RTM Sales Manager: KZN at Diageo

About the role: 

• To drive Volume, NSV and Market share growth through Diageo SA’s Route to Market partners
• To manage and monitor the Pricing, Availability and Distribution and Visibility of Diageo brands through Diageo SA’s 3rd Party Partners.
• To build relationships with the 3rd party partners while ensuring they comply with all of Diageo’s CARM and GAR policies.

Role Responsibilities: 

Operational

• Develop Strategic plans and budgets for all Route to Market Partners which meets area guidelines and objectives.
• Cascade the Diageo SA strategic objectives into the Route to Market Partners to ensure “line of sight” or alignment.
• Lead the development of brands through trade marketing activities aligned the Diageo SA cycle plan, to achieve targets in terms of volume, market share and value.
• Identify business risks related to the Route to Market Partners and area, develop contingency plans to address them (opposition, AIT, Macro/Micro-Environment).
• Develop business cases for pricing, distribution expansion initiatives and other project to drive achievement of AOP.
• Callage on all assigned RTMPs (min 5 calls per day) to negotiate and influence orders, or take opportunities based on market intel.
• Conduct monthly RTMPs reviews – scorecard and data driven.
• Monthly Execution measurement to be conducted in market area driven by a scorecard across all channels.

Innovation

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

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.
• Manage Account relationships with the RTMPs. Aim to be their number 1 valued business partner.

Management

• Mobilise resources to realise company AOP and Mission.
• Ensure regular monitoring of AOP and Mission.
• 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)
• Establish adequate security standards in order to protect company assets at the Route to Market Partners.
• Lead and control the internal environment of the company in accordance with Company Policies and in order to minimise business risks.
• Drive overall implementation of cycle plan in a timely manner. Take ownership of the OTIF of implementation of a cycle plan.
• Ensure timeous and accurate reports of opposition, illicit, market trends, volume trends and other market information on a daily, weekly, monthly, quarterly basis.
• Co-ordinate 3rd party of installation of POS in store by managing timelines of the customer and the supplier.
• Manage, monitor and measure RTMPs against global SHE policies. Reporting to be done annually.
• Empower and support team to drive high performance.
• Demonstrate high commitment to personal and team development allocating meaningful time and resources.
• RTMPs meetings and reviews held monthly
• To develop and roll out training material/requirements to Route to Market Partners

Leadership

• 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 RTMPs.

Experience / skills required: 

• Suitable degree
• Valid Driver’s licence.

Experience

• Minimum 5 years Sales experience
• Proven track record of performance and people leadership
• Commercial experience in FMCG is advantageous

Skills

• Market and Competitor Knowledge
• Customer Understanding
• Channel Dynamics
• Joint Customer Planning
• Channel and Customer Activity investment planning
• Plan & Develop Growth Drivers
• Customer Planning and Forecasting
• Plan and Develop Executional Standards
• Customer Proposition
• Advanced Negotiation
• Executional Standards
• Total Trade Investment Evaluation
• Inspirational leadership,
• People Management
• Training, coaching & Mentoring
• Influencing at all levels
• Systems literacy
• Networking & collaboration

Deadline:30th January,2026