Commercial Strategy Director
Caracas , Venezuela
hace 1 día

Context / Scope :

Venezuela has been an important source of growth for our business in Latin America and there are high expectations of the market for driving future growth.

Lead this business to future growth within a high volatile environment is very challenging due to economic uncertainty, high devaluation, decrease of purchasing power and increasing competition.

This position demands high levels of awareness of external factors and rapid decision making. The focus of this role is in the excellence of sales, leadership of our Distributor partners, provide solutions to our Distributors and Customers to deliver against the shoppers' expectations, and for the training, development and motivation of the Diageo and our Distributors' sales teams.

Purpose of role :

  • To ensure implementation of Diageo Sales strategy, to achieve the Net Sales Value, Trading Profit and Cash objectives.
  • To provide strategic leadership in terms of developing and executing brand and category strategies to beat the competition and grow the category.

    Top Accountabilities :

  • Develop our Distributors’ capabilities to secure future growth of the business.
  • Protection and development of the image, essence and strength of the brands to maximize their value.
  • Lead development and execution of the agreed Sales promotional activities for the market unit.
  • Responsible for debit & collection and cash flow together with the Financial Director.
  • Gather and input competitor intelligence.
  • Provide functional leadership in Sales and is responsible for the development of the pool of Talent for the function.
  • Optimization of RTC
  • Qualifications and Experience Required :

  • University degree preferably, in career pertaining to Trade Management, Marketing, Sales.
  • Wide knowledge and skills concerning massive consumer goods sales operations, including managing accounts, sales and distribution systems and processes.
  • Detailed knowledge of personnel management, supervision, motivation, training and development.
  • Knowledge of the liquor industry, and of each Distribution channel in the market.
  • A detailed knowledge on Distributors development, brand, management by category, key accounts, merchandising.
  • Excellent planning, organization, communication and managerial skills.
  • Strong leadership skills.
  • Working knowledge of English and Spanish.
  • Clear ability on how to efficiently and effectively manage resources.
  • Excellent analytical and numerical ability, regarding the analysis of sales financial, marketing and budget reports.
  • Proven experience in sales at high-level management in important FMCG companies.
  • Proven experience in personnel management, assessment, training and development.
  • Proven experience in developing and optimizing efficiency and effectiveness in Distributors.
  • Proven experience in customer management.
  • Experience in teamwork with other departments.
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