National Accounts Manager: Retail at Diageo

Job description

Purpose of the role

• Own, develop and drive the relationships and commercial agenda with customers – this is a customer facing role first and foremost
• Develop customer management capability
• Deliver breakthrough business performance within their account base

Top Accountabilities

• Develop truly world class collaborative customer partnerships and strategies
• Management of profit and NSV targets – “owning the numbers”
• Motivate sales teams behind clear, simple and powerful customer strategies.
• Develop and orchestrate end-to-end relationships via a cross functional network within Diageo and the customer base
• Drive 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.
• Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies
• Develop and co-ordinate tailored brand activity by channel and major customer.
• Nielsen interpretation and development of corrective action plans.
• Develop accurate forecasting through demand planning resource
• Monitoring, evaluating and advising on Brand/Customer volume, trends and dynamics.
• Create and develop world class account plans
• Implement and develop appropriate KPI’s

Qualifications and Experience Required

Qualifications

• Suitable university degree.
• High cognitive ability

EXPERIENCE

• 6–10 years’ experience gained across commercial and other functions – cross functional experience an advantage.
• Exposure across different channels and different levels of customer sophistication (e.g. National Accounts, Key Accounts and Field Sales)
• Track record of success in highly demanding sales organisations (FMCG) and in alcoholic beverages
• Strong knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development
• Exposure resolving numerous conflict-filled situations
• Negotiation and conflict resolution with powerful customers

SKILLS

• Leadership, sound commercial record, networking, influencing, communication, selling skills, planning, negotiating, training and development, performance management, problem solving and analysis and high degree of systems literacy

As part of our journey to being the most trusted and respected organisation, we are committed to being an inclusive organisation by advancing the equity and diversity agenda. We therefore encourage South African equity candidates to apply.