Sales Executive Central America

Job description

External Job Description

Context/Scope:

CCA (Caribbean and Central America) is a business unit formed by 37 countries. Our ambition is to be the best performing, most trusted consumer Products Company in CCA. Panama is one of our focus markets in the region. In Panama we work through a local distributor, as we do in many of the CCA countries.

Purpose of role:

Responsible for supporting the Country Manager to achieve budget sales and execution of programs with Distributor to achieve maximum sales volume consistent with sales projections.
To develop “World Class” partnership relationships with our distributor to increase focus and support for the entire Diageo Portfolio of Spirits brands whilst increasing distribution, volume, and brand visibility. Also develop retail business within the channels.

Top 3-5 Accountabilities:

· Supports Country Manager – to execute the commercial agenda in Panama to include: Platform for Growth, Diageo Way of Selling to our distributor partners, Commercial Scorecard.
· Builds and maintain amazing, mutually beneficial, collaborative relationships with assigned customers.
· Supports Country Manager in the development of Sales plans for Panama.
· Responsible for the execution of the agreed commercial plans with distributors including pricing, distribution, share of shelf space. Provides monthly feedback for BPM.
· Tracking and Monitoring the A&P and Trade Spend budget in support of the Country Manager.
· Monitor that distributor is adhering with agreed trading terms, specifically payment terms. Work closely with Diageo Finance debt collection as needed in this regard.
· Monitor competitor activity. Work with Country Manager to create an environment and culture of beating the plan and beating the competition.
· Encourage a way of working that seeks, adopts and adapts ideas from elsewhere.
· Assist the Country Manager & Sales Capability Manager with tasks and implementation of PFG in the distributors within their territory.
· In conjunction with Finance implement pricing strategy (including Value Chain) in the market, customer total business forecasting and monitor total customer depletions.
· Monthly recap on sales to the trade in the market area in the form of a monthly BPM report which will include depletions, brand performance, and tracking against plan in Volume and NSV.
· Informs Country Manager of any trade market infringement issues. Thorough understanding and compliance with all local legislative requirements (SARBOX, CARM, Diageo Code of Conduct, CMG and DMC ) in the customers' territory.
Qualifications and responsibilities:

· Bachelor's Degree required in Business or related field.
· Minimum 3 years of experience in sales and /or customer marketing /trade marketing areas with specific experience in managing distributor based businesses.
· English and Spanish required.
· Ability to work around and within a variety of different market conditions and demographic factors.
· Understanding of retailer and/or distributor strategy and operations.
· Analytical and presentation skills.
· Be a good influencer and negotiator, with a range and adaptability of style. Structured thinker with planning skills.
· Well organized. High level of energy and self-starter.
· Excellent knowledge of Microsoft PowerPoint and Excel.