Jobs at Diageo

Job Description :

PURPOSE OF THE JOB

• The main objective of the National Group Account Manager is to manage selected Key and Group account customers to achieve designated sales targets through the implementation of appropriate and aligned business strategies for these accounts.

KEY RESPONSIBILITIES

• Develop and nurture trusting relationships within a portfolio of customers by continuously proposing identified solutions that meet with their objectives.
• Acquire a thorough understanding of the customers’ requirements and business model.
• Activating distinctively in the right On- Premise outlets engaging the right consumers whilst being a protagonist of consumer experiences and brand building.
• Playing an integral role in driving increased sales and market share within each account.
• Identify opportunities for growth through regular customer interaction, feedback and progress updates against set targets and objectives.
• Serve as the single point of contact to coordinate interaction and communication with the account.
• Analyze and interpret business information including legal parameters and governance requirements.
• Account Planning, budget management and ROI.
• Achievement of set business targets.

EDUCATIONAL QUALIFICATIONS

• Relevant tertiary qualification i.e. National Diploma/Degree is essential for this role

PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES

• The role requires minimum 5 sales experience, 2 years Key Account experience preferably in liquor industry.
• Successful track record in relationship management.
• Proven track record with sizable portfolio.
• Valid driver’s license, proficient computer literacy (Microsoft Office suite), industry and product sales knowledge, above average commercial business acumen and strong negotiation skills.
• The National Key Account Manager is required to display and use skills such as self-motivation, a drive for results, excellent peer relationships, customer centricity, positive mindset & problem-solving and agility.
• Strong value system driven by integrity, honesty and work ethic.

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Purpose of Role:

• The purpose of the role is to grow Diageo share of market in the On Trade by increasing spirits penetration, driving recruitment of consumers into Diageo’s spirits portfolio and building superior customer relationships to ultimately outperform the competition.

Top Accountabilities:

• Territory analysis, planning and execution to drive volume/value growth and achievement of KPIs.
• Execute formal on trade strategy as per defined standards of excellence in Business Plans and Cycle activity.
• Collaborate and build superior relationships with the On Trade and Redistributor customers servicing relevant territory.
• Educate and empower outlet staff to become advocates of Diageo brands through educational marketing platforms and other in-store staff incentive programs.
• Plan and collaborate with Reserve Ambassadors to win with the Reserve Portfolio in the right outlets and with the right consumers.
• Execute out of channel opportunities and occasions in line with brand/customer marketing guidelines.
• 100% adherence to customer calls as per guidelines per outlet, assigned route and frequency.
• Manage territory budget and adhere to Measurement and Evaluation business principles.
• Live and adhere to the Diageo compliance agenda and code of business conduct.

Qualifications Required:

• Valid driver’s license
• 3 year diploma/degree will be advantageous.

Experience

• 2-3 years sales experience essential, preferably in the FMCGG/beverage industry

Key Skills

• Brand and Category Knowledge (Customer)
• Customer Understanding
• Shopper Understanding and Insights
• Outlet Segmentation
• Joint Customer Planning
• Plan and Develop Executional Standards

End Date: June 16, 2025

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Job Description :

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