Regional On Trade Manager, Area 3 & 3rd Party

About us

Diageo is the world’s leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose – Celebrating life, every day, everywhere – has a meaningful role in our company, for our people, our diversity, our brands, in how we perform and how we build shared value.

About the role

Mission: Execute the strategy in the On Trade channel in A3 Spain, including key cities of the country aligned with our strategic approach, being On Trade Spain the biggest NSV contributor across Southern Europe. They will need to achieve the objectives of halo effect, market share, sales and profitability in a sustainable way through the growth (distribution and rotation) of DIAGEO in its Hospitality clients due to the execution of the activation plans and guaranteeing the professional development of the team.

All of this within a framework in which you need to guarantee full control of the scope involving compliance, systems & tools, being a reference for your team and internal & external stakeholders.

At the same time this role will be responsible for the outsource sales force that will reach “bronze” customers throughout Spain (not only A3). This task will require not only implementing the current strategy but shaping the future of how we reach “bronze” outlets in Spain. Currently the outsource sales forces is made up by 15 executives, all of which should be manage through the agency manager, implying an additional layer of complexity for this role.

You will be accountable for creating a sell-out business of ∼9Mi USD, leading a team of 25-30 people responsible for a commercial route of ca. 12.000-15.000 clients (including bronze outlets). You will be working closely with Customer Marketing, Finance, Commercial Transformation and Direct Sales team, co-responsible for building a high-performance team, develop our talents and drive engagement across our On Trade organization.

Main responsibilities:

• Brilliantly execute in trade to deliver the main objectives of the RTC strategy (sell-out growth, market share & value, brand equity, halo effect, in-house advantage survey, perfect store execution & employee engagement)
• Own performance predictability through consistent monitoring and measurement 
• Generate volume and profitability in strategic clients that deliver scalable experiences
• Ensure direct and continuous coverage of current portfolio and boosting commercialization of innovations
• Build strong relationships with decision-makers in your area of influence  
• Guarantee 365 execution and ensure distribution 
• Identify opportunities to secure incremental sales
• Execute activations and events to strengthen brand positioning and recruit new consumers
• Positively influence the key stakeholders in the organization to achieve the success of Diageo in the On Trade channel
• Build a best-in class Sales Executives team, that ensures the triple-win that Diageo aims for
• Coordinate commercial activities of the outsource sales force to reach sales targets
• Shape the future of how we reach bronze outlets in the most effective way through out Spain

About you

• You are an outstanding strategic relationship manager with ability to plan strategically and link strategy with implementation
• You're highly commercially aware, creative with financial and analytical skills
• A highly positive thinker, who can create new possibilities and deal with ambiguity
• You can gain momentum and to inspire change internally and externally
• You're an amazing teammate who enjoys collaborating with people
• You also have relevant experience in managing big