Sales Operation Manager

Job description

External Job Description

Context/Scope
Diageo is a leading premium drinks company whose success is built by the marketing and sales of its spirits,
• Diageo Philippines manages a variety of spirits brands through several distributors/wholesalers. It's main focus is spirits , therefore Route to Market (RTM) is key to success for the Diageo Philippines business to grow
• Diageo Way of Brand Building and Diageo Way of Selling (DWS) are extensive Marketing and that involve training courses and workshops. To fully implement these programs is an on-going process plus other sales capability programs that will be developed to support sales competencies in markets where we operate.
• Our various distributors/wholesalers have agreed to implement QDVP3(Quality Distribution Visibility Price Promotion Persuation) throughout its sales team to drive our brands
• In order to drive success on our different brands, both the Diageo Philippines business and our distributors/wholesaler's sales personnel/Business Development Executive/DSR must deeply understand and be capable of applying DWS principles
• This role is central to drive the efficiency & effectiveness of Commercial operations

Dimensions
Leadership Responsibilities:

1. A Strong Idea Generator (“Experienced”)

Has ability identify new ways to win in the marketplace by thinking in new directions starting from a solid understanding of the current business environment. Combines sound commercial experience with a rational approach to develop commercially viable solutions to problems

2. Someone who Lives Diageo's Values (“Experienced”)
 Has high level of integrity and inspires trust
 Takes pride in the team and the organization and always promotes them positively
 Passionate about our brands, our distributors, customers and consumers
 Acts as a role model who promotes Diageo Values

3. Highly Charged with Emotional Energy (“Experienced”)
 Demonstrates a strong personal commitment to our vision through actions
 Has pace and is able to pro-actively respond to change in a flexible manner

4. Outstanding at Working Effectively Through/With Others (“Experienced”)
Uses sound coaching technique to develop others. Contributes to building a high performance climate to encourage performance. Actions reflect a high priority given to the development of others; encourages this of others

Top 3-5 Accountabilities:
Effective management of forecast delivery via cross function collaboration, on-going market information update for forecast review and prompt recommendation to management.
• Own the sales volume plan (monthly/quarterly/full year) and responsible for target delivery.
• Analyze product performance in different angles including target (vol/value), stock, coverage, portfolio…and distribute these reports (weekly, monthly & annual) to board management;
• Build KPI to assess sales region performance (Scorecard)
• Lead and build Trade Terms for all channels.
• Fully tracking commercial budget : A&P, FTT, Discount.

Qualifications and Experience Required: •
Essential
o Good commercial acumen and judgement
o Ability to operationalise strategy in a pragmatic way
o Ability to operate in a matrixed organisation with dual reporting lines
o A proven track record of performance and delivery
o Experience in Financial perpective
o Experience of working with 3rd parties -distributors & agencies
o Computer literate, SAP usage experience is preferable
• Desirable
o A business-related qualification
o Previous commercial management experience
o Experience in leading and managing change