Customer Development Manager
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Industry Manufacturing / Production / FMCG Founded 1997 Type Private Website www.diageo.com Address Lakeside Drive Park Royal London NW10 7HQ
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Purpose of Role:
- Ensure priority customers experience one connected EABL team that is easier to work with, delivers reliable service and grows customer categories.
- Ensure customer and channel growth translates into stronger profit, better investment productivity and sustainable value for customers, consumers and EABL.
Top Accountabilities
Regional Go-to-Market (GTM) & Route-to-Consumer (RTC) Excellence
- Define regional GTM principles, market archetypes and minimum channel standards across EABL markets.
- Establish channel frameworks and success criteria for On Trade, Modern Trade, Convenience, Traditional Trade, Wholesalers, Distributors, Digital and B2B.
- Own the regional frameworks for RTC, Distributor Excellence and strategic RTM partnerships.
- Establish best-practice standards for outlet coverage, service frequency, execution quality and route productivity.
Strategic Partnerships & Commercial Capability Development
- Create and govern a Strategic Regional Partnerships platform to elevate EABL's external partnerships and expand route-to-market reach and execution effectiveness.
- Define the regional partnership architecture, operating principles and value realization framework for key strategic partners.
Revenue Growth Management (RGM) & Commercial Effectiveness
- Lead the development and deployment of regional Revenue Growth Management frameworks, methodologies and capabilities.
- Establish regional standards for customer profitability, price/mix optimization, promotional Return on Investment, trade investment effectiveness and cost-to-serve analysis.
Customer Development Strategy & Value Creation
- Define the EABL Customer Development value-creation framework.
- Establish integrated customer planning standards encompassing category growth, assortment, innovation, activation, pricing, promotions, supply, data-sharing and joint value creation.
- Define regional requirements and priorities for Outlet IQ, On-Shelf Availability (OSA), route visibility and other commercial enablers, with Digital & Technology responsible for technical delivery.
Qualifications, Skills and Experience:
- Degree holder
- Minimum 7 years’ leadership and execution experience in a similar role, either within an FMCG (incl. drinks/luxury) environment or within the trade environment (e.g., hotel, bar or restaurant senior F&B experience)
- Solid understanding of P&L and budget management.
- Ability to lead, coach, and develop a team.
- Strong commercial and financial planning and decision-making skills, including channel profitability and targeted trade investment management.
- A passion for luxury and Reserve with an understanding of competitors, distributors and key customers: their businesses and particularly their shoppers/consumers in the Reserve universe
- Outstanding relationship skills: proven ability to network and influence across functions and levels.
- Knowledge and ability to coach others
- Experience of change management, complex stakeholder management and participation in leadership teams.
- Cross functional and multi-cultural working experience