Account Manager, Hybrid Sales Milano

Account Manager, Hybrid Sales
Milano
Lombardia, Milano

Job Description:

About us

Diageo is the world's leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose - Celebrating life, every day, everywhere - has a meaningful role in our company, for our people, our diversity, our brands, in how we perform and how we build shared value. There's a rich history of character and iconic products to promote. And we rely on driven, hard-working commercial executives to protect the legacy of these brands and ensure their future success.

About the Role

Account Manager Hybrid Sales role is critical role for develop an hybrid sales customer approach and create effective customer propositions to unlock growth opportunities and improve sustainable profit delivery.

You are focused on generate simplicity, achieving scale and efficiency with your customer relationships, using and adopting technologies in key process of customer management (e. g. 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:

- Support in Hybrid sales strategy definition and project management; work with Head Of On Trade, Regional Managers and other internal collaborators team to develop future Hybrid sales customer approach

- Based on a clear understanding of On-trade RTM Strategy Define Targets (Sales, Distribution and Coverage targets) for customer group assigned throughout digital support.

- 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 (Promo Plan, Canvass, MPA, Counterparts. . . ) to reach business objectives, identifying key levers to be developed. Always improving 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 and stock)

- Master in class in executing stablished internal management administrative procedures: Order management, Diageo One, Invoices, off invoice discounts, rebates, invoice claims, Triangulation

- Propose and Lead till establishment optimized ways of working and procedures aligned with commercial policy, strategy and operations generating capacity to lead wider range of customers.

- Run and generate Right Intelligence tools to supervise performance and execution

- 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 findings with other distribution managers on how they can increase their hybrid ways of working.

Key outcomes:

- MS Growth: drive MS growth in assigned area;

- NSV Growth

- GM%: handle customer P&L to optimize investment and growth in a consistent way;

- Customer Stock: maintain customer stock at the lower level to avoid OOS but also overstock;

- Credit Management: avoid delay in payment terms and support customer to respect our credit policies;

About you

Requirements for the role:

- Good negotiations skills and proven communication

- Good relationship-building skills, confident, honest.

- Project management

- Results-orientation, trustful

- Strong numerical and analytical skills with problem solving abilities

- Innovative thinking and team-playing

- Strong organizational skills and solid P&L understanding.

- Strong in using MS Office (especially excel)

- Fluent in ke