Off Trade Sales Manager - Lebanon
Global Travel & Middle East (GTME) is a substantial and growing business for Diageo.
The business is operated through the following regions – Western, Central, Key Accounts, Supply, GDBS, Asia Pacific and Middle East/North Africa (MENA).
MENA is the largest and most complex of the GTME Regions where we run all of Diageo’s interests (On – Trade, Off - Trade and Travel Retail), some of which is managed via third party distributors. MENA is a fast changing regulatory, political and commercial environment.
The Off-Trade Manager, based in Beirut, is pivotal to making this happen across the Lebanon IMC through executing our plans in customers and ensuring high levels of customer service and management and through releasing the potential of the Off-Trade team.
Dimensions of the role
a) Financial
Accountable for the delivery of business performance and financial targets for allocated customers.
. b) Market Complexity
Leadership responsibilities
Top accountabilities
Qualifications and experience required
Barriers to success in the role
The business is operated through the following regions – Western, Central, Key Accounts, Supply, GDBS, Asia Pacific and Middle East/North Africa (MENA).
MENA is the largest and most complex of the GTME Regions where we run all of Diageo’s interests (On – Trade, Off - Trade and Travel Retail), some of which is managed via third party distributors. MENA is a fast changing regulatory, political and commercial environment.
The Off-Trade Manager, based in Beirut, is pivotal to making this happen across the Lebanon IMC through executing our plans in customers and ensuring high levels of customer service and management and through releasing the potential of the Off-Trade team.
Dimensions of the role
a) Financial
Accountable for the delivery of business performance and financial targets for allocated customers.
. b) Market Complexity
- Working within a business that operates within a multi cultural, channel, outlet and multi-currency environment.
- Operates in a highly competitive and visible third party distributor market and IMC that requires a deep understanding of the complexities associate with the environment.
Leadership responsibilities
- Fully accountable for amazing relationships with customers.
- Accountable for brand & financial performance delivery of customers.
- Amazing relationships with regional finance & marketing teams.
- Responsible for managing and developing Key Account Manager and Key Account Executive in line with commercial strategy & Diageo capabilities.
- Acting as an outstanding ambassador for Diageo.
Top accountabilities
Commercial Delivery
- Develop and deliver a customer specific strategy to exploit opportunities to grow sales volume & profit.
- Execute annual account plans by customer to reflect brand and customer strategies and support the delivery of business goals.
- Sell in the Diageo portfolio to customers.
- Manages contract renewal negotiations.
- Agree sales drivers including pricing, distribution, share of space and a brand promotional calendar.
- Detailed analysis of brands performance.
- Ensure all sales activities comply with Diageo Marketing Code.
Maximise Opportunities
- Develop an appropriate range of shopper and consumer insights, market and brand understanding and convert these into actions to unlock growth opportunities with the distributors.
- Look for appropriate info relating to shopper and consumer to build relevant insights.
- Monitor competitor activity and take actions to continually develop the category and Diageo’s brand share.
- Carry out M&E of business performance.
Qualifications and experience required
- 5+ years Sales experience
- Ability to inspire & influence.
- Strong negotiation skills.
- Strong team player with excellent communication and relationship building skills.
- Be passionate about our brands, eager to learn and to succeed.
- English essential & Arabic speaking.
Barriers to success in the role
- Lack of attention to detail, planning and organisation.
- Inability to operate in a fast moving environment often under strict timelines.
- Inability to flex management styles and/or operate effectively in various functions/cultures/regions
- Inability to build amazing relationships externally
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