Head of Route To Market at Diageo

Purpose of Role

• To drive Volume, NSV and Market share growth through Diageo SA’s Distributor Channels
• To manage and monitor the Pricing, Availability and Distribution and Visibility of Diageo brands through Diageo SA’s Distributor Channels.
• To manage the interface between Main Market and RTMP to ensure that pull plans are in line with the push plans into RTMP.
• Be the champion of Main Market demand creation in order to keep the tension between the On Trade Teams and RTMP KAM’s.
• To ensure Diageo’s RTM capabilities and solutions are developed and ahead of our business needs.
• Be the relationship custodian of Key RTMP’s nationally.
• To build relationships with the Duty Free customers while ensuring align comply with all of Diageo’s CARM and GAR policies.

Top Accountabilities

Strategic and Operational

• Develop Strategic plans and budgets for all Distributor Channels which meets area guidelines and objectives.
• Cascade the Diageo SA strategic objectives into the Distributor Channel customers to ensure “line of sight” or alignment.
• Lead the development of brands through trade marketing activities aligned the Diageo SA cycle plan, in order to achieve targets in terms of volume, market share and value.
• Identify business risks related to the Distributor Channels customers, develop contingency plans to address them (Opposition, AIT, Macro/Micro Environment).
• Develop business case for pricing and other projects to drive achievement of AOP.
• Working with Customer Marketing, lead Shopper and Trader insights sharing with RTMP’s in order to influence the customer’s spirits category agenda.

Leadership

• Lead team to deliver results, manage business from strategy to execution.
• Drive positive value survey results.
• Communicate and translate the Leadership standards into a “way of living” that inspires enthusiasm and commitment
• Establish clear goals consistent with Leadership standards, as well as clear roles and responsibilities for our people.
• Empower and support team to drive high performance.
• Demonstrate high commitment to personal and team development allocating meaningful time and resources to people.

Management

• Mobilise resources to realise company AOP. Ensure regular monitoring of AOP.
• Ensure the implementation of common platforms and best practices in line with Diageo SA standards.
• Ensure effectiveness of controls over business processes and integrate Audit function as a real business partner. (CARM and GAR Compliancy through the line)
• Lead and control the internal environment of the company in accordance with Company Policies and in order to minimise business risks.
• Ensure timeous and accurate reports of opposition, illicit, market trends, volume trends and other market information on a daily, weekly, monthly, quarterly basis.   

Relationships

• Build a company corporate image whilst operating to the highest standards of business ethics, environmental, health and safety.
• Develop cross functional culture and support interaction across all levels of the company.
• Create sustainable investment contracts for business partners to strengthen the relationship.

Innovation

• Drive at least three innovation to implementation per quarter outside the innovation calendar. (Initiatives should be around, growing sales, doing things differently, growing share, NRM)

Qualifications and Experience Required

Knowledge/Qualifications

            Suitable degree

• Business/leadership qualification will be advantageous. 

Skills 

•             Communicates and interpersonal skills
•             Strong negotiation skills
•             Strong people leadership
•             Ability to multi task
•             Capable of planning and prioritization
•             Passion to develop people
•             Higher entrepreneurial sense of doing business
•             Strong Analytical and Quantitative skills       
•             Information Management
•             Strong work ethic and a Team player

Self-starter, self-motivated and driven
Experience

• 10 Year’s experience in a Marketing, Sales and environment within a FMCG industry -
• 5 Year’s senior Management experience in a Marketing, Sales and environment within a FMCG industry.
• Relevant RTM Experience in FMCG
• Proven track record as a leader of a team
• 3 years’ experience with duty free and cross boarder distributor management - beneficial