Key Accounts Executive Needed At Diageo
CELEBRATING LIFE – EVERY DAY, EVERYWHERE. Diageo is the world’s leading premium drinks business with an outstanding collection of international brands across spirits, wine and beer. Our global priority brand portfolio consists of Smirnoff, Johnnie Walker, Guinness, Baileys, J&B, Captain Morgan, Tanqueray and many more. Diageo trades in approximately 180 markets and employs over 25,000 talented people around the world. With offices in 80 countries, we also have manufacturing facilities across the globe including Great Britain, Ireland, United States, Canada, Spain, Italy, Africa, Latin America, Australia, India and the Caribbean. Our great range of brands and geographic spread means that people can celebrate with our products at every occasion no matter where they are in the world. This is why ‘celebrating life every day, everywhere’ is at the core of what we do
Key Accounts Executive
Level: L6 (M3)
Reports To: Key Accounts Manager
The Diageo sales vision is to become one of the top three most respected Consumer Packaged Goods Sales team in every market it operates. Our goal is to be ‘winning at the moment of choice’ to ensure we are winning bigger and beating the competition. This, along with putting the customer at the heart of everything we do, will deliver sustained, mutual growth for our brands, categories, customers and partners.
A key contributor to the success of the GNPLC strategic plan is an effective & flexible field sales force demonstrating industry leadership in both volume driving & brand building activity.
· Responsible for sending monthly statement to customers
· Liaison with customer on prompt payment of invoices
b. Market Complexity
Customers are spread in different geographies. Ability to manage relationship and activation of customers across different geographies
· Managing Relationships
· Commercial Planning
· Sales Drivers
· Customer Insight
· Tactical sales initiatives
Purpose of Role
To support the Key Accounts Manager in the achievement of the unit’s & GNPLC/Diageo’s business objectives through the effective management of designated outlet(s) including driving sales growth, market share growth, share of visible inventory (SOVI), in-outlet execution, promotions and other key accounts programmes in assigned outlet(s).
Top 3 Accountabilities
- Availability of all listed products, all pack sizes and formats in assigned outlet(s)
- Sales volume growth. Market share growth is achieved via adequate forward stock, dominant share (share equal to or higher than rate of sale) of available space(s), cold and ambient merchandising and excellent execution of promotions.
- Activation and brilliant merchandising of promotional activities to ensure strong visibility in the outlet(s)
Qualifications and Experience Required
§ B.Sc with minimum 2 years sales experience.
§ Strong candidates who have strong tenacity to learn, but without the prerequisite experience may be considered
§ Direct experience of Diageo Way of Selling capabilities with a focus on Sales Driver execution at the point of purchase, managing relationships including structured call, persuasive selling and brand passion
§ Good oral and written communication skills
§ High degree of integrity
Barriers to Success in Role
§ Poor planning and organisation
§ Poor understanding of category
§ Poor relationship with outlet staff and other internal functions
§ Low level of drive or personal leadership
§ 80 % field-based
§ Will be required to work at weekends and some public holidays.