Reserve Commercial Manager

hace 2 semanas

Santiago, Metropolitana, Chile Diageo A tiempo completo

Job Description:

  • Context/Scope: Reserve business is one of Diageo strategic pillars for future growth. There is a huge opportunity to redefine spirits among luxury goods mainly in gifting and special moments occasions. Our challenge is to 4X the reserve business in Chile in the midterm capitalizing current luxury trend and exploiting key brands full potential.

Purpose of Role:

The Reserve Commercial Manager is accountable to create a new commercial Reserve business model in Chile exploding the full market opportunity.

He/She is responsible for translate the Reserve Brand and commercial strategy into solid Customer planning, identify key success metrics and relevant tracking system and give guidance to Field Sales, Key Accounts and Distributor Sales Teams on how to sell Reserve brands, providing the tools to drive brilliant execution of Sales Drivers in our main channels and ensuring the right forecasting for the reserve portfolio in physical and digital channels.

He/She is also responsible to create the future for Super-deluxe brands under a commercial perspective: design, evaluate and execute new ways of workings.

The incumbent is owner of the commercial plan and investment and responsible to gain share and margin in this channel.

Key outcomes


This role will play a crucial role in building the status, equity and Rate of Sale of our Reserve brands through delivery of brand objectives in Chile.


  • LEAD the Reserve portfolio strategy (city strategy / targeted accounts / Execution standards) within the territory and coaching and developing our commercial teams in each channel to deliver brilliant execution of our Activation Plans. He / She will also lead specific conversations with the TOP customers in his / her responsibility area and ensure the smooth communication within the RESERVE departments (Brand Ambassadors / Commercial Growth / Brands Team)
  • INSPIRE / INFLUENCE our distributors and customers to maximize the RESERVE opportunity in top accounts (distribution / ROS / extra Interventions / budget "fluidity" across TLA and RTC). This will be delivered through outstanding professional relationships.
  • INSPIRE / INFLUENCE the team to explode the RESERVE opportunities in key customers, understanding the Opportunities and Risks to our RESERVE plan to close any gaps in activation / distribution or performance. This will be enabled through partnership work with Growth and Brand Teams.
  • Proactively IMPROVE the financial and supply forecasting accuracy based on generating insightful conversations on a monthly basis to identify Opportunities and Risks in the forecast months) and aligned with the commercial leads in each channel and propose plans & actions for course correction.
Top 3 functional capabilities for this role

Understand the Commercial Opportunity:

  • Deep understanding of what is important to a customers' business, including mission, vision and objectives (both short and long term), and use this to develop clear joint customer plans
  • Has their finger on the pulse of what is happening on the ground: have brilliant relationships with customers and key influencers in the trade
  • Understands our customer segmentation and can tailor plans and propositions based on this segmentation

Develop Strategy and Plan Execution:

  • Is highly skilled in fostering commitment and resolving conflict, as well as leading collaborative or competitive negotiations as needed.
  • Understanding of where and how to target trade investment to maximize ROI whilst delivering for our customers.
  • Effectively balances short and longterm performance goals in planning, execution and evaluation of activity.
  • Relationship management with external and internal stakeholders

Manage Performance:

  • Understands the current and future profitability of channels, brands, categories, RTC, and customers
  • Uses understanding to focus the Joined-Up Business Plan on delivering mutual growth for Diageo, our distributors, and customers
  • Drives "Breakthrough Performance Coaching" excellence throughout the organization and leads by example
Top 3 leadership capabilities for this role

Inspire through Purpose

  • Inspire teams to take entrepreneurial risks; encourage and recognize learning
  • Build trust and respect in Diageo through open and honest relationships
Shape the Future

  • Enable others to imagine the future and be brave to act boldly now
  • Set context and empower people to experiment and unlock opportunities for growth
  • Demand diverse external perspectives and trends that create impetus for change
Win through Execution

  • Act like owners of Diageo by holding self and others to account for highest standards
  • Scan the environment constantly and adapt plans with pace
  • Inject a restlessness to win and unlock capacity to decide and act quickly
Essential Qualifications / knowledge / experience required / languages

  • Strong understanding of the Luxury environment where to play, how to act.
  • A strong and broad track rec

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