Account Manager: Spar at Diageo

Purpose of the Role

• The Account Manager will own, develop and drive customer relationships and the commercial agenda. This is first and foremost a customer-facing role, responsible for developing strong customer management capability and delivering breakthrough business performance across the assigned account base.

Experience / skills required: 

• Develop world-class collaborative customer partnerships and strategies.
• Manage profit and NSV targets, taking full ownership of the numbers.
• Motivate sales teams behind clear, simple and powerful customer strategies.
• Develop and orchestrate end-to-end relationships through a cross-functional network within Diageo and the customer base.
• Drive the highest standards of execution across specified channels.
• Use facts and data to drive excellence in planning, decision-making and performance measurement, taking corrective action where required.
• Contribute to shopper and category insights to develop powerful and breakthrough category strategies.
• Develop and coordinate tailored brand activity by channel and major customer.
• Interpret Nielsen data and develop appropriate corrective action plans.
• Develop accurate forecasting through demand planning resources.
• Monitor, evaluate and provide recommendations on brand/customer volumes, trends and dynamics.
• Create and develop world-class account plans.
• Implement and develop appropriate KPIs.

Key Competencies

• Strong knowledge and demonstrated delivery in challenging trading environments, including an understanding of channels, pricing, negotiations and strategy development.
• Experience resolving complex and conflict-filled situations.
• Strong negotiation and conflict-resolution capability when dealing with powerful customers.

Qualifications and Experience Required

• Relevant degree.
• 6–10 years' experience across commercial and other functions; cross-functional experience is an advantage.
• Experience in cross-functional integration and coordination.
• Joint Business Planning knowledge and experience at a strategic level.
• Exposure to different channels and different levels of customer sophistication, including National Accounts, Key Accounts and Field Sales.
• Proven track record of success within highly demanding FMCG sales organizations and the alcoholic beverages industry.