Context / Scope :
PEBAC is a business unit formed by 5 countries (Peru, Ecuador, Bolivia, Argentina, and Chile) with similar market contexts, trends and opportunities across them.
Its ambition is to change the way consumers celebrate in those countries. In order to deliver our ambition, our focus is to reinforce our consumer recruitment strategy through consolidating and expanding our portfolio to recruit from local spirits and beer;
simplify our operating model in order to cope with the usual environmental volatility and, develop route to consumer partners willing to integrate and create superior holistic value whilst transforming the way we develop their commercial standards.
A flexible organization with an integrated winning and productive mindset will be main lever to achieve our ambition.
Purpose of role :
Lead the On Trade and Out Trade channel transformation to become the most relevant and strategic source of growth for Diageo Chile and Coca Cola, building brands, categories and generating value to our customers.
Ensures commercial plans are grounded in deep consumer and customer insights, leveraging market (Category, Customer & Shopper) opportunities at scale to deliver / exceed with Local Distributor AOP plans, coordinate and implement plans aligned to deliver / exceed with Partners, leading execution plans while monitor evolution of key performance indicators to achieve annual plans (SO, SOV, ND, EDGE).
Lead amazing experiences for our brands among OT Image Accounts, to build categories and generate value to our customers.
Top 3-5 Accountabilities :
Deliver AOP targets related to Sell Out, Distribution, EDGE and SOV
Deliver KO plans, winning at On and Out Trade
Ensure right execution of sales drivers (EDGE) according to Channel and Segmentation
Execute and implement all plans and activities aligned with CP&A to drive performance
Align, define and implement a JUBP with distributor at national scale
Develop Distributor On Trade capabilities
Ensures full compliance with CARM, Diageo Code of Conduct
Monthly Performance Trackings, according to CPR and CAP agenda
M&E Culture to track performance, investment and improve Sell Out.
Qualifications and Experience Required :
Bachelor’s Degree in Industrial Engineer, Business Administration or similar. MBA highly recommended
5 years of experience in Commercial areas or in Senior Sales roles in CPG's organizations, with focus on On and Trade Out Trade Channel management.
Fluent in Spanish and English.
Great business partnering
Positive attitude and solution focused mind-set
Accuracy and attention to details
Takes ownership and accountability to deliver outcomes
Proven interpersonal and communication skills.
Takes tough decisions and able to assert conviction in the face of opposition.
Ruthlessly prioritizes to deliver results.
Displays innovation and imagination in both financial and commercial settings.
Passionate about making a difference. Energizes others through own commitment
Be open to feedback and challenge from others.
Embraces change and take ownership for driving change through the organization.
Sustains a positive outlook across a range of situations.
Ability to manage complexity / ambiguity
Excellent knowledge of Microsoft Excel and SAP