On Trade – Commercial Analyst

Job Description :

The ROI On Trade is critical to the delivery of Ireland’s growth ambition, representing 62% of the total Ireland NSV and 70% of the Ireland gross profit. It operates in a highly competitive environment with a wide portfolio and winning sustainable market share is the key priority. 

Consumers are changing their drinking habits and consuming a wider portfolio of brands in the pub on more occasions. We are fully focused on being the No 1 Partner to trade and winning with the consumer through brilliant customer partnership. Commercial investment and joint business plans are a validated growth driver, and we now have 2,000 contracts worth €30m with On Trade customers on beer (1,600 / €23m) and spirits (400 / €7m). This role is critical in handling this investment and guiding our strategy and investment decisions moving forward as we strive to be the best partner to work for and with.

Purpose of Position

This role is a critical business partner to the On Trade Commercial team. The role is responsible for leading the investment process for the channel to enable the sales team to invest with efficiency and agility, make it easy for customers to do business with Diageo and enabling share growth. The role also supports the business in commercial insight and analysis, measurement and evaluation and the development of future strategy around investment decisions and risk management to ensure sustainable growth of quality market share. The role will also be critical in the evolution of the On Trade channel toward critical analysis of performance data, drive insight to action and ensure business decisions are data driven. 

Responsibilities

• Defines and creates reporting solutions for On Trade sales team to make it easy to understand and derive insight on critical information(distribution, investment, M&E)
• Ownership of key investment tools and agile modification as the need arises to make it easier to get things done (e.g Scenario Modeller)

• Defines outlet segmentation and associated Investment guidelines 

• Decides high level allocation of investment (new deals, renewals and recycle)
• Identifies and implements solutions single handedly on key transformation / digital projects. 
• Recommendation on investment decisions for all 1,600 beer contracts to guide sales team. This is guided by the preparation and analysis of M&E for all contracts. 
• Partners with sales team to create and recommend investment proposals to drive sustainable market share growth. 
• Commercial lead on transformation / digital projects by recommending and designing solutions to sophisticated problems.
• Role is critical in deciding potential impact of new growth drivers to drive Commercial Planning process and create On Trade strategy 
• Will play a pivotal role in the evolution of the On Trade towards critical analysis and data driven decision making which will enable brilliant collaboration with key stakeholders. As well leading this culture, this role will also be critical in coaching the sales team and driving insight to action.

Financial Accountability 

Provides recommendations and oversees process for management On Trade investment of €30m across beer and spirits. Key contributor to successful management of this investment and improving returns by strategic allocation of funds and creating recommendations for all contracts to guide decision making.

Market / Function Complexity

Customer investment is the No 1 growth driver in the On Trade channel. 

Management of investment and driving strategy to execution across a large field sales team (50+) is a huge challenge and requires brilliant planning, extreme clarity on execution objectives supported by excellent processes, systems that easily provide analysis and insight.  This role also requires great collaboration with Finance and RGM teams as well as working hand in hand with transformation team. 

Strategical Accountability

• Key advisor to On Trade sales team in recommending investment allocation and decisions
• Creates reporting and analysis to drive insight on growth opportunities
• Designs and implements scale solutions on transformation and process improvement projects
• Lead monthly review sessions with all members of sales team to provide critical performance information and coaching on next best steps to improve performance. 
• Provide consultation and coaching to sales teams in optimizing structure of investment proposals, moving approved proposals to contract with customers and system capability (Contract Management)

Qualifications and Experience Required

• Qualifications required for the efficient performance of the role.
• 4+ years of relevant commercial experience.
• Highly a