On Trade National Account Manager

About us

Diageo is the world's leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, J&B, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose - Celebrating life, every day, everywhere - has an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value.

At Diageo, character is everything. So if you share our sense of adventure, you'll have the chance to learn a huge range of skills and disciplines, and build an exceptional career with us.

About the Role

The purpose of the role is to effectively manage and develop W/S and national accounts in order to deliver the profit, volume, sales driver and brand building objectives, expressed in the commercial plan trough compelling customer propositions that unlock growth opportunities and improve sustainable profit delivery.

In this role you ‘ll:

• Build a sell-out culture for the assigned customer portfolio, appropriately setting depletion targets by customer and setting incentives via trade terms and trade investments that support this shift in focus.
• Contribute to the successful development of commercial plans of high impact
• Build a deep knowledge on customers structure, commercial policies and way of selling
• Develop collaborative & productive relationships/partnerships with key distributors
• Collaborating with Wholesales sales force to identify partnership opportunities with outlets in the territory not already covered by the Account Executives
• Win - Win model taking into account the 3C´s - Customers, Company and Consumer
• Ensure flawless execution of indirect orders from the On-Premise outlets, as well as the smooth service of deals
• Drive maximum ROI from allocated national accounts
• Provide detailed tracking and analysis of financial performance to ensure targets are successfully reached, through necessary course correction as required
• Lead your team of 4 Distribution Executives and 2 KAMs, ensuring smooth collaboration and communication, supporting and developing people and role-modelling to the highest standards of control, compliance and ethics
• Manage the OTC process in terms of collecting sales orders, reflecting sales orders in the Order Entry system, securing credit collection within agreed payment terms and ensuring correct allocation of incoming payment

About You

Main requirements

• Minimum 8 years of experience in a Sales Department - as sales field, customer management and team leader roles, preferably of the FMCG sector/ on trade.
• Experience in managing Wholesalers will be highly considered
• You're an inspirational people manager
• Excellent relationship-building skills, confident and validated communication, team-playing, innovative thinking, results-orientation, high energy, outstanding negotiations skills, good prioritization, focus on total company delivery
• Fluency in Portuguese and English

Working with us
Flexibility

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

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.

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