National Account Manager, Diageo
Alcoholic beverage company
Be an early applicant
Alcoholic beverage company
1001+ employees
Be an early applicant
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
- Proven experience in key account management or commercial roles, ideally within the retail or FMCG sectors
- Excellent relationship-building skills
- Ability to flex styles to influence a variety of customer types
- Outstanding analytical skills with ability derive insight from data
- Robust/Rapid commercial understanding; P&L literacy and numerical/analytical skills
What the job involves
- The role of the National Account Manager is to own and lead the commercial agenda and Diageo performance across defined accounts within one of the THT channels
- Building strong relationships across the customer, they will negotiate, build, and implement plans for the next 12 months whilst fostering strong cross-functional collaboration across each business
- Commercial Performance: Leading the commercial performance of the account via rigorous commercial management; unlocking growth and maximising sustainable profit delivery
- Joint Business Plan: Development and implementation of a collaborative and complex Joint Business Plan (where applicable)
- Financial & Market Share Objectives: Delivering annual financial & market share objectives in full
- Sustainable Profit Delivery: Accountable for maximising sustainable profit delivery through embedding the principles of NRM and developing 12-month plans that are aligned to business ambition
- Activation of Growth Drivers: Successful activation of commercial & brand building growth drivers based on analysis and core insight into customer strategy and consumer behaviors
- Forecasting: Building an accurate demand and financial forecast for your account base, developing expertise in Vision, and demonstrating P&L management within the O&R process
- Performance Improvement: Relentlessly seeking opportunities to drive our performance forward through activation and sell-out initiatives
- Back-office Management: Leading stability in back-office management while constantly looking for ways to improve and simplify processes
- Customer Relationship Management: Strong ownership of day-to-day customer relationships through effective negotiation, persuasion, conflict management/resolution skills
- Cross-functional Collaboration: Creating conditions for an amazing relationship with customers through great cross-functional behaviors and ways of working
- Data Management: Ensuring all customer data/information required to support customer relationships is rigorously handled
- Programme Activation Orchestration: Thorough orchestration of all aspects of programme activation with rigorous attention to detail
- Informed Recommendations: Through a relentless curiosity for insight have the ability to make necessary informed recommendations to course correct when required to ensure successful delivery of activities
- Leadership & Ambassadorship: Operating as a leader within sales organisation & an ambassador for the channel/brands by demonstrating passion, energy & tenacity
- Customer Service Excellence: Through account management, being perceived as supplier-of-choice within customer base by delivering brilliant customer service at every touch point known for agility
- Team Leadership & Coaching Culture Development: Acting as a leader within wider Sales team; sharing standard processes helping embed culture coaching/development that improves commercial capability standards
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
$8.7m
GRANT
Total funding: $8.7m
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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