Luxury Commercial Sales Manager

5 months ago

Edinburgh, United Kingdom Diageo Full time

Job Description:
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.

We have identified an opportunity to accelerate our luxury agenda by our Premium and Super Premium market share and NSV. To achieve this, we have created a dedicated luxury business unit in our GB Market to build distinctive iconic luxury brands and implemen via strong customer partnerships in all channels. This business unit will be the experts for all things Luxury with strong partnership, strategic vision, brand passion and desire to shape the future with us. This is a dynamic and exciting opportunity with a massive growth ambition to work with iconic global luxury brands.
- More about Diageo is available at its web site:

- ROLE DIMENSIONS
- This role is a key leadership role, reporting to the Head of Luxury On-trade and responsible for growing the P&L of the most premium outlets in the GB on trade. It leads a team based in Scotland, comprised of Key Account Managers, Activation Executives and Customer & Culture Marketing Managers. You will lead a hard-working and motivated team who build strong customer relationships and grow our brands across your region.

In this role you will be the personification of Diageo’s ambition: to become the world's best-performing, most-trusted consumer goods company and build category-leading partnerships with industry-leading outlets. We are looking for someone with a sophisticated sense of style, who can present themselves and our products to reflect the luxury brand's image and values.

The Luxury On trade team plays a crucial role in transforming Diageo’s presence in the top 10% of on trade accounts, connecting our brands with luxury consumers in these outlets. The CSMs will take on a leadership role in a transformational journey as Diageo step changes its luxury ambition.
- TOP ACCOUNTABILITIES-
- Responsible for driving the internal P&L delivery and external market share growth of the Diageo Luxury portfolio in the region. Lead the team to executional success by providing the strategic direction for region, using market knowledge and outlet data to build plans to win share and deliver exponential on-trade P&L growth.-
- Partner with the Diageo Luxury Marketing team to put our brands in the heart of culture by leading activation in outlets, driving talkability and availability.
- Build and hold senior level relationships with the owners / managers of the key retail groups in your account file
- Deliver against the distribution and execution targets each month, quarter and year.
- Create and foster an inclusive team culture that inspires and shapes the future of the channel to develop world class customers relationships.- IDEAL EXPERIENCES / QUALIFICATIONS / CAPABILITIES-
Leadership commercial experience in Luxury product categories or high-end accounts in the On-trade is preferred.
-A proven track record of managing multiple influential retail customers and building brand new opportunities, you will need previous experience in this sector to succeed.
-Deep understanding of what is important to influential on trade GB customers and using this insight to drive the creation and execution of a clear and powerful commercial plan.
-Finger on the pulse of what is happening on the ground in both on-trade and third space venues, and brilliant relationships with key influencers in the industry.
-Experience building and activating luxury brands in conjunction with central marketing teams, demonstrating a clear brand building capability and robust decision making across commercial and marketing levers.
-In depth category knowledge across spirits and the alcohol (& non-alcoholic drinks) categories. Passion for premium and Super premium brands, customers & consumers.
-Advanced negotiation and customer relationship building skills
-Robust commercial understanding, P&L literacy - highly developed numerical and analytical skills and ability to derive insight from data. Demonstrate deep personal accountability for performance.
-Ability to forge strong and effective cross-functional team relationships and confidently interact with senior collaborators internally and externally to deliver business outcomes
-Effectively networked, to manage multiple external customers and collaborate with internal partners to build value for them.
-Proactive and entrepreneurial approach to grow existing and win new customers ahead of our competition

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