Sales Capability Manager, Caribbean & Central America

Name of the position: Sales Capability Manager, Caribbean & Central America

Location:  Panama City, Panama

Type of contract: Permanent

About Us:

From Arthur Guinness to Johnnie Walker, our business was founded on people of outstanding character, and in 250 years, nothing’s changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. Our success is thanks to the diversity of our talent and the strength of our people, in every role. It’s why we trust them with our legacy. And it’s why we reward them with the career-defining opportunities they deserve.

We aim to build the best-performing, most trusted, and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people.

Purpose:

The Commercial Capability Manager role strives to raise capability to impact total commercial outcomes by bringing to bear the commercial capability tools and curriculum. It will be responsible for the commercial capability execution plan in partnership with key markets including: building local faculties through guiding and coaching commercial leaders, completing learning events and programmes and through accompanying and accrediting sales people. The role will drive up the standards of mentor and ultimately the commercial standards of excellence to at least the minimum level.

Market Context:

The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £300m NSV. CCA is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is USD invoiced.

CCA is a very complex market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+. Our model is a distributor-based RTC with over 40 partners. We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.

The Scotch category accounts for approx. 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region – making us the number one player.

Key Outputs/Deliverables :

• Developing the commercial capability execution plan in partnership with key markets including selecting and phasing programs.

• Building high quality local faculties of commercial leaders operating as teachers to include delivering teacher training, coaching and accreditation.

• Complete in partnership with local faculties the core global commercial curriculum that delivers on the market roadmaps and enables the market to meet the minimum level on the global standards and ensuring the sales reps and managers are accredited in line with targets.

• Embed behavior change by establishing and driving the 70:20:10 model ensuring strong follow through on learning events through locally systematizing mentor and on the job experiences.

About you:

• Bachelor’s Degree required in Business or related field. MBA a plus.

• Proficient English and Spanish required.

• Demonstrated ability in sales and /or customer marketing /trade marketing areas with specific experience on distributor based businesses.

• Be an established and confirmed mentor mentorg qualification not required)

• Outgoing and a natural communicator with an ability to rapidly build strong networks within Diageo.

• Influencing and orchestration skills across multiple-markets with cultural sensitivity and ability to adapt style.

• A hard-workingtrustworthyic leader, capable of leading e