- Releasing people’s potential. People capability development through coaching and accompaniment of Key Account Executives team, based on License To Sell and License To Coach principles. Drive best-in-class operational standards and ways of working: Journey Plan standards, calls efficiency and effectiveness, active selling…)
- Brilliant execution. Embedding the Everyday Minimum Execution Standards as the way of working. Ensure complaints from key accounts receive timely resolution.
- Partnership with key accounts. Develop and maintain great relationships and business partnerships with key accounts. Define and deliver medium and long-term Key Accounts business plans, and the strategy for their implementation, around a total alcohol, one portfolio approach. Define customer trading terms (e.g. bonus, credit, discounts) in the commercial planning, following guidelines from Finance Decision Support. Identify business opportunities, emerging trade trends and insights, and develop innovative ideas in strategic accounts.
- Delivery of field sales objectives. Ensure that objectives in terms of availability, visibility, volume, margin, quality (e.g. RQI) and customer price of products are achieved for key accounts.
- Compliance. Ensure that Key Account team members are well-trained and aligned with the Diageo Marketing Code, COBC and all corporate compliance guidelines.
- Distribution and Route to Market. Owns and deliver route to market and distribution improvement initiatives in its area.
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