Job Description :
Role Title : Key Account Manager NI
Location : Northern Ireland
Grade and size : Level 5
Travel requirements : Local
Context / Scope :
Diageo NI is one of three commercial units in Diageo Ireland. It operates across both on and off trade channels in a very dynamic and competitive market environment.
This is an exciting and key role within the NI THT and be part of a highly successful team that has grown the business by 85% over the last 4 years.
This role will give the successful candidate accountability for a number of key accounts across the RTM sector , taking ownership of customer P&Ls and develop strategic plans through insight that meet our customer and consumer demands.
Best in Class Customer Management
Compelling customer propositions that deliver and maximise sustainable profit delivery
We are the supplier of choice with the customer as we deliver brilliant customer service at every touch point and are known for our agility : We are easy to do business with
The customer has deep trust in Diageo as a result of our clear trading terms and our collaborative and efficient approach to query resolution
Diageo return consistently maximised through customer terms, pricing and promotional investment
Adherence to consistent business processes and clear ways of working allows us to be agile and always deliver brilliant programmes which meet the customer timelines.
ROI maximised through properly controlled and managed customer P&L in line with Trade Terms architecture and within PETI tramlines
Winning at the Moment of Choice in Key THT Retailers
Achievement of Distribution, Space and Visibility objectives
Brilliant Activation of promotional, shopper and innovation plans
Customer Value chain management :
Determines the best opportunities to manage cost and maximise value at an account level
Resolution and closure of all customer claims and disputes
Determine when and how free issues will be issued to the customer
Accurate and timely approval of rebates, invoice claims and deductions
Key Performance Indicators
Own customer P&L, understand the levers that influence it
Manage / Lead customer to growth through compelling Joint Business Plans with customer and consumer insights
Accurately forecast and deliver planned customer volumes & financials (annually, quarterly and monthly)
Beat the competition in key battlegrounds (On Trade Spirits & Independent Take Home Trade)
Execute customer and consumer activities brilliantly - 100% implementation
Strong ownership of the day-to-day customer relationship through effective negotiation, persuasion and conflict management / resolution skills
Creates the conditions for a strong relationship with the customer through great cross-functional behaviours and ways of working
Ensures that all customer data and information required to support the customer relationship is rigorously and robustly managed
Development and delivery of customer plan
Ability to work in a pressurised environment and successfully manage multiple projects
Thorough orchestration of all aspects of programme activation with rigorous attention to detail
Ability and confidence to make the necessary informed recommendations required to ensure activities are successfully delivered
Accurate and timely management of Fiscal Budgets
Operates within a clear structure to report and capture 100% accurate data on trade investment
Has a brilliant relationship with both credit and decision support functions to ensure risk to margins and customer payments are managed
Ability to switch effectively between strategic longer term thinking and short term ideas
Generate ideas grounded in a deep understanding of customer requirements and manage them through to successful execution within defined budgets.
Manage people for success
Able to coach others in sales drivers and managing relationships.
Build and sustain trust and openness with others through strong cross-functional relationships
Consistently deliver great performance
Take personal accountability for beating the competition
Deliver brilliant execution at all times and work within the commercial timelines and relevant business process guidelines
Essential Experience requirements
5 years of sales experience, ideally with FMCG background.
Commercial or relevant management experience.
Full clean driving licence
Organisation : The role reports directly to the Channel Manager THT
Worker Type : Regular
Primary Location : Capital House
Additional Locations :
Job Posting Start Date :
As a global leader in beverage alcohol, our 200+ brands are part of everyday celebrations in over 180 countries. Our ambition?
We want to be one of the best performing, most trusted and respected consumer products companies in the world.
Ever since Arthur Guinness took out a 9,000 year lease on a Dublin brewery, some 250 years ago, we became a business that is defined by the character of the people who work here.
It took immense character from Alexander Walker to convince the captains of every ship in the port of Glasgow to take crates of Johnnie Walker to the four corners of the world. Today, nothing’s changed.
We’re proud to be more than 30,000 talented people. While they make our iconic brands ever stronger around the world, we help them go further than they thought possible.
In fact, we’re helping to define their career growth through stretching roles and exciting development opportunities.
Diageo is where you’ll find a wide variety of personalities, experiences and perspectives, wherever you’re based in the world.
It makes for a stimulating and rewarding working environment, where everyone can flourish.