you require a reasonable adjustment, please ensure that you put this information when you submit your application.

Worker Type :

Regular

Primary Location:

Turin

Additional Locations :

Job Posting Start Date :

2025-01-10