Head of Commercial Operations at Diageo

Reports To: Commercial Director

Leadership Responsibilities:

• Be Authentic – Stand for what you feel is right for the individual, team and market on a National basis to ensure a solution fit for the market and Diageo globally while building and sustaining trust with others through real relationships
• Find Solutions – Overcome objections by crafting ideas and opportunities to enable you and others to go beyond the existing situation. Stand in the future for both the market and Diageo to shape that future. Work within and outside of established approaches
• Connect to the Diageo purpose – Be an ambassador for the development of team’s capabilities. programs Passionate about delivering results through others to drive significant business benefits
• Manage people for success – Build alignment and commit to delivering outstanding relationships. A great coach who creates a proactive, supportive and ambitious climate of individual development where excellence is expected. Set performance objectives, which direct individual/Teams contributions toward business objectives. Manages change sensitively by giving clear directions and encouraging others to approach him during times/issues of uncertainty. Demonstrates strong one to one coaching capability
• Consistently deliver great performance – Move effectively between the strategic and operational detail. Stay focused on the priorities and demonstrates difficulty and brilliant execution. Builds timeframes and allocates resources to address capability gaps. Advices on capability strengths and development areas across the Sales function
• Grow yourself – demonstrate self-awareness and commit to growing your own capabilities. Actively seeks feedback and acts upon it

Functional Capabilities:

• Being A Great Partner: Experienced
• Commercial Planning: Experienced
• Sales Drivers: Experienced
• Insights: Experienced
• Trade Strategy: Experienced

Purpose of Role:

Building a clear commercial strategy and plans for the short, medium and long term to protect and grow KBL/UDV volumes and market share, monitoring of commercial team performance, coordination of sales operations (OTIF),

Coordination of all sales projects including automation and Benchmarking against great commercial practices across Diageo markets and other industries.

To provide leadership in supervising commercial performance metrics and global commercial reporting, clearly articulating opportunities to help close business gaps. Working with business leaders to identify market trends that impact performance with a lens on the competitive landscape

The role is a key leadership position in KBL and is expected to work as part of a cross functional team encompassing Customer Marketing, Marketing, Finance, Category Management, Field Sales, Customer service, Coupa, Supply chain and logistics. The incumbent requires an understanding of how the total KBL market dynamics play and how KBL can leverage and unlock business growth.

The role holder needs to build alignment across a number of collaborators and trade partners, leading to significant step change in commercial effectiveness through the team as well as the wider organization.

TOP 3-5 Accountabilities:

• Coordinate all sales projects - Sales Force Effectiveness Automation, Analytics, Commercial Standards, Scorecards and ensuring that the desired results are achieved whilst promoting a culture of continuous improvement in the function.
• Orchestrate the Controls and Compliance workstream for the Commercial team and ensure compliance and effective use of processes in the work environment.
• Supervise current and emerging trends in the commercial front end of the business, recommending and pushing through breakthrough strategy that affects sales execution
• Sales growth driver – development, measurement and tracking (3rd Party Audit Analysis) and performance insights, market & competitor monitoring, analysis and reporting whilst developing Commercial Insights.
• Assessment of team capability to deliver, recommending, selecting and implementing training programs for field teams. Liaison for functional training with HR Business Partners and support in consequence management.
• Management of the Commercial Strategy& Operations Team to deliver superior operational support to the EABL commercial department, within stipulated annual budget.

Qualifications and Experience Required

Qualifications:

• A bachelor’s degree in business administration or related field

Experience

• At least five (5) years Sales or relevant Industry related experience in FMCG, ideally beverage related with experience in dealing with Customers at all levels
• Experienced in Significant portfolio and category knowledge which is applied to understanding how best to service both customers & consumers
• Ability to recognize business critical activities and ensure organization is fully lined up to support.
• Ability to translate business objectives in to benefits for customers and consumers in a compelling commercial argument

Diversity statement

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don’t let anything stop you from applying.