Purpose of role :
Lead and deploy the Sales Capabilities Strategy into the Market in order to become a fully capable Internal (CMO, On Trade, Off Trade, Operations) Sales Organization;
ensuring that our people functional will grow ahead of what the business demand to double our Business.
Key enabler for embeding new Execution Capabilities model among the Team and demand Organizational improvements to assure we have the right people, systems and capabilities to ensure sustainability and progression in service of the Performance Ambition.
Identify needs, designing and requesting what is required to enable teams to became fully capable.
Top 3-5 Accountabilities :
Strategy and Planning :
Envision the future for the Organization and people to build a clear path and picture of success to achieve our Performance Ambition.
Capable to connect commercial agenda and capability strategy in a simple plan that can be executed by the Commercial Organization (internal & external)."
Externally focused in the commercial strategy design & guarantee execution
Uses strong understanding of external environment to ensure that training, coaching and other interventions add value and are appealing to the Commercial Organization.
Ensure brilliant execution of the Capability road map across the Sales Team.
Constant field work with executives, managers and Customers to identify needs and ensure that the Capability Road Map still valid and updated in both pillars."
Key stakeholders Management :
Capable to influence and engage senior leaders of the Organization to remove roadblocks and ensure that Capability strategy comes to live.
Influence and Support sales leaders to drive and execute Capabilities Strategy for total sales organization through livership and aas Faculties
Partner with TL's & L5's to play as a team member and drive value for them and the business."
Network building :
Influence and Support sales leaders to drive and execute Capability Strategy thru them. "
Team enabling :
Develop and manage information systems to ensure tracking and improvement of the individual and organizational commercial capabilities development. (Idevelop)."
Coaching and Development of others (L4's and L5's) :
Lead functional coaching for all L4 leaders in Sales.
Support Sales Faculty to drive and execute capabilities programs.
Design, align and track Sales incentive program (SIP) : Lead SIP conversations together with Reward to ensure the accomplishment of the policy
Qualifications and Experience Required :
Bachelors in BA (or similar)
More than 5 years of Commercial experience (On or Off Trade) and at least 1 previous assignments as L5 (manager).
Experience managing, training and developing people.
Excellent influence skills.
Fully capable in Diageo Way of Selling
Proven analytical, planning and negotiation skills, as well as strategic thinking
Understanding of multifunctional interdependencies within Diageo and high collaboration skills
Demonstrate proactivity, initiative and determination (always work with sense of urgency)
Excellent written and verbal communication skills
Manage priorities properly
Advanced English Level