Commercial Head of On-Trade Germany

Role profile: Secondment (6 months parental cover)

Reports To: Commercial Director Germany

Location: Hamburg, Germany

About us

Diageo is the global leader in beverage alcohol, with a portfolio of many of the most iconic spirit brands in the world. At Diageo, we celebrate life every day, everywhere. We strive to make the most of life. To be the best we can be at work, at home, with friends, in the community, and for the community. We are known for being passionate about everything we do. We humbly but confidently continue to walk in the footsteps of such legends as John Walker, Charles Tanqueray, and Arthur Guinness.

What you'll be doing: As Commercial Head of On-Trade, deliver with their team gold Volume and Value Growth standards, brand building with key Customers, quality, distribution, transparency, promotion, persuasion, and relevant social media activities. Drive the efficiency and effectiveness of existing on-trade structures and find new and innovative ways to grow the Diageo business in the non-called universe through distribution and activation partnerships and digital savviness.

Lead an outstanding group of on-trade commercial leaders and key account managers, supporting them in driving business performance and navigating your way through organizational change while identifying new growth opportunities.

You will be responsible for:

• Channel and customer strategies: Resolves customer role/activity plans/investment profile to deliver the country plan.
• In-year adjustments/allocations of activity
• Business Performance Management: Defines the best view forecast & forward investment plan
• Innovation commercialisation -investment and activation plans by customers.
• Commercial resource allocation (investment/people) for the channel
• Pricing & Promotional effectiveness
• Implementation of pricing corridors & promotional tramlines within accounts
• Customer value chain management uses the S&OP process (forecast accuracy/demand planning) and OTC processes to handle costs and increase value.
• Budget accountability
• Commercial investment
• Responsible for delivery of double-digit turnover

What you will have:

• A strong and broad track record in commercial with significant Tier 1/Tier 2 account management experience, including leading strategy planning with customers and P&L accountability
• Highly skilled in encouraging dedication through sophisticated negotiation skills, resolving conflict, and crafting collaborative relationships
• In-depth understanding of distributors, key customers, and competitors: their businesses and their shoppers/drinkers
• Able to mentor both functional and leadership capability development in commercial leaders
• Extensive experience, having worked in German on-trade with relevant network
• Proficiency in German and English is required.