• Directly lead customer relationships across Italy in your remit;
• Be accountable for customer P&Ls; responsible for forecasting, commercial planning, reporting and investment / budget management;
• Negotiating 1st level commercial agreements in line with Diageo Italia’s commercial policies;
• Delivering JBPs which build value for both Diageo and customer.
• Engage with sell-out team to flawlessly implement the customer plan defined;
• Build and own joint business plans with customers;
• Work cross functionally to drive capability and collaboration with key business partners, to build coordinated plans which inspire change, differentiation, incremental sales and Return Of Investment;
• Work with Category Development and RGM to deliver Diageo’s category strategy and grow sales sustainably and profitably for the future.

• Develop the strategy and executional plans, including:
  • Commercial strategy for Retail channel
  • Commercial planning
  • Commercial investment
  • Business forecasting
  • Client and customer plans
• Understand and drive commercial business opportunities, including:
  • Channel dynamics
  • Client understanding and adaptation
  • Segmentation and prioritisation
  • Understanding of full market, region and industry
• Achieve execution, including:
  • Activation and end to end execution of activation plans
  • Category management
  • Sophisticated customer and client negotiations
  • Management of commercial relationships
• Measurement & evaluation, including:
  • Promotional efficiency & evaluation
  • Data, analytics & interpretation – shifting insights into action

• MS GROWTH: drive MS growth through flawless execution of CM plan and JBP with customers;
• NSV Growth: drive turnover growth through customer management and crafting constructive and conditional plan with key customers;
• GM%: handle customer P&L to optimize investment and growth in a consistent way;
• Customer Stock: maintain customer stock at the lower level to avoid OOS but also overstock;
• Credit Management: support customers in order to avoid delay in payment terms;

• Significant commercial experience at a management level within Off Trade Sales Organizations
• Deep understanding of and passion for consumers, shoppers and categories
• Highly commercially aware, creative and astute with strong financial and analytical skills
• Successful management of senior collaborators at all levels, resulting in strong and positive outcomes
• Outstanding strategic relationship manager with ability to plan strategically with customers and bring strategy into implementation

Regular Turin 2024-09-16