Commercial Performance Manager at Guinness

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

About the role:

• To make sure that Commercial Performance Reporting, Routines, and processes are well-understood, provide training for users on system usage, and align business processes and working practices across the division and distributorships with Diageo Way of World-Class Selling and Code of Business Conduct.
• Leads the implementation and embedding of commercial field sales execution routines.
• Identifies factor affecting individual performance within the performance management framework – Competence, Capability and Commitment, formulates remedial actions with collaboration with the line managers and follows through for closure of the actions.

Role Responsibilities:

Performance Management and Insights Generation

• On an ongoing and ad hoc basis reports on and verifies daily, Weekly and monthly Key performance Indicators (KPI) are updated based on the division needs
• Identifying and understanding performance trends, assessing performance against targets and ensuring action plans and initiative are agreed with the Divisional Leadership Team (DLT) and implemented to close these gaps and achieve business objectives.
• Providing analytical aid for the Divisional Sales Manager (DSMs)/Regional Managers (RSMs) and Trade Marketing & Distribution Representative (TMDRs)
• Ad hoc divisional sales data requests.
• Process and analyze large data-sets, producing clear findings and recommendations.
• Proactively seek out opportunities to add value to the business.
• Analyzes data trends and complex national/divisional problems to recommend solutions or strategies.

Driving optimal and efficient usage of systems and tools of trade (DMS, Trax, CPM,) to simplify trade execution in trade

• Distributors are optimally using the DMS tool to effectively and efficiently run their businesses
• Capability support for the sales team on insights generations and usage of system in regard to execution
• Analysing and proposing any new system requirements to serve current and future need.

Business Partnering & Project /Change Management

• Contribute, influence, and make valuable contributions in business issues impacting commercial planning. Highlight and action potential opportunities and risks
• Constructively challenge, contribute and improve value in execution dashboard and drive outstanding business performance through rigorous commercial planning, forecasting and performance routines.
• Ensure timely delivery of key customer marketing related projects and divisional tactical activities that enable in delivery of performance and business reputation.

Commercial Performance Routines & effectiveness

• Define, cascades and implements business processes, performance routines and rhythms towards achieving and governing the implementation of the business unit plans.
• Oversight to drive the rigor & quality of performance routines to ensure effectiveness in field sales force.
• Coach and develop Regional managers for transformational coaching.
• Providing and cascading salesforce simplification and productivity solutions and coaching to enhance commercial team effectiveness.

Sales Force Management and Reporting

• Keep DSMs/RSM’s/TMDR’s/MDR’s and Customer marketing teams consistently informed about important metrics and opportunities to speed up
• Provide information and reports on performance to ensure that the sales, Channel Marketing and DLT are fully informed at all times

Experience / skills required:

• Business Degree level with strong academic record
• Strong understanding of field sales, Sales Operations and analytics- practical experience working in analytics environment.
• Well versed with data manipulation tools including but not limited to SQL, Advanced Excel, Power BI, tableau.
•  1–3 years FMCG experience, which must include 2 years within customer marketing or business process management
• Strong attention to detail.
• Excellent interpersonal skills including the ability to influence.
• Good understanding of project/change management

Flexible Working Statement:

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

 

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