Luxury spirits category is in growth, reflecting global trends for consumers to buy less but better quality. With a general trend toward premiumisation and limitations on volume growth within a mature market, premium brands are key to unlocking future value growth for the company.
Our premium spirits range represent a strong growth and profit opportunity for Diageo and our Reserve customers, and there are ambitious targets in place for F20-25. There is a need to continue to build market share with competitive and effective trade and marketing strategies
About the role?
In the highly influential top-end On-Trade venues, which are the heartland of the premium spirits world, you will play a crucial role in building the status, equity and rate of sale of our brands through delivery of brand objectives. You will support our key accounts in order to deliver the profit, volume, sales driver and Diageo brand building objectives.
Based in Accra you will be looking after some of Ghana’s most exciting venues, along with some key customer groups. You will play a key part in Ghana’s Reserve team, overseeing one of our most visible and highly adaptive territories.
Top 4 functional capabilities for this role:
Relationship management
Strong ownership of the senior customer relationship through effective negotiation, persuasion and conflictmanagement/resolutionskills
Skilled in developing customer collaboration and commitment at all stages of the value chain and ability to negotiate to achieve value
Creates the conditions for an amazing relationship with the customer through great cross-functional behaviors and ways of working
Externally focused Commercial Strategy Development and execution
Uses strong understanding of external environment to drive the creation and execution of a clear and powerful commercial plans
Unlocks consumer and shopper insights to generate breakthrough performance
Champions compliance and ethics in business delivery
Development and delivery of customer plan
Ability to understand customer requirements and match these to specific Diageo propositions
Makes proactive and reactiverecommendationsin order to beat the competition
Highly analytical and curious, always looking for opportunity with the ability to search and spin proactively within and outside channel
Brilliant Execution
Mastery in the deployment of programmes and tools that maximize sustainable profit for the territory including trade terms, pricing strategy & promotional effectiveness
Able to identify and prioritize highest value creating activities and role models RAPID approach to swift, effective decision making.
Effectively balances short and long term performance goals in planning, execution and evaluation of activity
Develop and execute consumer and customer JUBP with defined customers, aligning these to brand and channel objectives
Effective Time Management and ability to work autonomously at times on multiple projects or initiatives
Working closely with customers and internal stake holders to build Qtrly, half yearly, and annual business reviews as required
Ensure execution of trading terms
Drive and develop a high performing team culture, Embed capability training and coaching plans
Represent Brand Diageo professionally and authentically
Qualifications and Experience Required:
College graduate with 4+ years of experience
Industry knowledge of premium brands within the liquor space
Strong commercial acumen to understand where best to invest brand/trade funds to maximise ROI
Highly skilled in fostering commitment through negotiation skills, resolving conflict and creating collaborative relationships
Good understanding of distributors, key customers and competitors: their businesses and their shoppers / drinkers
Passion for luxury goods marketing and understanding of marketing principles in this area (experience in luxury industry preferred)
Superior presentation and communication skills
Understanding of Ghana’s influential venues and reserve products is beneficial but not essential
Distributorexperience/managementa plus
Expected to be extremely self-motivated and goal-oriented
Strong organizational, communication and influencing skills are required
Experience in developing sustainable high performing teams or someone who passionate about the success of others and ready to lead into a leadership role (we take coaching of others seriously, so you will need to be a born leader).
Experience in building and executing robust field sales strategies
Outcomes focused individual with tangible results to back it up
Proven track record in recognizing commercial opportunities
Confident in handling variety of technology applications
Proven track record in delivery of commercial metrics and sale growth initiatives
Highly numerical with experience in development of profitable customer propositions
Comprehensive understanding of key commercial measures
Experience of engaging cross functionally and with senior leaders within organization
Understanding of productivity measurement and reporting systems.
An ability to build and leverage relationships with customers supported by proven negotiations skills capability
Good numerical ability and understanding of financial measures
Ability to structure and present compelling commercial arguments
Excellent verbal communication and personal organizational skills
Your approach:
Able to motivate and energise through vision and goals setting
Positive and with an abundance of energy
Relationship focused person
Commercially savvy
Strong values and integrity within a customer first approach
Ambitious and opportunistic
Our commitment to inclusion and diversity:
Diageo is committed to building a workplace culture that values inclusion and diversity. We actively promote the employment of people of diversity groups.
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