Context / Scope :
The Caribbean and Central America (CCA) is one of Diageo’s most diverse and profitable markets. It is the number 1 market in Latin America and the Caribbean (LAC) in terms of profitability, both in absolute and margin terms , and close to number 2 in terms of NSV.
Globally, we are the second most profitable market for Diageo, after North America.
Our route to market is achieved through a combination of 12 major Free Trade Zone & Border customers, and approximately 30 key Distributor Partners.
We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
Purpose of role :
Responsible for supporting the CA commercial manager to achieve budget sales and execution of programs with Distributor to achieve maximum sales volume consistent with sales projections.
To develop World Class partnership relationships with our distributor to increase focus and support for the entire Diageo Portfolio of Spirits brands, Beer and Wine where appropriate whilst increasing distribution, volume, and brand visibility.
Also develops retail business within the channels.
The incumbent for this position is expected to :
Leverage CCA Way of Working
Focus on designated customers and key brands to drive portfolio growth
Develop a distributor execution & sell out Machine’ together with CCA Marketing and Customer marketing via consumer / customer / shopper understanding
Top 3-5 Accountabilities :
Supports Commercial Manager CA to execute the commercial agenda with focus on Costa Rica : Commercial standards, Diageo Way of Selling to our distributor partners.
Builds and maintain amazing, mutually beneficial, collaborative relationships with assigned customers.
Supports Commercial Manager in the development of Sales plans
Responsible for the execution of the agreed commercial plans with distributors including pricing, distribution, share of shelf space.
Provides monthly feedback for BPM.
Support the Development of the JCP in order to deliver the ambition for assigned countries
Tracking and Monitoring Trade Spend budget in support of the Commercial Manager the KPI’s and business intelligence information to have a clear and granular understanding
Monitor that distributor is adhering with agreed trading terms, specifically payment terms. Work closely with Diageo Finance debt collection as needed in this regard.
Monitor competitor activity. Helps to create an environment and culture of beating the plan and beating the competition.
Support the commercial Manager with tasks and implementation of the commercial standards
In conjunction with Finance implement pricing strategy (including Value Chain) in the market, customer total business forecasting and monitor total customer depletions.
Monthly recap on sales to the trade in the market area in the form of a monthly BPM report which will include depletions, brand performance, and tracking against plan in sell out Volume and NSV.
Qualifications and responsibilities :
Bachelor’s Degree required in Business or related field.
Minimum 3 years of experience in sales and / or customer marketing / trade marketing areas with specific experience in managing distributor based businesses.
English and Spanish required.
Ability to work around and within a variety of different market conditions and demographic factors.
Understanding of retailer and / or distributor strategy and operations.
Very good Analytical and presentation skills.
Be a good influencer and negotiator, with a range and adaptability of style. Structured thinker with planning skills.
Well organized. High level of energy and self-starter.
Excellent knowledge of Microsoft PowerPoint and Excel.