For Diageo to achieve its ambitious growth and profitability agenda across the world, markets need to transform the way they develop, plan and execute their commercial plans.
There is a particular focus required on customer planning, customer performance management and revenue management to increase our current performance by delivering a sustainable balance of volume and price / mix growth that drives value for Diageo, our customers and their customers.
This role will elevate the importance of customer , and customer plans, to the same level as brand and brand plans have today.
Additionally, it will embed a holistic Net Revenue Management (NRM) approach within our company processes.
Our approach to NRM at Diageo aims to ensure we plan, execute and track to deliver a sustainable balance of volume, price and mix :
Our products are optimally priced by channel & customer to drive revenue and shopper behavior goals
Our pack & format architecture is structured to meet key consumption occasions and shopping missions across all channels;
pricing & promo mechanics between pack types maximizes revenue and shopping behavior goals
We are making choices about which parts of our portfolio to drive in which channels / customers to win profitable share (through distribution, assortment, and promotion investment decisions)
Our trade spend investment is effective and efficient to drive desired shopping behavior goals and maximize revenue for Diageo and its customers
Our trade terms structure supports our commercial strategy; we are making trade investment level choices based on this strategy
Top 3-5 Accountabilities :
The NRM Head will therefore be expected to;
Partner with local senior stakeholders to embed NRM ways of thinking and processes into the local market Planning and Business Performance Management routines, grounded in an analytical approach
Act as a mini GM of a multi-functional team to develop and execute holistic business plans that drive a sustainable balance of volume and price mix growth using the outputs from NRM thinking and processes (including headline price, pack & format architecture, trade & portfolio mix, promo effectiveness and trade terms).
Understand and make decisions based on trade-offs between market share, volume, sales, price / mix and profit.
Help drive joint value creation conversations with our Customers by grounding our thinking in driving value for Diageo, our Customers and their customers based on shopper insights
Along with the market team, deliver market results, including price / mix.
Partner with Global NRM to grow capabilities and share best practices
Qualifications and Experience Required :
A min of 6 years Senior Commercial experience
Strong analytical / modelling capability
Commercial Planning / Pricing / Trade Spend Optimization / M&E experience
FMCG pricing expertise and experience of trade investment management is a distinct advantage.
Able to command the respect of General Managers and cross-functional teams across Diageo through their experience, know-
how, influence and relationship building skills.
Courageous able to take tough decisions and hold others to account
Experience of driving change initiatives as a member of a team
Ability to prioritise and make tough decisions in the interests of Diageo
Experience of project management
Able to build strong relationships, with good stakeholder management, alignment and influencing skills