Descripción del puesto:

About the Function

Sales is where our brands meet the real world. 

This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter everywhere. 

It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day. 

About the role

Manage and grow an assigned portfolio of strategic On-Trade customers by building strong customer relationships, identifying commercial opportunities and ensuring Diageo brands win consistently at the point of consumption.

Work in close partnership with distributor teams and internal functions to translate customer plans into outstanding availability, visibility, activation and execution while strengthening Diageo's direct connection and influence within the trade.

You will be responsible for:

1. Manage & Grow Priority On-Trade Accounts

Build strong relationships with assigned strategic customers and develop clear account plans that identify opportunities to grow Diageo brands, distribution, visibility and value. Maintain deep understanding of customer priorities, outlet economics, competitive activity and evolving consumer occasions.

2. Lead Account Planning & Support Commercial Negotiations

Lead account-level commercial discussions within agreed parameters and support the Commercial Manager on larger strategic negotiations and Joint Business Plans. Translate agreed commercial terms into clear actions and ensure commitments are delivered across Diageo, the customer and distributor.

3. Drive Brilliant In-Outlet Execution

Partner closely with distributor sales teams, Customer Marketing, Marketing and Advocacy to translate customer plans into outstanding execution. Monitor availability, visibility, menu presence, activation, advocacy and agreed execution standards and address gaps rapidly with the relevant partners.

This maintains the generic JD's emphasis on maximizing reach, availability and growth through strong understanding of On-Trade dynamics and consumption occasions.

4. Identify Growth Opportunities & Optimize Investment

Use customer, consumer, competitor and outlet insights to identify opportunities across portfolio, occasions and activation. Track customer performance and commercial investments and recommend actions that strengthen effectiveness, profitability and return.

5. Build Market Proximity & Customer Advocacy

Act as a strong Diageo ambassador within the On-Trade community, building relationships with customers, outlet owners, bartenders and hospitality stakeholders. Bring external insights and opportunities back into the organization and collaborate with Marketing, Customer Marketing and Advocacy to create distinctive customer and consumer experiences.

About You

• Degree in Business, Marketing, Commercial Management or related discipline.
• Typically 2–3+ years of relevant sales, account management or commercial experience, ideally within FMCG, beverage alcohol or hospitality.
• Strong understanding of On-Trade environments including bars, restaurants, hotels and nightlife.
• Experience managing customer relationships and commercial discussions.
• Strong understanding of account planning, sales fundamentals and outlet execution.
• Ability to work effectively alongside distributor and third-party sales organizations.
• Understanding of pricing, promotions and trade investment fundamentals.
• Strong commercial numeracy and ability to use customer and sales data to identify opportunities.
• Strong communication, relationship-building and influencing capability.
• High external orientation and passion for customers, brands and hospitality.
• Ability to operate independently, move with pace and find solutions in dynamic market environments.

Working with Us

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package including: 

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible.

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team.

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win.

Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more.

Ready to bring your best? This could be your opportunity.

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.

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