Head of Modern Trade
Taguig City, Philippines
2h ago

Job Description :

Our South East Asia (SEA) market has the ambition to be the most respected premium alcohol beverage player in all the markets in which we operate, with undisputed leadership in our premium and core brands as well as an appetite to launch new products at scale.

Philippines is a highly attractive market for Diageo with strong long-term potential. It has an exciting macro environment with strong GDP growth at 7% per annum and a young & growing population.

It is the second largest spirits market in South East Asia with robust growth.

Diageo is the clear leader in the premium international spirits category in the Philippines and our ambition is to double our business over the next 5 years.

The Head of Modern Trade is responsible for developing the strategies and overseeing the execution of business plans to consistently deliver sales, distribution and financial targets in the Key Accounts channel.

The Head of Modern Trade leads the Key Accounts Team in planning, coordinating and implementing company and customer-initiated programs consistent with the Commercial strategies to target in home consumption occasions.

In addition, the role is also responsible for the team and talent development in the channel.

Customer Management

Maintains and nurtures strong, influential partnerships with customers through regular engagements with decision-makers, business reviews, planning sessions, trade visits, and other meetings as needed.

  • Sales achievement
  • Pricing compliance
  • Accounts receivables
  • Customer satisfaction
  • Brand and Share Growth

    Works closely with Customer Marketing for the alignment of brand strategies in the channel and oversees the team’s efficient and effective execution / implementation of trade programs, 365 Essentials, and promotions in the stores covered.

    Ensures that the team meets standards set in the Commercial scorecards.

  • Channel distribution
  • Range and availability
  • 365 Essentials
  • Brilliant execution of trade promotions
  • Resource Management

    Ensures the appropriate allocation and disbursement of channel budgets, the evaluation of their use, and their utilization according to company policies.

  • Trading Terms
  • Evaluation of customer investments / profitability
  • Channel M&E
  • Business Analysis and Growth Planning

    Creates an annual growth plan for the channels utilizing a thorough understanding of and insights about the company operations, customers’ business objectives, shopper & consumer behaviors.

    Ensures that the company and Commercial strategies are cascaded to and utilizes monthly cycle meetings to monitor progress, identify opportunities, and determine necessary courses of action.

  • Forecast accuracy
  • Business reviews
  • Annual channel growth plan
  • Market Intelligence

    Coordinates the team’s effort to obtain market information relevant to the development of category and channel strategies and tactics.

    Maintains a keen awareness of competitive activities and channel trends.

    Aligns with internal business partners to execute programs, address issues or develop process improvements that aid the smooth delivery of goods and services to customers in the channel.

    People Development

    Responsible for the channel’s organizational health and individual team members’ performance and development. To be able to identify both team and individual learning priorities, and partner with HR for resourcing the appropriate interventions.

  • Team and Talent Development
  • Compliance to performance management and development processes
  • Organizational health / engagement
  • Succession planning
  • Policy & Process Compliance

    Ensures the team’s compliance to all Commercial policies, company regulations, standards and guidelines.

    What You Need to Bring to This Role

  • Business degree qualification essential. Preferably with Post-Graduate.
  • At least ten years sales / commercial experience, ideally within consumer goods and / or retail environment.
  • E-commerce / Digital channel handling experience
  • Sound understanding of category management and the implementation of customer programs.
  • Excellent interpersonal and leadership skills. Able to manage multiple stakeholders, delivering across company, brand, and customer objectives.
  • Ability to create and inspire a team to create cut-through plans and ideas that generate results in a complex environment.
  • Strong influencer and negotiator able to adapt to different styles and personalities.
  • Strong analytical and strategic planning skills.
  • Ability for complex problem-solving and decision-making, even in ambiguous situations.
  • Passionate about brand, company, and personal success.
  • A fast learner who adapts quickly to changing circumstances.
  • Proficient communication skills : oral and written business correspondence, presentation planning and delivery
  • Intermediate MS Office capabilities : Excel, MS Word, Powerpoint
  • Comfortable with the use of technology and mobile tools
  • Intermediate driving skills and has a valid driver’s license
  • What is it like to work for us?

    We are an organisation that creates products that are part of celebrations, and our culture reflects this. Our culture is rooted in a deep sense of our purpose and values, our personal connections to our brands, our relationships and our passion to win in the marketplace.

    Our values are not just words on a page. They underpin our business and guide how we work : we are passionate about our customers and consumers and want to be the best.

    We give each other the freedom to succeed and value each person’s contribution. Pride is a source of energy for our company.

    We work hard so we can be proud of what we do, and how we do it. We have an amazing new office designed with living rooms, collaborate design spaces and an amazing bar and pantry for you to hang out, work and relax.

    Worker Type : Regular


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