Business Effectiveness Commercial Operations Manager Germany

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 – plays an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value.

At Diageo, character is everything. So, if you share our sense of adventure, you’ll have the chance to learn a huge range of skills and fields and build an exceptional career with us.

About the Role

In this role you will become a key partner to the commercial teams for executional performance and deliver quality insights on sales effectiveness. We are looking for someone who can spot opportunities to drive commercial performance and win at the point of purchase.  

This role involves generating and presenting monthly performance reports with actionable insights to field sales leaders, conducting market co-visits and delivering input to business meetings. The core of your role will be to identify and address performance gaps, set and track commercial critical metrics while continuously improving our commercial processes and data delivery throughout the organization.

Top Accountabilities

Market Insight and Performance Management

• Generate and present a detailed monthly report on performance, including actionable insights to enhance performance and showcase the best approach.
• Conduct market co-visits with the sales team for at least one day per month to identify and understand operational challenges.
• Present monthly highlights of top execution examples from sales representatives, along with notable competitor activities.
• Collate competitor information from the market, providing insight and examples to marketing and commercial teams.
• Collaborate with the analytics team to create and maintain a monthly reporting schedule for market leaders, ensuring markets have the relevant reports and information as the need arises.
• Provide timely and comprehensive input for monthly demands reviews, supporting the commercial narrative with market-specific progress updates, attending meetings where necessary.
• Establish a feedback loop with the learning & development team to communicate capability needs and suggest necessary learning modules to support commercial performance from onboarding through to ongoing knowledge enhancement.

Target Setting and KPI Monitoring

• Accountable for target setting as part of our sales incentive plan aligned with market goals and strategy, monitoring performance, and compiling all bonus metrics for field sales and field sales managers on a regular basis.
• Collaborate closely with Customer Marketing Managers and Category Development on optimizing commercial activations with our customers, based on insights from the field.
• Hold regular meetings with Sales leads to report on performance identifying gaps and opportunities in execution.
• Participate in sales team meetings as required to analyze upcoming activation plans against performance targets.

System Management

• Partner with Technology Product Owner to ensure that necessary commercial tools are functioning and capturing data correctly for sales teams.
• Work closely with Data Leads to ensure systems are accurately updated in line with individual targets, market territory setups, brand priorities and any other market-led changes impacting system configuration.
• Identify and train market leads as ‘system super users,’ ensuring training is current and providing feedback for additional e-learning support as needed.

About You

• Experience working in or with commercial frontline sales teams.
• Strong analytical skil