Job Description :

Name of the role: Key Account Manager, DR

Type of contract: Permanent

Location: Santo Domingo, Dominican Republic

Purpose: 

The role will drive customer centricity mindset in DR, building capabilities of best-in-class Joint Customer Plans.

This position represents the main point of contact among Distributors, Key Accounts and Diageo Teams (local and regional), ensuring the customers plans are in place, aligning our way of working and implementing the overall Diageo Performance Ambition to build a sustainable relationship, aiming to become supplier of choice.

The incumbent for this position is expected to build and maintain a high level of alignment with distributor’s Management in order to drive a successful CCA Key Account Strategy.

This position is also responsible for developing strong partnership relationships with regional Key Accounts and CMO to increase focus and support for the entire Diageo portfolio brands whilst increasing Total Category focus, Diageo financial targets, and Diageo portfolio brand visibility. Become Supplier of Choice and Category Captains for these accounts. And achieving budgeted sales within the assigned Key Accounts as defined at the start of every fiscal year.

The incumbent also needs to develop and assist in execution of programs with designated Key Accounts, working with local distributors to achieve maximum sales volume consistent with sales projections and within Diageo’s Performance Ambition. And develop and implement Joint Customer Plans for each Key Account within the JUBP process.

Market Context:

The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £300m NSV. CCA is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is USD invoiced.

CCA is a very dynamic market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+. Our model is a distributor based RTC with over 40 partners. We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.

The Scotch category accounts for approx. 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region – making us the number one player.

Decision Making: 

In conjunction with Marketing, Customer Marketing, and Market Manager act as the key link with the assigned distributors by leading and engaging them and the allocated suppliers.

In conjunction with CCA SD, Customer Marketing and Distributors agree shared strategic agenda and Joined Up Business Planning process.

In conjunction with Corporate Relations and Distributors define Corporate Relations program.

In conjunction with Supply and Procurement makes decisions related to supply issues.

Lead decision making on which shopper category, channel and customer propositions will be implemented with the Key Accounts to unlock growth, working with CCA Marketing (including CP), Commercial Managers and Customer Marketing, and Distributor Partners.

Act and be the key link between the Key Accounts and local distributors by leading and engaging all relevant parties

Lead development of the local Key Accounts (Top Liquor Stores and Modern Trade) plans interacting with Distributors, Key Accounts, Marketing, Customer Marketing, Commercial Manager and Activation Executives.

Financial Responsibility:

Ensure M&E is applied according to guidelines.

P&L business management

Strat Plan development proposal and AOP management

Responsible to achieve defined AOP targets in each Key Account and monitor A&P and trade spend related to key customers plans.

Leadership Responsibility: 

The position has no direct reports but must manage virtual teams across selective markets and distributors.

Influence and mentor distributor personnel to make them feel like an extension of the Diageo organization.

Coach and Mentor all indirect reports.

Build and develop great relationships with different management levels inside the Distributors.

Lead the development of sales teams of our distributors.

Has to interface between Marketing, Sales and Customer Marketing functions and create the link to Shopper, Consumer, Customer and Category understanding.  

Has to interface with Supply, Procurement, Legal and Finances teams.   

Manage relationships with Credit Managers and Finance team to solve issues regarding orders, payments and reimbursement to distributors or other suppliers.

Key Outputs/Deliverables: 

Incumbent is expected to build Joint Customer Plans and articulate Trade Strategy for each KA, working in conjunction with Distributor Partners, CMO and Commercial Heads of each market.

Build organizational capability on Joint Customer Plan and CATMAN.

Building amazing, mutually beneficial, collaborative relationships with key accounts, distributor partners, and within the Commercial Team is paramount to achieve amazing outcomes for all. As a result, incumbent is expected to be the key link between KA, Distributor Partners, and Commercial Heads.

Incumbent is expected to implement M&E process and culture of constantly evaluating and improving performance.

Establish Diageo (and Distributors) as the “Suppliers of choice” (Advantage) while leading Category Captaincy / CATMAN, shelf-layouts, and working with scan data.

Qualifications and Experience Required

Bachelor’s Degree required in Business or related field. MBA a plus.

English and Spanish required.

Minimum 5 years of experience at manager level in sales and /or customer marketing /trade marketing areas with specific experience of distributor-based businesses within a CPG company. Preferably within Central America, not a must.

Strong proven experience leading and coaching teams (own and/or indirect).

Ability to work around and within a variety of different market conditions and demographic factors.

Strong strategic thinking abilities and planning and analytical skills.

Strong influencing, negotiation, and collaboration skills, with a range and adaptability of style.

Strong financial acumen.

Good understanding of retailer and/or distributor strategy, operations and complex motivations of shoppers, consumers and customers is essential.

Strong presentation skills.

Excellent knowledge of Microsoft PowerPoint and Excel.

Flexible working options

Role is based in Dominican Republic

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