Current Jobs at Diageo

Purpose of Role

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

Top Accountabilities

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.
• Call-age 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.

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.
• 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

Management

• Mobilize resources to realize 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 minimize 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.

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.

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)

Qualifications and Experience Required

Qualifications

• Relevant Degree
• Valid Driver’s license.

Experience

• Minimum 5 years Sales experience
• Proven track record of performance and people leadership
• Commercial experience in FMCG is advantageous
• Market and Competitor Knowledge
• Customer Understanding

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

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Role Overview

• To lead and grow the business in the Main Market channel by developing channel strategies, driving executional excellence, and unlocking volume growth for RTDs and other priority categories.

Key Responsibilities:

Channel Strategy Development

• Define and lead the Main Market commercial strategy aligned to brand, trade, and RTM priorities.
• Identify channel opportunities by region, outlet type, brand and pack format.
• Develop annual and quarterly action plans to drive volume, numeric distribution, cold availability, and visibility.

Commercial Execution

• Drive numeric distribution, cold availability, pricing, and visibility standards in key Main Market outlets.
• Lead or support sales programs, promotions, and blitzes with the field force and RTM partners.
• Ensure execution of the Perfect Store framework in high-opportunity Taverns, Counter-Serves and Bulk Breakers.

Sales Team & Distributor Engagement

• Work closely with sales teams and CP&A to activate commercial levers: Promotions, Bundles and Cold space initiatives.
• Conduct joint market visits to monitor execution and gather market intelligence.

RTD Category Development

• Drive penetration and rotation of RTD brands in the Main Market.
• Align with brand teams to roll out RTD-focused activations, sampling, and visibility campaigns.
• Track consumer uptake and channel performance by brand/SKU.

Insights & Performance Tracking

• Monitor and report on key KPIs: Numeric distribution, Volume growth, Price Compliance, Cold Space, Outlet reach and Execution scorecards.
• Use data and trade insights to refine strategies and inform investment decisions.

Qualifications and Experience Required

Qualifications

• Appropriate tertiary marketing and sales qualification – degree / diploma
• Suitable Post Graduate Qualification is desirable

Experience

• Solid background in sales, commercial, or trade marketing roles within fast-moving consumer goods or alcoholic beverages.
• At least 3–5 years focused on the Main Market.
• Hands-on experience working with distributors, sales reps, and RTM partners.
• Proven ability to mobilize field teams and drive execution through a hybrid RTM model (e.g., DSD, van sales, or 3rd-party agents).
• Demonstrated experience developing channel strategies, trade programs, or go-to-market plans targeted at township or informal outlets.
• Ability to localize national plans for regional or route-specific needs.
• Strong track record of in-market execution: driving numeric distribution, growing cooler placements, executing promotions, and activating new outlets.
• Comfort working on the ground, visiting outlets, and engaging with informal traders
• Experience in tracking and interpreting channel performance data (e.g. outlet call cycles, sales dashboards, POS deployment).
• Ability to turn insights into actionable plans to accelerate volume and reach.

Competencies required for success in role

• Exposure to RTD category growth projects or innovations.
• Led or supported Main Market activations, such as roadshows, community events, or sampling campaigns.
• Experience with returnable pack strategy or cold chain execution in the informal trade.

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About the role

• The Demand Panning manager is responsible for the Demand Planning process and execution across Africa. The role is ensure forecast accuracy and bias is achieved within target levels across the region, based on robust forecast assumptions.

Role responsibilities

• Manage forecasting strategy at category & SKU level, to deliver forecast accuracy and bias at target levels.
• Ensure robust maintenance of demand planning systems APO and OMP, leveraging system adoption to drive efficiencies in the planning process.
• Execute demand planning forecasts in accordance with the monthly IBP calendar, representing and supporting the Africa team in collaboration with local markets.
• Build cross functional partnerships with Finance, Commercial, marketing, Innovation and supply planning to ensure robust forecast assumptions.
• Continuous improvement of KPI's, clear root causing and action planning for performance at market, category and SKU level.
• Build maturity of the demand planning process, working in accordance with global demand planning & IBP guidelines.
• KPI's, forecast accuracy, bias, forecast value add, master data accuracy and IBP maturity (specific to demand planning process) .

Experience, skills, capabilities required

• Significant demand planning experience including use of demand planning systems ideally APO/OMP.
• Understanding of supply chain operations and cross functional experience (supply planning, materials, procurement, logistics).
• Highly analytical, proficient in MS excel, PowerPoint & Power BI.
• Knowledge of managing medium/large scale system changes.
• Experience of operating in a matrix environment on a cross functional/geographical basis.
• People management, managing team(s) in a supply chain planning environment is preferred