Head of Off Trade at Diageo

About the role: 

• 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 team’s 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.

Role Responsibilities

• Develop customer and channel strategy to position Diageo to win
• Drive Customer strategy through Diageo’s 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

Deadline:17th February,2026