Strategic Account Manager, Diageo
On Trade
Office located in St James Gate, Dublin
Alcoholic beverage company
Open for applications
Alcoholic beverage company
1001+ employees
Open for applications
Office located in St James Gate, Dublin
1001+ employees
Company mission
To be one of the best performing, most trusted and respected consumer products companies in the world.
Role
Who you are
- 3 years of experience in an Account Management role preferably within the On trade
- An externally curious mindset- constantly seeking new opportunities and staying informed on industry trends - while possessing drive and ambition to succeed in a competitive market
- Ability to experiment and learn from past experiences to continuously improve investment strategies while taking calculated risks for the benefit of the company
What the job involves
- At Diageo, we do Sales differently
- We’re the best beverage alcohol company in every region of the world, including internationally-recognised brands such as Baileys, Guinness, Smirnoff, and Johnnie Walker
- This is your opportunity to build new ways to share and celebrate our truly iconic products across the globe
- Our strategic customers account for 16% of the total On Trade and are growing
- These bigger customers are actively growing their portfolio of pubs and business interests
- In this position, you'll play a key growth role within the On Trade organisational structure and highly influence the trade, requiring the highest level of commercial competence, negotiation, relationship management and planning capability – a black belt commercial leader and a consultant to the trade!
- Report into the Head of Commercial for Dublin City and Strategic Accounts
- Write both the strategy and annual Joint Business Plans for their customers covering customer engagement, investment, product distribution, volume growth, execution and cash management
- Translate strategy into an agreed annual joint business and activation plan for each strategic account group
- Agree and deliver NSV (Net Sales Value), Volume, Trading profit and Cash targets for the Diageo portfolio
- Negotiate annual investments discounts budgets across strategic account groups to improve commercial deliverables
- Actively manage investment to ensure Return on investment with regular internal and external reviews
- Use your commercial competence, relationships and market intelligence to drive performance, deliver growth craft the market
- Build strong relationships with strategic customers accounting for significant portions total On Trade revenue
- Implement digital strategies that align with overall business goals
- Lead cross-functional teams (brand marketing customer marketing Commercial Execs., credit finance quality logistics customer services etc.) deliver strategy / JBP (Joint Business Plan)
Our take
Multinational beverage company Diageo was the result of a merger between Guinness and Grand Metropolitan, a leisure and property conglomerate, in 1997. Spearheaded by then-Guiness executives Anthony Greener and Philip Yea, the merger sent stocks skyrocketing and by December of the same year, Diageo was listed on the London Stock Exchange.
As the owner of many of the global leaders in alcoholic beverages (think Ciroc, Smirnoff, and Tanqueray), Diageo has made a number of savvy acquisitions and sell-offs, expanding its portfolio beyond Europe and into the Americas, the Middle East, and Asia.
Over the past decade, however, it has had to face the rise of craft and independent brewing, with companies like Brewdog becoming new competitors. Rather than acquiring these craft beer companies, Diageo has focused on branding Guinness in a way that fits the craft mould. This involved initiatives like The Brewers Project.
During the early 2020s, Diageo also weathered an alcohol sales decline and has bounced back with a renewed focus on cold brew coffee liqueurs and Guinness blends, as well as further acquisitions that have included that of actor Ryan Reynolds’ Aviation Gin.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Aug 2023
$8.8m
GRANT
Total funding: $8.8m
Company HQ
Park Royal, London, UK
Leadership
Debra Crew
(CEO)Currently a Board Member at Stanley Black & Decker, Inc. Previously Board Member at Mondelēz International, Newell Brands and previously a Board Member at Diageo before becoming its CEO.
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