Head RTC & New Business

at  Diageo

Job Description :
Diageo is the world’s leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. With over 200 brands in 180 countries and a global network of entrepreneurial individuals, our teams blend a diverse range of experience, knowledge and skills. We connect customers and consumers to our iconic products and create innovative experiences that bring people together to celebrate life.
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 winning a bolder culture working cross functionally and with distributors to provide an unparalleled brand and retail proposition at the point of purchase in the market.
Diageo Mexico has a clear vision of be recognized as one of the top 3 sales forces within the CPG companies and the number 1 in the On Trade Channel.
Diageo is the market leader into the growing categories of Whisky & Tequila. We want to strengthen our position in both categories, but at the same time we have decided to expand our relevance and continue with our value creation strategy by entering in some other categories, such as rum & vodka.
To accurately take on these challenges, we have to accelerate our commercial capabilities in order to be able to exceed consumers & customers expectations and achieve our daring business goals, which include understand and develop customers passionate about middle class consumers, as well as craft the accurate differentiation to strategic customers with the ambition to gain penetration in TBA.
The main purpose of this position is to build a Commercial Transformation strategy that prioritizes the value generation of our RTC through the accurate diagnosis, design and implementation/management of initiatives and alignments to improve commercial, logistical, supply and working capital opportunities, positively impacting share, execution and P&L establishing a competitive advantage to accelerate Penetration in TBA.
Develop a value creation plan looking for new joint opportunities with new or existing partners with the complete customers’ ecosystem mapped, working collaboratively with the extended commercial team, finance, supply, ensuring the right capabilities and resources to carry out the interventions and achieve the established outcomes focusing on digitalization and winning in the point of sale with shoppers and consumers.
These would include to analyze actual Diageo partnerships (MT, Wholesalers, OT) and interaction with new ones including new distribution models (B2C, D2C etc), map From-To overview and how it impacts the commercial ecosystem, assure implementation and P&L changes, outline commercial conditions and execution processes and requirements to the value chain, assure leverage of standard processes, of data and organizational changes required.
In addition, lead and be responsible for Fragmented&B2B&B2C (New Business) Distribution Partners focusing on expanding reach (horizontal growth) and vertical depth (premium execution) while developing our digital capabilities (Diageo One) focusing on main KPI´s as Sell out, Sell in, Coverage, Share, VPO, Execution, GM%, Investments rates, Digital KPI´s, while also building commercial capabilities in our partners.

Responsibilities:

• Lead, handle and develop New Business Channel
• Optimize distribution model to meet the targets that make us reach our ambition of volume, value share and distribution
• Identify new opportunities in the market, exploring potential partners to amplify our coverage and execution while also mapping current RTC (MT- Wholesaler – OT) opportunities to improve value
• Diagnosis and action to guarantee harmony between the sub channels improving Sales, share and Profit
• Define EDGE targets and shared success picture with commercial partners, as well as establish and optimize performance measurement model and POS execution
• Implement Diageo Way of Distributor Management to build the vital capabilities so that our partners are equipped to deliver the ambition
• Portfolio Strategy for New Business definition with CMO&Mkt
• Operational: logistics and operational cost savings opportunities
• Contribute to develop of commercial policies appropriate to the market and defend our policies during negotiations, aligned with our values, principles and processes
• DrinkIQ, Be an ambassador of our Responsible Consumption agenda

Requirements:

• Critical thinking and overview of the business with the capacity to establish a long-term plan for balanced growth
• Must have robust commercial experience, with adequate management and understanding of commercial development platforms such as DWDM, as well as financial P&L and Working Capital on projects and their impact on the company’s results.
• Experience in change management and development of RTC strategies (RTC - Route to Consumer).
• Requires a high level of leadership, capable of working collaboratively with other areas and functions within Diageo.
• Must influence other areas, external partners and clients to implement new processes and acquire results.
• Negotiation and persuasion skills with internal and external clients.
• Good analytical skills and knowing how to obtain the right information and make things happen in the organization.
• Capacity to develop project management, business and financial skills
• Languages Fluent Spanish and English
• University degree with a minimum of 8 years of experience
• High influence on CMO, Mkt, Finance, Supply

Flexibility
This is key to success in our business and many of our staff work flexibly in many different ways,. 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.
Worker Type :
Regular
Primary Location:
Mexico City
Additional Locations :
Job Posting Start Date :
2024-06-1

• Lead, handle and develop New Business Channel
• Optimize distribution model to meet the targets that make us reach our ambition of volume, value share and distribution
• Identify new opportunities in the market, exploring potential partners to amplify our coverage and execution while also mapping current RTC (MT- Wholesaler – OT) opportunities to improve value
• Diagnosis and action to guarantee harmony between the sub channels improving Sales, share and Profit
• Define EDGE targets and shared success picture with commercial partners, as well as establish and optimize performance measurement model and POS execution
• Implement Diageo Way of Distributor Management to build the vital capabilities so that our partners are equipped to deliver the ambition
• Portfolio Strategy for New Business definition with CMO&Mkt
• Operational: logistics and operational cost savings opportunities
• Contribute to develop of commercial policies appropriate to the market and defend our policies during negotiations, aligned with our values, principles and processes
• DrinkIQ, Be an ambassador of our Responsible Consumption agend