As Head of North F&T, you will be responsible for driving culture and performance across a large multifunctional sales and activation team and delivering brilliant execution of our brands across five key regions. Through direct a team of 6 commercial managers, you will lead execution, value share and NSV outcomes by providing strategic direction and using market knowledge and category data to build plans to win share and deliver exponential on-trade P&L growth. Your leadership accountability will encompass both the direct management of commercial managers, but also a sizeable MFST which supports your divisional team including the operations team, technical team, finance and customer marketing. This is a role that will challenge and grow your ability to set a plan, communicate it with clarity to your stakeholders and manage the execution and delivery through others. It is a customer facing role, where you will play a key role supporting your team to manage a fast moving and dynamic segment of independent operators and groups that make up a multi million pound business unit for Diageo. You will also play a key role developing talent within your team through recruitment, coaching and building capability.
Top Accountabilities
* Responsible for successfully executing how Diageo brands show up in the independent free trade through a multifunctional team.
* Accountable for overall divisional execution, value share & NSV outcomes.
* Lead monthly, quarterly and annual tracking and performance management of input metrics, including retaining and winning contracted accounts, winning menu, availability, serve, house pour and serve, execution of brand campaigns and digital sign ups for their territory.
* Develop best in class route to market and key customer relationships with the relevant regional sales directors and stakeholders in target RTMs, making Diageo the supplier of choice.
* Set clear priorities for success and communicate these consistently with your team and through key partners (Customer Marketing, Category, Wholesale team).
* Direct management of sales and activation teams, and indirect management support to regional technical teams and 3rd party sales executives.
* Apply commercial expertise to build investment plans for small /medium regional groups (in-indirect customers) that create positive ROI and drive executional standards in outlet.
* 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 and foster an inclusive and diverse team culture that drives engagement and inspires and shapes the future of the channel.
* Experienced commercial leader, 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 field sales teams.
* Demonstrates hunger to deliver game changing performance and the ability to lead teams to deliver exceptional execution.
* Has a growth mindset and seek creative solutions to dynamic business challenges.
* Able to manage cross functional reports, with varying functional expertise and development needs.
* 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.
Flexible Working Statement
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