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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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Job Description :
For the commercial function as a whole:
For sales teams specifically:
Job Description :
Job Description
This is a commercial position aimed at building the Reserve Luxury Portfolio knowledge, awareness and adoration with our Diageo Reserve Luxury Portfolio sales forces as well as the TLA/Pacemaker stakeholders, driving and inspiring customer loyalty and demand, which will, in turn, transform into consumer demand.
There is also a need to improve the distribution and especially the rate of sale of our Reserve Luxury Portfolio. The Ambassador is pivotal in ensuring that:
Our TLA/Pacemaker accounts are serviced to a level where perfect serves and brand consumption rituals are entrenched
Events, visibility, and in-outlet rotation activities such as account promotions, customer programs and competitions drive a constant turnover of our brands
All activities are executed at the Reserve Luxury Portfolio standard.
Increased distribution and rate of sale in identified TLA/Pacemaker accounts
Increased distribution and rate of sale in core retail stores that cater to high-end consumers (staff/key client mentor sessions).
Conduct comprehensive training sessions, tastings, samplings, masterclasses, dinners, across the Reserve Luxury Portfolio of internal and external customers and targeted consumers.
Create structured monthly meetings with quarterly reporting to key sales and marketing stakeholders.
Execution of Reserve Luxury Portfolio On-Premise and Retail activity (for example – and not an exhaustive list – to include):
Mapping and building a database of key stakeholders in the accounts and number trained, number of persuasion programmes developed,
% steal of share from the competition, quantified incremental sales linked to activity,
building advocacy, improving visibility, menu share, POS presence, creation of bespoke menu/cocktail lists, World-Class execution).
Prospect and build strong relationships with gurus/influencers in key markets, while maintaining and nurturing current relationships.
Together with the relevant teams, turns the Reserve Luxury Portfolio Events, PR strategies and executional best practice into appropriate in-market actions.
Continually re-evaluate current Reserve Luxury Portfolio accounts and help acquire new accounts based on market trends.
Inspire consumers, customers and trade to advocate Reserve brands.
Be the central reference point for the relevance of our brands in bartending community, creating a bartender network and championing Reserve brand and World Class fraternities.
In conjunction with the brand managers identify, develop and manage local marketing activities including locally based brand opportunities.
Deliver events in a way that provides positive surprises for our consumers and customers. Organise and coordinate launch activity and promotions in line with the brand and events plans.
Act as the face of the brand and Diageo – be proud of what you do.
Role Dimensions:
Overview
Develop a comprehensive Category Strategy through analysis of the strategic business requirements, engagement with business partners and in-depth knowledge of your Category and Market Drivers
Implement the Category Strategy through outstanding business partnering with in market procurement
Drive Global sourcing projects aligned to the Category Strategy
Support In market Procurement in sourcing activities to ensure alignment with Category Strategy
Deliver the best possible outcomes through effective planning, preparation and maximising your Negotiation Toolkit.
Supplier Performance Management – setting supplier critical metric priorities to drive consistency in and across markets improving the value of data output and act as a critical issue point for poor performance
Supplier Relationship Management – working with Strategic Suppliers, build collaboration to unlock breakthrough opportunities for the business.
Pro-active identification of Risk Factors within Category and Development of mitigation plans
Continuously seeks out opportunities for improvement including bring to bear new ideas from other parts of the business, suppliers and shares this across the business
Generate insights and opportunities through internal and external benchmarking activity
Cost modelling to generate insights and opportunities with suppliers and partners
Financial
Diageo SA is part of a dual listed (London and New York) global organisation operating within a complex local environment. Financial complexity is driven through the reporting, planning and forecasting requirements of our global shareholder along with ensuring compliance with local legislation. In addition, compliance with Sarbanes-Oxley codes of good practice is required due the Diageo listing on the NYSE.
The complexity of the market place, with multiple customer segments and routes to market, drives complexity in understanding the creation of value from Retail Selling Price through the P&L. We consistently work to identify and maximise opportunities across the value chain through pricing and promotional strategy across our customer base.
The volatility of the South African macro-economic environment drives a level of complexity when managing global targets, local input costs and product imports. Cost drivers such as inflation and global vs local exchange rates impact our cost base strongly and need to be managed closely.
Market Complexity
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 services consumers across our diverse nation and we must continuously strive to keep up with the fast-changing market trends and challenges inherent to such a portfolio.
Leadership and Functional
Key Leadership Capabilities:
Win through Execution - Lead bold execution in a fast-moving world
Inspire through Purpose - Amplify our purpose internally and externally
Shape the Future - Create focus and ownership for shaping Diageo’s future ambition
Invest in Talent - Harness the full extent of Diageo’s talent and diversity
Key Functional Capabilities:
Provide in-depth market / portfolio analysis and understanding
Provide Procurement expertise by tapping into Global and Regional Diageo resources
Engage and involve key partners specifically in Marketing, CR, Legal, Commercial and Finance
Engage senior sponsorship in local market
Use a variety of tools to develop insights and create strategic options
Finalise & agree portfolio strategies using the Diageo category management process per the Procurement Playbook
Recommend final source/s of supply for contracting purposes
Put contracts in place with all suppliers
Manage strategic elements of supplier relationships
Drive supplier performance programmes
Deliver the Demand Strat Plan
Champion Procurement within the Business
Has ability to act as a champion for change and create organisational momentum to deliver
Responsible for driving increased value from a large variety of supplier relationships from open market commodity purchases to long-term single sourced relationships
Drive SRM programmes with key suppliers. implement and support shareholder initiatives e.g. SFRM, CPRM
Purpose of Role
To develop and implement the South Africa Procurement strategy within the function, establishing performance targets for each category and then managing suppliers and the Procurement Team to these targets
Lead the development of appropriate strategic relationships with key partners. Engage and gain consensus from key partners, ultimately increasing spend coverage
Top 3-5 Accountabilities
To play an integral role in the development and implementation of the Procurement strategy to maximise the value of Diageo expenditure
Manage and achieve/ exceed the performance targets for category. Delivery of strategic plan savings and agreed critical metrics across key Procurement imperatives of Cost, Risk, Quality, Service, Growth, Innovation and Corporate Citizenship
Gaining partner buy-consensus principles and ways of working of Procurement team.
Drive and promote strategies which deliver true cost savings back to the Business.
To transform key supplier relationships for Diageo to ensure breakthrough performance and manage the strategic and operational aspects of the function’s procurement-specific responsibilities.
Qualifications and Experience Required
Relevant Supply Chain, Commercial or Marketing Degree (CIPS qualification would be advantageous)
Demonstrable ability to learn and develop
Minimum 5 years procurement and strategic sourcing experience or relevant category (Marketing) experience
Demonstrate a solid track record in Partner Influencing & Management, with strong interpersonal skills
The ability to influence and challenge senior partners and budget holders in market, across Africa and globally
Exceptional communication skills, verbal, written and presentation.
Proven track record of consistent performance and delivery
Strong Analytical and Financial awareness including a comprehensive understanding of the AOP requirements and financial goals & value drivers aligned to the category strategy
Experience of leading negotiations with suppliers
Barriers to Success in Role
Lack of any of the following:
Ability to build relationships within business and with suppliers
Commercial awareness and negotiation skills
Influencing and communication skills all levels
Ability to use analytical and numerical skills
Ability to lead and inspire change through purpose
Lack of demonstration of an ethical and transparent disposition, trustworthy and the ability to assess and manage any associated risk areas within Procurement
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