Account Manager - Travel Retail

ROLE: ACCOUNT MANAGER, DELHI DUTY FREE, GLOBAL TRAVEL

LOCATION: DELHI, INDIA

REPORTS TO: ACCOUNT CONTROLLER, INDIA TRAVEL RETAIL, GLOBAL TRAVEL

Diageo Context

Diageo was created in 1997 but its business is built on the principles and foundations laid years before by giants of the industry – Arthur Guinness, John Walker, Elizabeth Cumming and many more. Today, Diageo is a world class leader in beverage alcohol, producing an outstanding collection of over 200 brands and owning the top two largest spirit brands in the world, Johnnie Walker and Smirnoff and 20 of the world’s top 100 spirit brands. Its portfolio also includes Crown Royal, J&B, Buchanan’s and Windsor Whiskies, Cîroc and Ketel One vodkas, Captain Morgan, Baileys, Don Julio, Tanqueray and Guinness.

Role Dimensions

The role reports into the Global Travel (GT) business. Our vision is to be the undisputed leader in travel retail. Our reputation, both in Diageo and in our markets, will be one for leadership. In particular we will be:
• first in innovation, to drive our differentiation;
• first in luxury, optimizing our strength in the premium category; and
• first in retail, where we will deliver excellent experiences and customer service

Global travel gives unparalleled access to affluent, global consumers. Despite recent disruption, the forecast for GT is strong and we are looking at building a 5-year vision that will ensure we emerge stronger, with an expectation that passengers will be back to F19 by F23.

In Diageo broadly, we are on a journey to becoming a more balanced consumer and customer centric organization. “Winning at the moment of choice” as an organization wide rallying call, has galvanized the sales organization and within that the Commercial function, as well as the broader Diageo community to accelerate this journey.

A large part of this ambition will be achieved through building amazing customer relationships, inspiring the team to new levels of performance and providing an unparalleled brand proposition and luxury retail experience.

Our ambition is to beat our competition and develop industry leading marketing platforms. An in depth understanding of our consumers and customers to drive powerful insights to unlock growth is crucial to delivery of our ambitions.

This role plays an integral role in achieving these goals, through the development of the Commercial and Marketing strategy.

Top Accountabilities
• Full P&L accountability - deliver Customer NSV, Gross Profit, Cash and Market Share Targets
• Strong ownership of the day-to-day customer relationship, working collaboratively with our customers to deliver successful outcomes for our brands and the customer
• Utilise customer, shopper and brand insights to develop compelling customer propositions to Beat the Competition
• Lead JUBP negotiation with the customer, and achieve effective sales strategies for the Account Portfolio
• Increase distribution, rate of sale and visibility through Ease of Shop Implementation
• Full responsibility in managing the Brand Ambassador Diageo team on the shop floor, including their recruitment, targets, performance and training
• Measure and evaluate all sales driver activity, customer satisfaction and communicate results internally and externally
• Ensure that performance reporting systems are used to forecast, monitor and lead the business in a consistently accurate way
• You will be the decision maker for the customer proposition, detailed account activity plans and creative proposition, any course correction/investment level adjustments required, detailed elements of and the customer contact plan.