Head of On Trade at Diageo

Purpose of Role

• To deliver category leading presence and consumption of the Diageo Spirits portfolio in the Formal and Main-Market On-Con outlets
• To drive value market share growth ahead of our competitors in the On-Con environment
• To deliver a strategy for both Formal and Main Market On-Con that clearly articulates how Diageo will win across Vodka, Whisky, Gin, Rum and Tequila
• To execute the strategy in both Formal and Main Market On-Con whereby we clearly win across all product segments
• To drive NSV growth in all On-Con RTMP redistributors
• To drive value market share growth ahead of our competitors in these RTMP redistributors
• To deliver growth expectations whilst managing trade investment parameters and leading the NRM agenda with the team
• To close the selling loop between RTMP`s and all called on On-Con outlets
• To deliver top quartile results in the Advantage survey for Diageo
• To drive a fully committed and engaged customer management and sales operations team that understand how they individually contribute towards Mission delivery

Top Accountabilities
Strategic and Operational

• Develop Annual Channel and Account plans that drive sell in and sell out – Finalized Annually by 1st April
• Deliver a RTMP redistributor annual activity plan that is focused on driving the right portfolio/brand mix that will deliver NSV objectives – Finalized by 1st April
• Deliver bottom up forecasts by account annually – Finalized by April
• Deliver an annual activity plan for Formal On-Con that is focused on brand and occasion – Finalized Annually by 1st April
• Deliver an annual activity plan for Main Market On-Con that is focused on converting more consumers to spirits
• Finalize and implement annual Customer Facing Plans with Trade Investment strategies to be implemented annually as at the 1st May across:
  • RTMP`s
  • Formal On-Con Annual Business Plans
  • Main Market On-Con Annual Business Plans
• Own achievement against the plan and review the plan monthly in CPR`s.
• Deliver recommendations to mitigate gaps to the plan
• Empower the Formal and Main Market On-Con teams by enabling them to take orders at customers and input them at the relevant RTMP redistributors.
• Ensure there are clear metrics in place for order to call strike rate

Leadership

• Drive a performance culture mindset whilst empowering and supporting the team
• Deliver an engaged and committed team by being dedicated to personal and team development and allocating meaningful time and resources to people.
• Establish clear P4G and developmental goals consistent with the Leadership standards, as well as clear roles and responsibilities for our people.
• Build Commercial Capability and understanding through Customer Planning (Strategy) into execution
• Build a strong talent pipeline and succession plan
• Communicate and translate the Leadership standards into a “way of living” that inspires enthusiasm and commitment
• Ensure that Libra become one and part of Diageo instead of operating as a service provider
• Empower the team with data and dashboards using the Eyona data management tool

Management

• Mobilise resources to realise company`s Mission delivery
• 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 our company corporate image with our RTMP`s, Formal and Main Market On-Con 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

• Take ownership of the planning and execution of Innovation in your Channel and ensure compliance to the plan
• Track delivery of the plan with the Innovation Sales Manager and jointly report back on performance.
• Deliver gap mitigation plans if plans fall short of delivery

Knowledge/Qualifications
Qualifications and Experience Required

• Suitable degree
• Business/leadership qualification will be advantageous.

Skills

• Strong communication and interpersonal skills
• Strong negotiation skills
• Strong people leadership
• Ability to multi task
• Capable of prioritization
• Passion to develop people
• Higher entrepreneurial sense of doing business
• Strong analytical and quantitative skills
• Strong admin and communication
• Strong work ethic and a team player
• Self-starter, self-motivated and driven
• The ability to understand strategy and execute accordingly

Experience

• 10 Years’ Commercial management experience within an FMCG industry
• 5 Year’s senior Commercial management experience within an FMCG industry.
• Strong Customer Management experience including Top to Top negotiations
• Proven track record as a leader of a team