European International Customers Director

Job Description :

Role: European International Customers Director

Location: Europe – Flexible Location

Travel requirements: c.35+% travel (dependent on location)

Team: 8 people as part of the wider team (direct/indirect)

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. With over 200 brands in 180 countries and a global network of entrepreneurial individuals, our teams blend a diverse range of experience, knowledge and skills. We connect customers and consumers to our iconic products and create innovative experiences that bring people together to celebrate life. 

About the role

The Europe International Customers Director will play a pivotal role in building plans to negotiate with the Europe International Customers alliances and its members to improve revenue and share while building long-term sustainable growth

You will be expected to build strategic principles for success, transform the trading terms and review the buying alliance landscape to recommend an approach for major alliances both now and in the future.

Strong leadership is required to collaborate and influence a range of internal colleagues such as KAMs, FDs, Commercial Directors, Managing Directors and Presidents from many countries. Externally, the role also plays a critical role in dealing directly with SVPs and CEOs of the alliances for the negotiations and representing Diageo in some European Associations such as Illec and AIM. 
 

Key outcomes:

Deliver great performance

• Deliver Global customer sales plans (Customer AOP Global Nit & Europe NSV)

• Deliver sustainable margin expansion plans within global customer P&Ls. Drive step-change in ICA returns through excellent deployment and management of contractual terms, pricing corridors and investment criteria. The BPM / M&E processes ensure real accountability for customer performance at market level

• Partner with country in building local Joint business plans & implement at scale in country. Deliver these outcomes in line with Global Sales Opex standards

• Deliver share gains for Diageo spirits and win key battlegrounds.

Drive out costs

• Take active lead role in NRM agenda within Global customers. Identify cross-country and in country opportunities and implement them in partnership with country teams

• Support countries in optimizing Trade terms investment efficiency using customer P&L tools in coordination with commercial finance partner.

Deliver commercial strategies and value creation plans for Global Customers supporting the One Europe agenda

• Deliver clear & differentiated portfolio and channel plans across global customers that enhance value and enable effective negotiations.

• Embed one Europe execution approach to drive scale activation behind core brands, Reserve and innovation. Unlock shopper marketing & category platforms to drive value growth

• Support Europe digital commerce agenda by embedding digital plans into global negotiations and activations

Inspiring Organisations (internal and external)

• Cluster/Country Directors/Channel heads are aligned to the strategy, resource allocation and executional plans.

• Country sales teams have the tools, capabilities and support they need to implement perfectly. We meet – and exceed – our customer’s expectations of a strategic partner due to the quality of our relationships, business insights and executional excellence

• Well established relationships with senior customer contacts and industry peers are in place: Diageo is seen as a leading authority on customer marketing & customer teamwork. This customer selects us as their partner of choice.

• Effective collaboration at all points of the value chain from supply chain to instore activation to data/intelligence & technology.

• Provides tailor-made assessments on trade terms defensibility supporting with risks and recommendations.

Decision maker for:   

Customer / channel plans & strategies

• Recommend, lead global customer strategy – directly with global customer teams, indirectly thru country customer/Diageo teams

• European JBP results

• Promotional Plan and Conditionalities

• Price Increase

• Top to Top contact strategy

Customer negotiation strategies

• Leads key account negotiations at Global/pan-European level

• Represents Diageo in front of the Retail Alliances and Buying Groups

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