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Indirect Channels Sales Manager - Lebanon Domestic

Global Travel & Middle East (GTME) is a substantial and growing business for Diageo.
Our vision is to be the undisputed leader in Travel Retail and the Middle East and to achieve double digit growth each year. 
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 these Regions where we run all of Diageo’s interests (Indirect – Direct Channels and Travel Retail), some of which is managed via third party distributors. MENA is a fast changing regulatory, political and commercial environment.
A large part of this ambition will be achieved through building amazing customer relationships, developing a culture of ‘simpler, faster, better’ and providing an unparalleled brand proposition at the point of purchase. 
The Indirect Channels Sales Manager is pivotal to making this happen in the IMC through executing our plans and ensuring the highest levels of customer service and management of distributor.


Dimensions of the role


Financial 
Accountable for the delivery of business performance and financial targets for allocated customers to support the delivery of the Lebanon IMC NSV & TP targets    


Purpose of Role 
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.  
 
Market Complexity 
To beat the plan and beat the competition, delivering excellent business performance in terms of net sales value, OP, visibility and share.
Building amazing relationships with distributor.


Top accountabilities


 
Commercial Delivery
  • Support the development and delivery of 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.
  • Supports on the negotiation of customer contracts.
  • Supports on the agreement of 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.
Customer/Distributor Management
  • Ensure payments are received on time.
  • Set annual Distributor KPI’s around delivery of operation plan specifically commercial score card & market share.
  • Conduct annual survey with distributors/customer & develop action plan to address results.
  • Attend customer/distributor QBR’s, QBP and ABP’s.
  • Coach Distributor sales team to drive performance


Qualifications and experience required


  • Fluent in English & Arabic
  • Impeccable organisation and time management with ability to manage multiple projects and task simultaneously.
  • Have the ability to create and inspire energy for their plans and ideas.
  • Be a strong influencer and negotiator, with a range and adaptability of style.
  • Be able to generate and interpret shopper and consumer insights.
  • Be highly analytical and data literate, understanding and evaluating the profit impact of their actions.
  • Demonstrate commercial maturity
  • Be a superb planner with the ability to reconcile a complex matrix of brand, customer and consumer needs.
  • Lebanese local market knowledge (On Trade and Off Trade)
  • Graduate calibre with relevant experience in a fast paced organisation.
  • 8+ years of experience.
  • Proficient in Word, Exec & Power Point.
Indirect Channels Sales Manager - Lebanon Domestic