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In Africa our strategy is to grow Diageo’s leadership across beer and spirits by providing brand choice across a broad range of consumer motivations, profiles, and occasions. We are focused on growing beer faster than the market and accelerating the growth of spirits through continued investment in infrastructure and brands with mainstream spirits b...
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The role supports the CP&A Manager in delivering the tools and support materials to drive brilliant execution within the channel and/or customer. Aids in setting the channel specific brand and category execution guidelines and standards, this is completed for the entire Country respective to where Field Sales, Account Management and Distributor teams exist.
The role tracks and evaluates channel instore execution against well-defined scorecard metrics (distribution, visibility, share of shelf, merchandising guidelines, pricing, etc.) ensuring we deliver on time every time to our customers.
Top Requirements
Execute the Integrated Business Planning calendar
- Ensure a robust operational understanding of the channel outlet profiles and types that this enables ownership of the Commercial Standards (Outlet Execution and Customer Planning) implementation. Demonstrate operational thinking in building the short term (12 month) channel plan based on current market trends in line with the internal organisational opportunities.
Execute and drive the Brilliant Execution Process
- Supports CP&A Manager on driving a transformational change focused on delivering flawless planning and execution through an effective cycle brief process.
Establishing competitive advantage through customer marketing expertise
- Demonstrate operational excellence and discipline to deal with multiple projects that run concurrently in a systematic manner.
Targeted Trade Investment that maximises ROI
- Have strong analytical skills to unearth insights behind data and propose solutions or initiatives to aid Diageo business growth. Demonstrate individual accountability to see tasks executed with rigour and discipline with a basic understanding and business application to baseline financials and measurement thereof. Competent budget management and tracking A&P and trade spend highlighting its evolution to CP&A Manager and is responsible for preparing activities Pre & Post M&E. Supports CP&A Manager to execute the activity calendar ensuring we have effective promotions and a winning mix of brand and category activity to drive business performance with customers/channel and all deliverables are OTIF.
Simple, effective decision making and clarity of accountabilities
- Tracks channel instore execution compliance of cycle activity plans and promotional plans against well-defined Execution Scorecard metrics. Performs regular trade visits to identify opportunities and provide solutions to drive incremental sales.
Qualifications
Qualifications and Experience Required
- Suitable degree
- Driver’s license
Experience
- Between 2-3 years of experience in sales and/or customer marketing/trade marketing areas with a clear understanding about how the total sales organisation operates and how to drive its effectiveness
Key Skills
- Ability to build relationships and work collaboratively internally and externally with good influential and negotiation skills.
- Strong analytical, presentation and project management skills.
- Proactive, self-motivated, tenacious with commercial drive and commercial curiosity.
- Excellent knowledge of Microsoft PowerPoint and Excel.
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Diageo SA operates in a complex, ever changing and extremely exciting market environment. Diageo SA has emerged as the leading spirits business in South Africa facing competition from long established competitors such as Distell and aggressive emerging players such as Pernod Ricard SA and The Really Great Brands Company (RGBC).
The liquor market in South Africa operates through multiple customer channels and routes to market. This is in order to effectively service consumers across an extremely diverse range of socio-economic circumstances, cultural affiliations and geographical ranges.
Our extensive spirits brand portfolio service consumers across our diverse nation and we must continuously strive to keep up with the fast changing market trends and challenges inherent in that
Leadership and Functional
- Stands for what he/she feels is right and important, whatever is the audience. Builds and sustains trust with others through real relationships. Demonstrates the kind of personal integrity that inspires others. Shows commitment to outstanding team work.
- Think in the future, anticipate trends and opportunities. Bring possibilities to life, demonstrating the ability to move from ideas to action. Is imaginative in finding solutions to issues and pursuing opportunities for the business.
- Understands the Diageo purpose and brings it to life. Values the differences in people, treating everyone with respect and dignity.
- Takes ownership for the performance outcomes that the team needs to deliver. Celebrates the successes of the team.
- Demonstrates deep personal accountability for great performance. Is focused on priorities – demonstrate rigour and brilliant execution. Has a positive outlook, channelling his/her energy into finding opportunities and solutions even in times of uncertainty and ambiguity.
- Has humility - is open to learning and ideas from others. Demonstrates self-awareness. Is committed to grow his / her own capability and experience.
Purpose of Role
- Own, develop and drive the relationships and commercial agenda with customers – this is a customer facing role first and foremost
- Develop customer management capability
- Deliver breakthrough business performance within their account base
Top Accountabilities
- Develop truly world class collaborative customer partnerships and strategies
- Management of profit and NSV targets – “owning the numbers”
- Motivate sales teams behind clear, simple and powerful customer strategies.
- Develop and orchestrate end-to-end relationships via a cross functional network within Diageo and the customer base
- Drive 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.
- Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies
- Develop and co-ordinate tailored brand activity by channel and major customer.
- Nielsen interpretation and development of corrective action plans.
- Develop accurate forecasting through demand planning resource
- Monitoring, evaluating and advising on Brand/Customer volume, trends and dynamics.
- Create and develop world class account plans
- Implement and develop appropriate KPI’s
Qualifications
Qualifications and Experience Required
- Suitable university degree.
- High cognitive ability
Experience
- 6–10 years’ experience gained across commercial and other functions – cross functional experience an advantage.
- Exposure across different channels and different levels of customer sophistication (e.g. National Accounts, Key Accounts and Field Sales)
- Track record of success in highly demanding sales organisations (FMCG) and in alcoholic beverages
- Strong knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development
- Exposure resolving numerous conflict-filled situations
- Negotiation and conflict resolution with powerful customers
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