Commercial Manager, Costa Rica

Name of the Position: Commercial Manager, Costa Rica

Location: San José, Costa Rica

Type of contract: Permanent

About us:

From Arthur Guinness to Johnnie Walker, our business was founded on people of excellent character, and in 250 years, nothings changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. And our success is thanks to 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 that they deserve. Our ambition is 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.

Feel encouraged? Then this may be the opportunity for you.

Purpose:

• Ensure the channel delivers and maximizes Annual Operating Plan profit targets whilst implementing brand strategies.

• Develop partnership relationships with customers to increase focus and support for the entire Diageo Portfolio of Spirits brands, Beer where appropriate whilst increasing volume, and strict adherence to Customer Management Guidelines.

• Responsible for supporting the line manager to achieve budgeted sales within the assigned accounts. Develops and assists in managing customers to achieve maximum sales volume consistent with sales projections.

• Reports to Sales Director CCA.

• The incumbent for this position is expected to:

• Build and maintain a high level of strategic alignment with Senior Management within distributors to create a reliable and compliant trading environment that maintains excellent communications with the relevant functions.

• Leverage CCA Way of Working.

• Focus on designated customers to drive portfolio growth.

• Develop retail business within the channel.

• Work in a complex environment.

• Be capable of working autonomously and in situations of ambiguity whilst making the correct commercial decisions for the business.

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 invoiced in USD.

• CCA is a very dynamic 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 approximately 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo's share of the market in Scotch varies from 45% to 75% across the region, making us the number one player.

Decision Making:

• Solves various commercial problems; analyses and presents possible solutions within established policies and procedures.

• Collaboratively work across Finance, Marketing & Customer Marketing to ensure proper controls are applied and monitor expenditures vs. budgets with all distributors in market.

Financial Responsibility

• Responsible to achieve the financial AOP targets.

• Manage Trade spend funds and A&P funds where applicable.  

• Manage own T&E operating budget effectively to ensure maximum value for travel plans and entertainment.

Management Responsibility:

• Manage directly appointed distributors and Bran