Channel Manager

Diageo - Dublin
new offer (19/09/2020)

job description

Job Description :
Role Title:
Channel Controller
Travel requirements:
The Channel Controller role is an influential commercial leadership role within Diageo taking ownership for creation, management and implementation of the Channel strategies based on customer, shopper and consumer insights.
Senior point of contact for Diageo and responsible for developing a relationship network with each of the key customers as well as managing the senior interaction between both businesses as required
Management and development of a team of direct reports (Account Managers)
Ensures all agreements and contracts comply with Diageo legal guidelines - understands and proactively supports DMC principles
The role requires close working with other Channel Director/Channel Controllers/Commercial Manager and Account Managers, as well as other key support functions such as Brands, Supply, Finance, Sales Operations and Customer Marketing
This role requires strong leadership capabilities and will play a significant role in the development of the country strategy as well as in the capability build of our people
Key Outcomes:
Delivers Channel NSV, Trading Profit, Cash and Share Targets
Leads the negotiation of commercial arrangement within the guidelines of the Trade Terms
Utilises customer, shopper and brand insights to develop compelling customer propositions that create mutual value and are measured through delivery of the commercial goals along with being recognised as a top supplier by customers within the channel.
Manages and achieves effective sales strategies for the Account Portfolio to ensure success against KPI?s and to constantly improve Return on Investment.
Measures and evaluates all sales driver activity, customer satisfaction and communicates results internally and externally.
Ensures that performance reporting systems are used to forecast, monitor and manage the business.
Understands consumer strategies for all core Brands and persuasively negotiate their introduction with customers. Through the effective use of all Diageo tools ensure preferred supplier status, competitive advantage and category captaincy to deliver mutual benefits and results.
Leads the negotiation of commercial arrangement within the guidelines of the Trade Terms.
Aware of broader commercial impacts of decisions, able to work within brand and channel rules, always focussing on best result for Diageo overall
Decision maker for:
Channel Strategy:
Determines 18mth rolling strategy to ensure we maximise value for Diageo in these customers and deliver our share objectives
Ensure there is a detailed account plan (JBP) in place with each key customer
Determine the relevant sales drivers within each customer/sector to maximise our sales
Develop solutions and new ideas based on customer and shopper insights
Own our Innovation agenda within the sector to deliver incremental growth
Develop new business opportunities for Diageo
Business Performance Mgt:
Utilising all available data to determine accurate forecasts for customers and develop ideas to ensure that commercial targets are met. Lead role in the monthly business cycle in terms of reporting and action planning against KPIs
Customer Value chain management :
Determines best opportunities to manage cost and maximise value with each customer within channel:
Resolution and closure of all customer claims and disputes
Accurate and timely approval of rebates, invoice claims and deductions
Budget accountability:
Channel Responsibility for:
Full P&
L accountability
E and A&
P Management
Top 4 functional capabilities for this role:
Relationship management
Strong ownership of the senior customer relationship through effective negotiation, persuasion and conflict management/resolution skills
Skilled in developing customer collaboration and commitment at all stages of the value chain and ability to negotiate to achieve value
Creates the conditions for an amazing relationship with the customer through great cross-functional behaviours and ways of working
Externally focussed Commercial Strategy Development and execution
Uses strong understanding of external environment to drive the creation and execution of a clear and powerful commercial plans
Unlocks consumer and shopper insights to generate breakthrough performance
Champions compliance and ethics in business delivery
Development and delivery of customer plan
Ability to understand customer requirements and match these to specific Diageo propositions
Makes proactive and reactive recommendations in order to beat the competition
Highly analytical and curious, always looking for opportunity with the ability to search and spin proactively within and outside channel
Brilliant Execution
Mastery in the deployment of programmes and tools that maximise sustainable profit for the territory including trade terms, pricing strategy &
promotional effectiveness
Able to identify and prioritise highest value creating activities and role models RAPID approach to swift, effective decision making.
Effectively balances short and long term performance goals in planning, execution and evaluation of activity
Top 3 leadership capabilities for this role:
Find solutions:
Generate ideas grounded in a deep understanding of customer, shopper and consumer requirements and manage them through to successful execution by influencing internal and external stakeholders
Create the conditions for people to succeed
Provide context to allow people to Think, Decide and Act ? authentic, self driven internal communicator
Build and sustain trust with others through real relationships
Consistently deliver great performance:
Identify clear priorities and focus on them at all times
Take personal accountability for beating the competition
Work within the commercial tramlines and relevant business process guidelines required to execute efficiently and brilliantly
Demonstrate strong-followership of centrally-driven decisions and deliver brilliant execution of template programmes and activities
Grow Yourself
Demonstrate humility;
be open to learning andideas from others. Show self-awareness and know your strengths and development needs. Play and active role on the leadership team contributing to the broader team and the delivery of Diageo Ireland goals
Essential qualifications / experience required
7 years sales experience including at least 4 in an FMCG environment
A thorough understanding / working knowledge of the Irish Multiple sector, ideally within a FMCG environment
Previous responsibility for the deployment and management of substantial financial budgets.
Previous experience in a matrix management environment working with numerous individuals to achieve joint objectives
Proven track record in delivery of commercial metrics and sale growth initiatives
Highly numerical with experience in development of profitable customer propositions
Comprehensive understanding of key commercial measures
Experience of engaging cross functionally and with senior leaders within organisation (externally and internally)
Understanding of productivity measurement and reporting systems.
An ability to build and leverage relationships with customers supported by proven negotiations skills capability
Good numerical ability and understanding of financial measures
Ability to structure and present compelling commercial arguments
Excellent verbal communication and personal organisational skills
Full clean driving license
Worker Type :
Primary Location:
St James Gate
Additional Locations :
Job Posting Start Date :

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Channel Manager

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