Account Manager Travel Retail

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

Pre-Covid Global Travel (GT) was the fifth largest NSV and third largest operating profit market for Diageo and is responsible for representing and selling Diageo products in more than 110 countries. GT has a global remit, operating as a market within the distinct channel of Travel Retail (TR) and is structurally organized to ensure our commercial facing roles are in close proximity to our key customers. GT has two commercial hubs; Europe and Americas operated from London and APAC & Middle East operated from Singapore, with back-office support provided from London and shared services teams.

Our ambition is to create 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 inspired? Then this may be the opportunity for you.

About the Role

The Account Manager role specifically has responsibility in delivering growth plan for Avolta Americas business. Avolta is the biggest account in Global Travel and Americas is accountable for 40% of  the value.

Engaging & managing stakeholder relationships will be a driver to success.  Market share growth is the number one metric and the candidate must have experience & capability to recognize the levers to achieve performance.

Functional & Leadership capabilities:

• Manage & deliver the P&L and leads S&OP & AOP cycle. 

• Excellent forecasting skills, across all metrics: depletions, shipments, Trade Spend & A&P

• Regular audits & reviews of distributor customer performance vs. the agreed commercial scorecard.  Holding the customers to account & agreeing action plans to close the gaps

• Entrepreneurial & creative mind-set, which delivers interventions to over-achieve all KPI’s whilst closing any risks to plan.  Expert at commercial scenario planning to deliver opportunities at pace

• Agrees Joint Business Plans/Diageo 365 essentials which deliver long term, sustainable value for all stakeholders

• Lead cross-functional team work with finance, customer marketing etc. to create exceptional JBPs

• Build trade plans that delight our local consumers at the POP and create exceptional on/off-trade experiences for our consumers whilst still delivering category growth and increasing Diageo share

• Ensure airport level world class  Every Day Great Execution, on-time, every time & communication, design etc. is as per Diageo Global Brand Standards

• Ensure complete compliance & governance for all projects is in place & relevant SOAs/Policies adhered to without question

• Building exceptional relationships, and maintaining these despite difficult commercial negotiations will be critical to success in this role

Experience required/Skills/Capabilities/Languages

• 5 years’ Customer / Key Account Management experience including complex and difficult negotiations

• Agility to move from Strategy Planning to Implementation – candidate must have a proven ability in developing and implementing strategy, solving complex problems and effective decision making, whilst then also being passionate about execution and being able to drive projects through to completion.

• Needs to be proactive, driven and resilient – a self motivator who thrives in ambiguity and can overcome obstacles / find solutions.