Head of Field and Technical Division North in Edinburgh

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future. Join us to create a career worth celebrating.

About the Function

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year. We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

Role Dimensions

As Head of North F&T, you will be responsible for driving culture and performance across a large multifunctional sales and activation team and delivering brilliant execution of our brands across five key regions. Through direct management of a team of 6 commercial managers, you will lead execution, value share and NSV outcomes by providing strategic direction and using market knowledge and category data to build plans to win share and deliver exponential on-trade P&L growth. Your leadership accountability will encompass both the direct management of commercial managers, but also a sizeable MFST which supports your divisional team including the operations team, technical team, finance and customer marketing. This is a role that will challenge and grow your ability to set a plan, communicate it with clarity to your stakeholders and manage the execution and delivery through others. It is a customer facing role, where you will play a key role supporting your team to manage a fast moving and dynamic segment of independent operators and groups that make up a multi million pound business unit for Diageo. You will also play a key role developing talent within your team through recruitment, coaching and building capability.

Top Accountabilities

• Responsible for successfully executing how Diageo brands show up in the independent free trade through a multifunctional team.
• Accountable for overall divisional execution, value share & NSV outcomes.
• Lead monthly, quarterly and annual tracking and performance management of input metrics, including retaining and winning contracted accounts, winning menu, availability, serve, house pour and serve, execution of brand campaigns and digital sign ups for their territory.
• Develop best in class route to market and key customer relationships with the relevant regional sales directors and stakeholders in target RTMs, making Diageo the supplier of choice.
• Set clear priorities for success and communicate these consistently with your team and through key partners (Customer Marketing, Category, Wholesale team).
• Direct management of sales and activation teams, and indirect management support to regional technical teams and 3rd party sales executives.
• Apply commercial expertise to build investment plans for small/medium regional groups (in-direct customers) that create positive ROI and drive executional standards in outlet.
• Motivate, coach and develop field teams to deliver outstanding performance and develop the potential and capability of each member, in order to deliver against key metrics.
• Create and foster an inclusive and diverse team culture that drives engagement and inspires and shapes the future of the channel.

Ideal Experiences / Qualifications / Capabilities

• Experienced commercial leader, with solid track record of managing P&L and consistently delivering results.
• Strong understanding of commercial relationships, contract negotiations and joint business plans.
• A strong track record of winning with customers and delivering growth in market share and NSV through category selling and business partnership.
• A passion for the on-trade and the ability to build and leverage strong relationships with business partners internally and externally.
• Track record of building and leading high performing/highly engaged field sales teams.
• Demonstrates hunger to deliver game changing performance and the ability to lead teams to deliver exceptional execution.
• Has a growth mindset and seeks creative solutions to dynamic business challenges.
• Able to manage cross functional reports, with varying functional expertise and development needs.
• Able to manage senior stakeholders to drive the outcomes required within your region.
• Able to translate data and insight into action and outcomes, either to accelerate an opportunity or diagnose and fix an issue.

Flexible Working Statement

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

Diversity Statement

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this. We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.