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Commercial Development Manager

Diageo

Zagreb, Croatia

Diageo is the world’s leading premium drinks company. Our purpose is to celebrate life, every day, everywhere. We know that when we are fulfilled we deliver better performance. We want to make the most of life, to be the best you can be at work, at home, with friends, in the community, and for the community – for our brands to be part of celebrations big and small.

THE ROLE
Diageo operates in EPM countries as exclusive Distributor markets. The distributor executes the marketing, sales, and distribution activities for our brands, in accordance with our Global and Regional brand strategies. As such, Country Managers have a high level of interaction and partnership with them; significantly higher than is typical with customers of our IMCs (in market companies).
The Commercial Development Manager will equally have a significant amount of liaison with the distributor partners in providing alignment, planning and follow-up processes in support of their Country Manager. Expected to be partner-facing @ minimum 40% of their time (on average at least one day a week in market).
The role is designed to orchestrate a large cross-functional force in order to ensure delivery of set results and following through all specific market opportunities.

Each Commercial Development Manager will need to operate with a wide stakeholder circle, aiming to co-ordinate and align with partners to ensure the Country manager is able to deliver outstanding and ever-stretching performance

The role has no direct reports but carries commercial and coordination responsibilities in relation to our distributors, our organisation internally, and to the external marketplace.
1. Inspire, develop, and manage the wider organisation of distributor relationship to aid in delivering outstanding and ever-stretching performance.
2. Facilitate the development of excellent Integrated Business plans, by ensuring that distributor commercial force works fully in accordance with guidelines and strategies of Diageo EPM strategy.

As Commercial Development Managers you will be responsible for:
Market Expertise & Country Development
o Attend regular in-market visits to gather specific insights and opportunities into channels, efficiency of distributor sales force and use of wholesale.
o Contribute constructively in the development of country portfolio, channel trade strategy and innovation strategy
• Deliver Great Results
o Own the Country P&L for Tier 2 and 3 markets, with Country Manager supervision, responsible for delivering AOP target
• Control and compliance
o Ensure control and compliance of distributors’ activation in respect to Diageo Marketing code and Code of business conduct.
• Executional Excellence
o Develop close collaboration with Diageo Country Managers and Marketing teams, as well as Trade Marketing and Sales teams in distributor organizations.

What we’re looking for?
• At least 5 years’ rounded business experience, comprising preferably of commercial experience. Experience in another function, e.g. Finance, Marketing, and Strategy will be considered as a plus
• Proven track record of operating as a self-starter in an environment in which you are required to be self-sufficient.
• Cross-cultural experience is an advantage
• Developing market experience is an advantage


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