Job Description : ROLE PROFILE
Role Title : Sales Supervisor (Traditional Channel)
Reports To : KEY ACCOUT MANAGER TRADITIONAL CHANNEL, Perú
Purpose (Key reason why the organization requires this role. . . why the role exists) :
The Sales Supervisor in Peru is responsible for :
Execute the Commercial strategy of Diageo in a specific region / area to achieve volume Sell out / Sell in, NSV y Cash, Execution standards (brilliant execution), distribution and DOH targets
Establish a strong collaborative relation with customers to create a sustainable partnership with right focus and relevance to BTC
Understand both channels (Off Trade & On Trade), category, and competition dynamics to lead right interventions to drive best performance.
Market Context (Key information about the market) :
Our ambition is to be the best performing; most trusted and respected CPG Company in the world. A large part of this ambition will be achieved through building amazing distributor relationships, developing a culture of simpler, faster, better’ and working cross functionally and with distributors to provide an unparalleled brand and retail proposition at the point of purchase in market
PEBAC is a business unit formed by 5 countries (Peru, Ecuador, Bolivia, Argentina, and Chile) with similar market contexts, trends and opportunities across them.
simplify our operating model in order to cope with the usual environmental volatility and, develop route to consumer partners willing to integrate and create superior holistic value whilst transforming the way we develop their commercial standards.
A flexible organization with an integrated winning and productive mindset will be main lever to achieve our ambition.
PEBAC main guiding principles are : Focus, Agility and Scale to Transform Growth. Focus on CGT (Casual Get Together) and SO (Special Occasions) Occasions, defining what matters for consumers, customers and shoppers and maximizing execution rather than development.
Agility to speed decisions through true sell-out to outperform competition on shelves and learning fast to maximize investments and growth.
Scale is about great platforms executed brilliantly, joint-up with partners to expand footprint and ROI to build a recruiting machine, every day everywhere.
Decision Making ( Please provide two examples of the kinds of decisions your role is expected to make and the degree of assistance, risk, or speed associated with those decisions.) :
Plan and execute key activities with CMO and customer to drive Sell out, Sell in, correct handling of stock levels, execution and distribution performance.
Lead every negotiation related to our investment plans with customers in order to maximize benefits for both Diageo and customers.
Ensure brilliant execution of Diageo plans and platforms at the POS influencing customers and 3rd parties involve (merchandisers,etc) according to the execution standards defined for off trade channel.
Financial Responsibility (What responsibility does the incumbent have for Budget / Financial / Trading Profit / Unit Volume’ Use specific dollars or units.) :
Ensure all TS and A&P investment communicate and executed with our customers follow the internal planning and approval processes - no customer complains
All budget are met according to plans in conjunction with CMO and Finance teams
Manages own T&E.
Owns the Sell out and Sell in (Vol and NSV top line performance)
Deep understanding and responsible for Measurement and Evaluation (Pre&Post M&E’s) in order to target the right investment to maximize ROI whilst delivering for our consumers, shoppers and customers (Athena adoption).
Leadership Responsibility (List functional, project, operational or market responsibilities; include the number and bands of employees supervised, including those supervised through subordinates.
List role that incumbent will report to :
The role reports to the KAM of Traditional Channel Peru.
The role does not have direct reports, but needs to be able to influence and build strong relationships with distributor partners (customers) at all levels of the organization (management and sales force), external agencies and Diageo functional teams (internal & external stake holders).
Key Outputs / Deliverables (Identify the key results produced through listing the primary five to seven duties and responsibilities of your role.) :
Deliver AOP targets related to NSV, Sell Out, Exec Standards, Share, SIT and Overdue
Drive Sell out, Sell in, Execution, distribution and overdue performance in line with our objectives
Lead the customer plan definition, yearly process to establish a specific plan in line with the channel plan and marketing plan
Lead the JBP agenda with customer (strategy alignment, target setting, key initiative, monthly review)
Mastery of Diageo Sales drivers (QDVP3)
Embrace Athena tool using in the correct time to plan and execute investment with customer, 100% embedded culture of Pre and Post M&E
Lead training and capabilities agenda with customers
Align and define a JUBP with top customers
Develop, propose and execute commercial plans to enable new business opportunities
Lead 3rd party merchandisers to ensure Min Exec Standards
Ensures full compliance with CARM, Diageo Code of Conduct and DMC.
Performs other related duties as assigned.
Qualifications and Experience Required
Bachelor’s Degree required in Business or related field.
English and Spanish required.
Minimum 3 years of experience in sales and / or customer marketing / trade marketing areas with specific experience of distributor based businesses.
Understanding about how the total sales organization operates and how to drive its effectiveness.
Ability to build relationships and work collaboratively internally and externally with good influential and negotiation skills.
Ability to work around and within a variety of different market conditions and demographic factors.
Strong analytical, presentation and project management skills.
Proactive, self-motivated, tenacious with commercial drive and commercial curiosity.
Excellent knowledge of Microsoft PowerPoint and Excel.
Flexible working options
Role is based in Perú.
This role requires a strong presence in Field with extensive and regular trade visits.
Worker Type : Regular