The Business Development Manager – KSO role manages all home trade channels, All supermarkets & convenience stores, Hotels, Clubs, & Member Clubs, High Energy bars and manages the development and execution of Key Accounts’ plans to achieve mutually defined objectives, profits/NSV and brand growth targets.
The candidate is expected to understand the commercial opportunity, develop strategy and execution plans that are delivered through high level joint up business plans, to drive performance management.
Role Responsibilities
Understand the Commercial Opportunity
Brand & Category Knowledge – Persuasively sell the key features and customer benefits of Diageo’s brands and categories.
Customer Understanding – Create Joint Business Plans with your customers based on their needs, motivations, P&L and growth drivers.
Outlet Segmentation – Know your outlet universe and map outlets into territories based on the market’s segmentation guidelines.
Develop Strategy and Plan Execution
Develop Key Accounts Management Program and Business Plans with Distributor owners / with KPIs maximizing our RTM value chain and working to drive both volume “Push and “Pull” within both distributors and at the retail end.
To define and deliver stretching Key Accounts business plans and the strategy for their implementation around a total alcohol, one portfolio approach
Identify emerging trade trends and insights. Able to build activity plans at Key Accounts level and innovatively implement at retail.
Plan and Develop Execution Standards – know everyday minimum execution standard for the customers and teams reporting to you. Understand the 365 essentials principles and translate the same to execution standards.
Core selling skills -Coach and mentor the divisional sales team and external 3rd parties ensuring compliance to DWWS standards.
Activation and Execution – Collaborate with customers to build longer term execution plans which you track to ensure standards are being met creating course correction measures where necessary.
Negotiation – Lead longer term customer negotiation to create a ‘win, win, win’ for both sides pre-condition parties to set and change power base, using and handling negotiation tactics.
Manage Performance
Commercial Acumen – A deep understanding of financial levers and coach the team to use the levers to positively impact KBL and the customer’s P&L.
Customer Performance review – create joint performance metrics with all/ the most important customers and key internal stakeholders ensuring the most effective allocation of resources and investments to drive growth.
Commercial Functional Coaching – spend at minimum the market’s defined time conducting trade accompaniments and use AID, BOOST, EDIC and GROW to ensure feedback is focused on enhancing the team’s capabilities to drive growth.
Managing Promotional Execution – deliver AOP through rigorous execution of all promotions and ensuring review against execution metrics through the BRM process.
Execution Standards – drive and track your execution standards on an ongoing basis and intervene in order to achieve your targets.
Measure and Evaluate – Total trade investment evaluation to understand the potential margin impact of future planned activities in KBL and Customer’s P&L to ensure maximum return on investment decisions.
Governance – Risks and Controls
Embedding the Diageo standards of Excellence as the way of working
Adherence to controls and compliance, Code of Business Conduct, global and local standards, policies, applicable manuals and health and safety requirements in the work environment.
Qualifications, Experience, and Leadership
Qualifications
A business-related degree or equivalent.
Experience and Skill
3-6 years’ experience in a similar role
Strong commercial exposure and acumen.
Excellent interpersonal skills and ability to influence multiple stakeholders.
Strong people performance – able to inspire and mobilize people (both direct reports and a broad range of others) to deliver great results.
Strong project management skills – able to manage multiple projects and execute them all well.
Expertise in shaping media-worthy narratives that tap into consumer passion points and drive visibility and engagement at scale.
Deep knowledge of local media landscape and cultural trends to develop revolutionary communication plans.
Ability to work in a complex matrix organization with multiple stakeholders.
Interest in cultural territories and communities such as food, fashion, film, music, digital lifestyle etc.
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