• Job Description

  Req#: JR1081388

  Job Description :

  Job Description

  About us

  From Arthur Guinness to Johnnie Walker, our business was founded on people of great character, and in 250 years, nothing’s changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. And our success is thanks to the strength of our people, in every role. It’s why we trust them with our legacy. And it’s why we reward them with the career-defining opportunities that they deserve.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.

  Reports To: Sales Director, Caribbean & Central America

  Purpose (Key reason why the organization requires this role. . . why the role exists):

  Head of RTC will create a Commercial Transformation strategy that prioritizes the value generation of our RTC through the correct diagnosis, design and implementation/management of initiatives and synergies to maximize commercial, logistical, supply and working capital opportunities, positively impacting share, execution and P&L establishing a competitive advantage to accelerate Penetration in TBA

  Develop a value creation plan looking for new joint opportunities with new or existing partners including new distribution models (B2C, D2C etc.), map with the complete customers ecosystem, working collaboratively with the extended commercial team, finance, supply, ensuring the right capabilities and resources to carry out the interventions and achieve the established outcomes focusing on digitalization and winning in the point of sale with shoppers and consumers.

  Develop a from-to overview and outline the commercial conditions and execution processes as well as the requirements of the value chain.

  Leverage data and best practices.

  Lead B2B & B2C (New Business) Distribution Partners focusing on expanding reach (horizontal growth) and vertical depth (premium execution) while developing our digital capabilities focusing on main KPI´s as Sell out, Sell in, Coverage, Share, VPO, Execution, GM%, Investments rates, Digital KPI´s, while also building commercial capabilities within our partners.

  Market Context (Key information about the market):

  The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £389m NSV and OP: £228. The domestic markets represent aprox 70% of this NSV and FTZB 30%. It is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is USD invoiced.

  CCA is a very dynamic market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+.

  Our model is a distributor based RTC with 57 partners. We also operate with six distributor Free Trade Zones and with two operators in the border between Mexico and the US. We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.

  The Scotch category accounts for 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region – making us the number one player.

  Decision Making (Please provide two examples of the kinds of decisions your role is expected to make, and the degree of assistance, risk, or speed associated with those decisions.):

  • Manage a periodic RTC assessment by partner and generate communication and awareness of opportunities through the entire CCA commercial organization.

  • Prioritize actions to evolve RTC and lead the transformation actions by partner, including pilots, current service model adjustments and new model implementation.

  • Lead long term RTC roadmap ensuring check points, decisions, and implementation by stage.

  • Lead partner complementary model integration in physical and digital spaces to consolidate an omnichannel ecosystem.

  Financial Responsibility (What responsibility does the incumbent have for Budget/Financial/Trading Profit/Unit Volume’ Use specific dollars or units.):

  • Manages T&E budget and adhere to all related policies.

  • Manage the RTC census and pilot budget to support partner transformation and generate constructive tension in the RTC expansion ambition.

  • Lead the cost to serve model assessment and create the ambition towards a multi-level RTC margin effectiveness framework.

  Leadership Responsibility (List functional, project, operational or market responsibilities: include the number and bands of employees supervised, including those supervised through subordinates.) List role that incumbent will report to:

  • The role reports to Sales Director CCA.

  • Responsible for prioritizing the RTC agenda through the BIG 8 (Tier 1 and Tier 2) markets, connecting with Commercial Mgr. agenda by country creating cross functional teams.

  • Involve marketing team through close alignment with CMO and Growth area agenda by brand to create a holistic agenda to execute with distinction in specific clusters and at scale in others.

  • Create a strong collaboration network with LAC and Global Sales team, ensuring appropriate focus on the CCA agenda, generating space to share our learnings and best practices.

  Key Outputs/Deliverables (Identify the key results produced through listing the primary five to seven duties and responsibilities of your role.):

  • Lead, manage and develop New Business Channel

  • Optimize distribution model to meet the targets that make us reach our ambition of volume, value share and distribution.

  • Identify new opportunities in the market, exploring potential partners to amplify our coverage and execution while also mapping current RTC (MT- Whls – OT) opportunities to maximize value.

  • Diagnosis and action to guarantee harmony between the subchannels maximizing Sales, share and Profit.

  • Define EDGE targets and shared success picture with commercial partners, as well as establish and optimize performance measurement model and POS execution.

  • Implement Diageo Way of Distributor Management to build the necessary capabilities so that our partners are equipped to deliver the ambition

  • Portfolio Strategy for New Business definition with CMO & Mkt

  • Operational: logistics and operational cost savings opportunities

  • Contribute to the development of commercial policies appropriate for the market and defend our policies during negotiations, aligned with our values, principles, and processes.

  • DrinkIQ - Be an ambassador of our Responsible Consumption agenda

  Qualifications and Experience Required

  Minimum of 8 years of experienceNProven experience working with customers, where joint business planning and category planning is integral to ways of working.

  • Good understanding about how the total sales organization operates and how to drive its effectiveness.

  • Proven experience leading, coaching teams (own and/or indirect) and effective while working cross-functionally.

  • Masterful at creating synergies across our consumer, shopper, and customer agenda.

  • Ability to work around and within a variety of different market conditions and demographic factors.

  • Strong analytical and presentation skills. ·

  • Strong influencing, negotiation, and collaboration skills, with a range and adaptability of style.

  • Great planning, organization, and project management skills.

  • Proactive, self-starter.

  Diversity statement

  Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

  We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

  Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don’t let anything stop you from applying.

  Character Is Everything!

  Worker Type :

  Regular

  Primary Location:

  Panama City

  Additional Locations :

  Job Posting Start Date :

  2023-04-28

• About the company

  Diageo plc is a British multinational beverage alcohol company, with its headquarters in London, England.

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