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Description
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.
Our purpose, Celebrating life, every day, everywhere, has a relevant role in our company, for our people, our diversity, our brands, in how we perform and how we build shared value.
There’s a rich history of character and iconic products to promote. And we rely on driven, hard-working commercial executives to protect the legacy of these brands and ensure their future success.
About the role
This is a temporary role of around 1 year.
As Key Account Manager for the On Trade channel, you will handle and develop Wholesalers (W/S) accounts in a designated area to deliver the profit, volume, sales driver, and brand building, expressed in the commercial plan.
You will be developing compelling customer propositions that unlock growth opportunities and improve the balanced profit delivery.
In this role, you 'll:
- Develop the area coverage/contact plan to guarantee delivery of targets expressed in the commercial plan.
- Drive maximum Return on Investment (ROI) from the allocated area (through commercial proposals).
- Supervise and follow up on brilliant execution through a regular and consistent coverage plan within outlets.
- Manage relationships (commercial agreements according to policy, implementation of agreements, exploration of opportunities).
- Detailed tracking and monitoring of financial performance.
- Be responsible for governing depletions and stock data.
- Monthly forecast review (Anaplan).
- Closure of aging debt (collections).
- Action on tailor-made activation and detailed elements of activity execution.
- Continuous customer contact/network plan within your area.
- Find opportunities for new business development in your area.
- Accurate and timely approval of rebates, invoice claims, and deductions.
- Strong ownership of the day-to-day customer relationship through effective negotiation, persuasion, and conflict management/resolution skills.
- Ability to understand customer requirements and match these to specific Diageo propositions.
- Implementation of plan actions with particular focus on preparation (product prioritization, NSV, debts, etc.).
- Excellent collaboration with Outlet Developers and effective information flow within the team regarding Sell Out, Stocks, opportunities, competition, etc.
- Ongoing & effective cross-functional partnership to deliver comprehensive performance.
About you
Requirements:
- Experience in a Sales department of FMCG - handling wholesalers/distributors (On trade channel).
- Soft skills: Excellent relationship-building skills, confident, honest, trustful, impactful communication, team-playing, innovative thinking, results-orientation, high energy and drive, good prioritization, and ambition to grow.
- Hard skills: Outstanding negotiation skills, P&L literacy - strong numerical and analytical skills, comfort in using MS Office (especially Excel).
- Languages: Proficiency in English and Spanish.
Working with us
Flexibility
This is key to success in our business and many of our staff work flexibly in many different ways, including part-time and compressed hours.
Please talk to us about what flexibility means to you and don’t let anything stop you from applying.
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.
Worker Type: Regular
Primary Location: Madrid
Job Posting Start Date: 2024-06-11
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