Head of Route to Market Channel

Purpose of Role

• The role is responsible for shaping the trading strategy and for the delivery of customer performance and growth, through developing and leading the key account and field sales teams.
• Leadership of the customer agenda and developing the team's capability in the creation of joint value with customers through interaction, negotiation, selling, and joint planning are key deliverables.
• Member of Commercial Leadership team accountable for holistic performance of commercial team and creating a world class commercial organization that is playing to win
• Develop customer and channel strategy to position Diageo to win
• Drive Customer strategy through Diageo's S&OP process
• Develop truly world class collaborative customer partnerships through world class account plans, joint business plans
• Management of profit and NSV targets – "owning the numbers"
• Deliver value market share targets
• Preferred category partner to our Top 5 strategic customers
• End-to-end accountability for managing 3rd Party Merchandising team in support of performance
• Mastery of Net Revenue Management in support of performance
• Support supply chain collaboration to significantly reduce complexity and improve service levels to our customers
• Embed strong culture of accountability for performance throughout Off-Trade Key Account Management Team: KAMs always understand exactly where they are on performance and are leading interventions to underwrite success.
• Grow, develop and motivate the sales organisation behind a clear, simple and powerful customer / channel strategy.
• Effective management of external 3rd parties to deliver commercial targets
• Develop and orchestrate end-to-end relationships via a cross functional network within Diageo and the customer base
• Drive and measure the highest standards of execution for all specified channels.
• Obtain and apply facts and data, driving excellence in planning, decision making and performance measurement and taking corrective action as required.
• Shopper and category insight-based decisions, resulting in powerful and breakthrough category strategies
• Establish suitable reporting to ensure sales out interpretation and development of corrective action plans.
• Attract, retain and develop best-in-class commercial talent

Qualifications

• Suitable degree.
• Business qualification will be advantageous.

Experience

• Minimum 10 years' commercial experience in the following areas -
• Different channels and different levels of customer sophistication e.g. National Accounts, Key Accounts and Field Sales
• Leadership of large teams operating in complex, multi-channelled settings
• Strong knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development
• Track record of success in highly demanding sales organisations FMCG
• Negotiation and conflict resolution with top customers
• Relentless focus on driving and tracking of high execution standards through 3rd party sales force
• Cross functional experience advantageous
• FMCG experience advantageous

Skills

• Inspirational leadership, sound commercial acumen with a proven track record, people management, recruitment/selection, coaching, networking, influencing, communication, selling skills, planning, negotiating, training and development, performance management, problem solving and analysis and high degree of systems literacy.
• High level of accountability and agility

Deadline:21st September,2026