Commercial Manager (North East London)

Diageo was created in 1997 but its business is built on the principles and foundations laid years before by giants of the industry – Arthur Guinness, John Walker, Elizabeth Cumming and many more. Today, Diageo is a world class leader in beverage alcohol, producing an outstanding collection of over 200 brands and owning the top two largest spirit brands in the world, Johnnie Walker and Smirnoff and 20 of the world’s top 100 spirit brands. Its portfolio also includes Crown Royal, J&B, Buchanan’s and Windsor Whiskies, Cîroc and Ketel One vodkas, Captain Morgan, Baileys, Don Julio, Tanqueray and Guinness.

Diageo has built a strong platform for growth – through investment in its own brands, and by acquisition to broaden the geographical footprint and category depth and range. The company’s strong local business units are well positioned to win in increasingly competitive and fast-paced environments. Diageo’s portfolio is well-diversified across price-tiers, enabling it to participate where consumer opportunity is greatest, and to capture shifts in consumer preference.

Diageo's culture is built and maintained by the five values that underpin its business and guide how Diageo works. At Diageo, employees are passionate about its customers and consumers and want to be the best. They give each other the freedom to succeed and value each other. Employees work hard so they can be proud of what they do and how they do it. While Diageo moves at pace, constantly evolving and improving, its values remain consistent. Diageo wants employees to live these values every day, everywhere so that Diageo can be proud of what they do and be the best that they can be.

The Commercial Manager is responsible for driving performance for a specific geographic area as part of the Field & Technical team driving total territory management to deliver exceptional execution, delivering On Trade share, Diageo NSV and effective execution. They lead a sales and activation team to deliver executional success by providing the strategic direction across total territory, using market knowledge and category data to build plans to win share and deliver exponential on-trade P&L growth. They are the sole leader for the designated area, fully accountable for the region’s performance, reporting into the Head of Field & Technical.

Top Accountabilities

• Accountable for overall regional Value Share & NSV outcomes, delivered through distribution and execution metrics in month, quarter and year.
• Input metrics will include retaining and winning contracted accounts, winning distribution and increasing rate of sale, winning pouring status and menu visibility, executing branded activation, improving Guinness Quality scores for region and delivering Diageo One acquisition and engagement outcomes.
• Develop market leading RTM relationships with the relevant regional sales directors and stakeholders in target RTMs, making Diageo the supplier of choice.
• Responsible for successfully executing how Diageo brands show up in the independent free trade.
• 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.
• Management of sales and activation team, including 3rd party sales assigned to the area allocated to you. 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 strong cross functional relationships working with technical, customer marketing and category teams to deliver regional KPIs and ongoing growth.
• 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 professional, 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 teams.
• Motivated to deliver game changing performance and the ability to lead teams to deliver exceptional execution.
• Growth mindset and with ability to seek creative solutions to dynamic business challenges.
• 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.

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

We know that for our team to thrive and to realize our 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.

Flexibility is key to success in our business, and many of our staff work flexibly in many ways, including part-time, compressed hours, flexible location.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process and to perform essential job functions. Don’t let anything stop you from applying!