About the role:
To drive sustainable growth of Diageos Prestige On-Premise and Key Accounts portfolio in the assigned region by delivering volume, market share, visibility, and customer engagement targets.
This role will combine strategic account management with on-ground execution, ensuring Diageo brands are the preferred choice in premium on-trade outlets
Role Responsibilities:
Commercial Delivery:
Ensure Width of Distribution (WOD) and brand availability across targeted prestige on-premise outlets.
Secure menu listings for Diageo brands in the relevant product categories and ensure back bar visibility.
Maintain Diageos market share consistently against competition.
Drive consistent volume growth across all managed accounts.
Outlet & Execution Excellence:
Adhere to planned outlet visit schedules and ensure full coverage of priority accounts.
Maintain Trax score above 80% by delivering execution standards consistently.
Ensure agreed activation calendar is implemented with excellence in collaboration with internal and external stakeholders.
Strategic Account Management:
Develop Joint Business Plans (JBP) with key customers to align growth objectives and investment priorities.
Lead execution of national key account events, growth drivers, and strategic agendas in the region.
Plan and manage QDVP spends effectively to maximize ROI and commercial impact.
Spend & Resource Management:
Monitor and control trade and activation budgets, ensuring optimal utilization in line with commercial priorities.
Track and evaluate ROI of investments across accounts.
Leadership & People Management:
Lead, develop, and motivate a team to deliver KPIs, ensuring low attrition and high engagement.
Delegate effectively while monitoring performance through regular reviews and coaching sessions.
Facilitate skill development and capability building through structured training and mentoring.
Conduct periodic performance assessments and provide actionable feedback to enhance team delivery.
Experience / skills required:
Graduate/MBA with 5 - 8 years of sales experience, preferably in FMCG, Alcobev, or luxury lifestyle segments.
Proven track record in on-trade/key account management.
Strong commercial acumen with experience in trade spend management.
Experience in leading teams, performance coaching, and people development.
Strong negotiation & relationship-building skills.
Excellent communication & presentation abilities.
Analytical thinking & data-driven decision-making.
Execution excellence & attention to detail.
Ability to influence stakeholders across levels.
High adaptability in a dynamic market environment.
