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National Account Manager Off Trade


Milan, Italy

External Job Description
Diageo is the world's leading premium drinks business with an outstanding collection of international brands across spirits, wine and beer. Our global priority brand portfolio consists of Smirnoff, Johnnie Walker, Guinness, Baileys, J&B, Captain Morgan, Tanqueray and many more.
Diageo trades in approximately 180 markets and employs over 25,000 talented people around the world. With offices in 80 countries, we also have manufacturing facilities across the globe including Great Britain, Ireland, United States, Canada, Spain, Italy, Africa, Latin America, Australia, India and the Caribbean.
Our great range of brands and geographic spread means that people can celebrate with our products at every occasion no matter where they are in the world. This is why 'celebrating life every day, everywhere' is at the core of what we do.

Feel Inspired, then this may be the opportunity for you?
We are looking for an energetic and driven National Account Manager focus on developing our Off Trade customers based in Italy to support the long term growth for Diageo.
Reporting to the Head Of Channel Off Trade the role will have considerable P&L responsibility but will need a creative mind-set to challenge current ways of working where appropriate and to create joint business plans that unlock the best possible outcomes for Diageo, the customer and the Consumer.

About the role:
Deliver sales contribution, volume, gross margin and brand building targets within the major and most important National Chains, managing the relationship with the key stakeholders.
Distribute new brands/formats, create more visibility, implement promotional plans and drive rotation.
Define and implement the Annual Customer Plan and Investment Plan for National Customers consistent with targets.
Successful activation of high impact activity plans based on analysis and core insight into customer strategy, shoppers and consumers.
Responsible for achieving budgeted sales with the corporation’s largest and most sophisticated clients. Executes account sales plans in conjunction with subordinated sales positions.
Negotiate contracts
Collect and analyze sales data and trends
Develop accurate forecasting (12-month view)
Link with Customer Marketing department to set and implement strategies, with particular focus on new products
Stay up-to-date with internal and external developments and suggest new ways to increase sales
JBPs which delight the customer are successfully developed and jointly owned.
Activities within the agreed JBP are delivered with focus on 100% implementation to maximise the return on investment to deliver the required brand and profit targets

What we’re looking for:
Commercial experience in an Consumer Packaged Goods or Beverage Category in Off Trade Channel
Deep awareness of customers, market & competitor trends, recognizes the impact of these on the business and knows how to lever his commercial skills so to reach impactful results.
Excellent planning skills to drive Diageo commercial strategy in the Off Trade business
Understanding Off Trade market dynamics and anticipates trends and competitors’ approach
Ability to lead complex negotiations, to resolve conflicts and to create win-win situations for Diageo and the customers while sustaining effective relationships
Strong persuasive, negotiation and presentation capabilities
Good commercial understanding, P&L literacy - strong numerical and analytical skills
Team player, focused on total company delivery
Broad understanding of the commercial environment and is able to apply knowledge to build commercial plans and action them successfully.
University / master degree
Fluent in English and Italian.


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