Job Description :
About us
With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. From integral icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your passion and use your curiosity as you explore, collaborate and innovate. Together with passionate people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter, more exciting future.
Join us to create a career worth celebrating
About the Function
Sales is where our brands meet the real world.
This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter everywhere.
It's a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You'll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.
About the Role
Your Mission:
You will
drive efficient and effective relationships
with the Wholesaler and/or Distributor customers assigned to achieve business targets.
You are focussed on
generate simplicity
,
achieving scale and efficiency with your customer relationships, using and
adopting technologies
in key process of customer management (Diageo One) and drive scale through balanced
hybrid relationships
(Phone, mail, WhatsApp, physical visits) to achieve scale and business targets.
Your focus is on
achieving the objectives
of market share, sales and profitability building smart and efficient customer relationships and brilliant execution of activation plans.




Responsibilities & Accountabilities:
Based on a clear understanding of On Trade RTM (Route to Market) Strategy
Define Targets
(Sales, Distribution and Coverage targets) for customer group assigned.
Define clear
Customer Segmentation and understanding
of the customers assigned based on sales contribution, digital/hybrid capability, relationship needs and levers to be used to achieved targets. Drive value in current customer relationships identifying future opportunities for customer expansion, understanding customers' requirements and match these to specific Diageo propositions.
Develop the
right
Coverage/Contact plan, generating appropriate relationship
with each customer to guarantee the delivery of defined targets improving efficiencies through the right use of remote contact tools (Mail, Phone, WhatsApp, ..) according to customer segment.
Strong ownership of the
day-to-day customer relationship
through effective negotiation, persuasion and conflict management/resolution skills.
Define clear, simple, and scalable Account/ Segment Plan
(Price, Reward, Counterparts, Promo Plan, MPA...) to reach business objectives, identifying key levers to be developed. Always maximising efficiency to deliver objectives.
Internal
Plans alignment




with NRM and Customer Marketing to ensure achievement of Sell In / Sell Through targets in a sustainable manner.
Increase efficiency of the Hybrid management
model
using the insights of each of your customers, negotiating /rewarding customer according to their adoption to online/remote tools and contact. Evolve the digital readiness of Diageo and Customers to ensure relationships grow in efficiency and effectiveness.
Track and measure performance and execution
of you assigned Customers vs the critical KPIs (coverage, sales, NSV/case, mix, Cash collection...), supervise and follow up on brilliant execution. Continuously seeking to understand, learn and adapt from the results. Monitor the promotional activity and its correct execution and propose corrective measures if needed.
Master in class in completing stablished internal management administrative procedures
: Order management, Diageo One, Invoices, Escandallo, off invoice discounts, rebates, invoice claims, deductions charges, O&R; flow, Anaplan, Triangulation, MSC (Parte de Ventas...).
Propose and Lead till establishment optimised ways of working and procedures
aligned with commercial policy, strategy and operations generating capacity to manage wider range of customers.
Manage and generate Right
Intelligence tools
to supervise performance and execution (MSC, Anaplan, Triangulation, Power BI...).
Ongoing & effective cross-functional partnership
to deliver comprehensive performance NRM, Customer, Finance, Supply to transmit information, provide recommendations, tackle issues, and improve model.
Be the
Hybrid champion
within the Distribution Team, regularly sharing takeaways with other distribution managers on how they can i

📌 Digital Distribution Executive (España)
🏢 Diageo
📍 España