Regional Account Manager Off trade South Italy (KAM GDO) - Campania, Puglia e Calabria

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

Are you our new Regional Key Account Manager Off trade (GDO) for South of Italy?

Do you have the talent, right drive and capabilities to develop our Spirits brands in the FMCG environment?

We have big ambition for Off trade Italian business, and we need you to run our spirit brands in this territory with our GDO customers.

Role responsibilities

What are your responsibilities ?

Crafting compelling customer propositions that unlock growth opportunities and improve balanced profit delivery:

• Build a sell-out culture through the definition of a strong customer plan for the assigned customer including: promo calendar, assortment definitions, listing of innovations and category management;
• Lead customer’s daily routines including: order taking & management, forecast, stock management and payment;
• Visiting the assigned Off Trade Customers in the territory based on call frequency established for the relevant customer category;
• Building a deep knowledge on customers structure, commercial policies and way of selling
• Developing collaborative & positive relationships/partnerships with all the customers and collaborators related;
• Negotiating 2nd level commercial agreements in line with Diageo Italia’s commercial policies;
• Delivering JBPs which build value for  both Diageo and customer.
• Engage with sell-out team to flawlessly implement the customer plan defined.

Performance monitoring

• Ensuring that activities within the agreed Customers are delivered with focus on 100% implementation to maximise the return on investment and deliver the required brand and profit targets.
• In case of non-compliance, identify and drive corrective actions.

Key outcomes

• MS GROWTH: drive MS growth through perfect execution of Customer marketing plan and JBP with customers;
• NSV Growth: drive turnover growth through customer management and creating constructive and conditional plan with key customers;
• GM%: handle customer P&L to optimize investment and growth in a consistent way; 
• Customer Stock: maintain customer stock at the lower level to avoid OOS but also overstock;
• Credit Management: support customers in order to avoid delay in payment terms.

About you

• Strong negotiations skills
• Experience in FMCG and Modern Trade channel
• Highly organized, able to plan customer activities in line with the strategy for their territory
• Minimum 3-5 years commercial experience in field Sales, preferably in FMCG sector beverage industry
• Italian: native and English: Good knowledge

Working with us

Flexible Working Statement:
Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

Rewards and Benefits statement

Join us and you can also expect a highly competitive and flexible rewards and benefits package such as:

• Modern work life balance policies and wellbeing activities.

• Employee Assistance Programme.

• Incentive plan that rewards you for delivering great performance.

• Our product discounts.

  <