Diageo: Sales Operations Manager, Caribbean

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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.

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

• Lead, coach and work with distributor teams to roll out and embed outlet execution standards in Dominican Republic
• Lead the commercial capability development and execution in our distributor salesforce. Drive markets to reach/exceed its Breakthrough execution goals.
• Be the catalyst for organizational change, leading to the markets becoming obsessed with winning at the outlet
• The scope of this role is for Dominican Republic. The role will require interfacing with Commercial Manager and cross functional stakeholders; and an ability to adapt outlet execution transformation to differing Route to Consumer archetypes.
• The role will focus primarily on engaging our commercial teams and our distributor to move from strategy to execution flawlessly.

Market Context (Key information about the market):

• 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.
• The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. more than £250m NSV and more than OP: £125m. 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.

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.):

• Raising and recommending solutions to critical issues as well as bringing to life key opportunities within the channels.
• Lead Outlet Execution Standards implementation across our Caribbean markets
• Influences commercial action planning to course correct KPI performance with fact based insights generated through execution data analysis.
• Make decisions in conjunction with Marketing / CMO, Sales, Key Accounts and local distributor to deliver our business plan, ensuring right optimization of investment and prioritization of execution activities.

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

• This role does not have direct P&L responsibility, but will be instrumental in driving NSV and Market Share growth targets through outlet execution.
• Implement CATMAN initiatives looking for growth and profitability from Retailers and Diageo through our distributors and in accordance with trade investment policies.
• Ensure M&E is applied on all relevant investments as per the agreed amounts
• Manage own T&E budget and is expected to adhere to all related policies, and to not exceed assigned budget.

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:

• Mobilizes commercial teams (Sales, Commercial Planning and Activation and distributors) and customers to flawlessly execute our Innovation Brand launches and Point of Purchase marketing programs.
• The incumbent needs to influence sales and customer marketing teams internally and mentor Distributor personnel to own the Commercial Standard agenda with passion.
• Great relationship builder with different stakeholders internally and externally. He/she will be exposed to demanding senior leaders and thus needs to show confidence and drive at all levels.
• Lead the translation of strong thinking and understanding of shopper, category and channel/customer into propositions that win at the moment of choice
• Win through Execution by leading the transformation of Outlet Execution with the in-market team. This will be achieved by taking an external lens and setting the bar high for us and our partners. This will cover all aspects of the Outlet Execution framework from leveraging Advanced Analytics to establish segmentation & outlet standards.

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

• Responsible for ensuring outlet segmentation in key countries is reviewed and up to date at least annually to reflect market changes and business potentials.
• Leads the Commercial standard agenda for assigned markets supported by appropriate and required functions
• Leads capability agenda with the distributor partner to ensure that the right level of capabilities are in place to deliver the strategy.
• Builds and maintains high level of strategic alignment with Distributor’s Senior Management in order to create a high performance organization and monitors distributor’s performance in all established KPIs.
• Be the catalyst for organizational behavioral change, leading to the markets and our partners continually improving their standards, capabilities and business results
• Leads the shared strategic agenda and JCP for assigned markets in conjunction with Customer Marketing and Distributors.
• Supports new product introduction/innovation and executes commercial proposition for innovation and reserve through our distributors.
• Owns and ensures the Commercial Standards – Outlet Execution sign off process
• Manages TS budgets for JCP in conjunction with distributors

Qualifications and Experience Required

• Ability to work around and within a variety of different market conditions and demographic factors.
• Strong influencing, negotiation and collaboration skills, with a range and adaptability of style.
• Bachelor’s Degree required in Business or related field. MBA a plus.
• Strong strategic thinking abilities, planning and analytical skills.
• Strong presentation skills.
• Minimum 3 years of experience at manager level in sales and /or customer marketing /trade marketing areas with specific experience of distributor based businesses within a CPG company.
• Good understanding of retailer and/or distributor strategy, operations and complex motivations of shoppers, consumers and customers is essential.
• English and Spanish required.

Flexible working options

• Role is based in Miami

Salary Range

Minimum Salary
USD 95,966.25 (annual)
Maximum Salary
USD 159,943.75 (annual)

At Diageo certain roles are eligible for additional rewards, including annaual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits, short-term and long-term disability coverage, basic life insurance, wellness benefits and industry leading parental leave, among others. (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work). The salary range displayed is the salary range for the role´s primary location.

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

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