Requirements
* Experienced commercial professional, with solid track record of managing P&L and consistently delivering results
* Strong understanding of commercial relationships, contract negotiations and joint business plans
* A strong track record of winning with customers and delivering growth in market share and NSV through category selling and business partnership
* A passion for the on-trade and the ability to build and leverage strong relationships with business partners internally and externally
* Track record of building and leading high performing/highly engaged teams
* Motivated to deliver game changing performance and the ability to lead teams to deliver exceptional execution
* Growth mindset and with ability to seek creative solutions to dynamic business challenges
* Able to manage senior stakeholders to drive the outcomes required within your region
* Able to translate data and insight into action and outcomes, either to accelerate an opportunity or diagnose and fix an issue
What the job involves
* The Commercial Manager is responsible for driving performance for a specific geographic area as part of the Field & Technical team, driving total territory management to deliver exceptional execution, delivering On Trade share, Diageo NSV and effective execution
* They lead a sales and activation team to deliver executional success by providing the strategic direction across total territory, using market knowledge and category data to build plans to win share and deliver exponential on-trade P&L growth. They are the sole leader for the designated area, fully accountable for the region’s performance, reporting into the Head of Field & Technical
* Accountable for overall regional Value Share & NSV outcomes. Delivered through distribution and execution metrics in month, quarter and year. Input metrics will include retaining and winning contracted accounts, winning distribution and increasing rate of sale, winning pouring status and menu visibility, executing branded activation, improving Guinness Quality scores for region and delivering Diageo One acquisition and engagement outcomes
* Develop market leading RTM relationships with the relevant regional sales directors and stakeholders in target RTMs, making Diageo the supplier of choice
* Responsible for successfully executing how Diageo brands show up in the independent free trade
* Apply commercial expertise to build investment plans for small/medium regional groups (in-direct customers) that create positive ROI and drive executional standards in outlet
* Management of sales and activation team, including 3rd party sales assigned to the area allocated to you
* Motivate, coach and develop field teams to deliver outstanding performance and develop the potential and capability of each member, in order to deliver against key metrics
* Create strong cross functional relationships working with technical, customer marketing and category teams to deliver regional KPIs and ongoing growth
* Create and foster an inclusive and diverse team culture that drives engagement and inspires and shapes the future of the channel
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