National Sales Manager Reserve Brands
Diageo Business Context
Diageo is a truly global organization with a presence in 180 countries. Across all our markets, our brand portfolio represents our biggest strength, and our biggest passion. Be it our global giants, local stars or reserve brands we use our vision, creativity and courage to drive the growth of our products worldwide. We invent strong brands for today and for the future; upholding the quality of our products and taking personal accountability for both the history and for the future of our brands.
We are committed to our vision of being ‘the best performing, most trusted and respected consumer goods company in South Africa’. The newly-created Diageo organization in South Africa is built on the principles and foundations laid by the giants of the drinks industry. To be a part of Diageo is to be a part of history – and to have the unrivalled opportunity to make your own mark in history.
Understanding the Commercial Opportunity- identify the opportunity to create value for Diageo Reserve and customers
Use knowledge of our brands and categories as well as key competitors to develop a long term on-trade sales strategy
Instill customer-centricity and customer focus throughout the business (not confined to Sales) and apply this to support mutual growth plans and strong partnerships
Own outlet/account segmentation in the market and ensure it is up to date and accurate; ensure segmentation is used to prioritize in planning process
Develop strategy and Plan execution- plan collaboratively with customers
Make the right commercial decisions with regards to trade investment at the right time to deliver sustained growth
Fully consider the implications of contact and coverage planning and embed into team. E.g. cost to service etc.
Execution- Turn strategy into action through leadership, planning and disciplined activation
Foster commitment and lead collaborative or competitive negotiations as needed; ability to lead the business through tough situations using advanced negotiation skills that result in ever improved relations with customers at the highest level; Delivers a deal that stretches all variables to maximize value for all
Gain cross-functional (regional, on-trade, off-trade, key accounts, marketing and customer marketing) alignment both internally & externally in order to drive Reserve Sales agenda.
Manage Performance Use commercial understanding and expertise to make sound business decisions that create value for Diageo and our customers and protect the reputation of our business
Build a collaborative performance culture between customers, Diageo Commercial team and Diageo Reserve organization
Champion the compliance agenda in market by actively identifying risks and creating mitigation plans acting on breaches and capturing learnings to change organizational behavior/actions
Qualifications and Experience
Commercial or Business Graduate Qualification
5-7 years’ FMCG sales management experience
Knowledge and experience in building luxury brands
Required Skills and attributes
Self-management / autonomy
Willingness /ability to work the hours of the customer to build the relationships (e.g evenings & weekends)
Ability to train, inspire and persuade discerning and status-motivated customers to love our brands and adopt our programs
Willingness to travel extensively (this is a national role)
High levels of EQ, and above average relationship management skills; ability to connect with different customer types