Customer Investment Manager, On Trade

Diageo

Job title: Customer Investment Optimisation Manager

Level: L5A

Reports To: Channel Director

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 an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value.

Context

GB has a strategy rooted in people, purpose, and performance with an ambition to be a 1.4bn NSV business generating 0.5bn CAAP which will involve growing market share to 20% of TBA. This is a bold ambition which will require best in class revenue growth management, commercial effectiveness, route to market capabilities to ensure GB has the optimum go to market plan to win internally via the P&L, win externally via market share and also enable our customers to create category value. GB also has an ambition to be a Top 3 CPG company, which is measured via the Advantage Survey, meaning go to market to plans need to deliver the triple win for the customer, consumer and Diageo.

Role dimensions /purpose

The Customer Investment Optimisation Manager is responsible for monitoring, analysing and optimising the trade investment spend in the channel. Reporting to the Channel Director, this Manager works in partnership with sales teams to optimise return on investment with a particular focus on customer trade terms, promotional execution and JBP spend.

Top accountabilities + core work includes

• Tracking and monitoring customer trade investment (absolute and TI % NSV)
• Lead best practice approach to optimising contractual A&P investment
• Track investment through year, identifying outliers linked to Diageo performance outcomes and raise challenges in support of a wider M&E culture
• Identifying root cause for poor ROI promotions and recommending changes to enhance ROI
• Validating impact of off-strategy promotional execution on P&L and share
• Flagging risks of intra-channel conflict in price and promotional execution
• Partnering with sales teams to help build and validate Joint Business Plans
• Monitoring promotional execution and compliance and maintaining channel pricing records
• Supporting through Cost Price Increases and other set pieces
• Supporting in building Optimum/Desired/Essential pricing and promotional recommendations
• Champion for TI CARM controls within the channel

Qualifications & experience required

• FMCG commercial/finance and RGM experience
• Strong end to end commercial FMCG understanding, alongside high levels of financial and numerical acumen and attention to detail
• Proficient in RGM levers
• Analytical and driven problem solver with a track record of partnering to deliver results
• Competent at building strong cross-functional relationships and processes to deliver transformational outcomes
• Successful management of senior stakeholders, resulting in strong and positive outcomes
• Entrepreneurial and able to excel when dealing with ambiguity, complexity and working within a fast paced environment

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don’t let anything stop you from applying.