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Job Description
Vice President, Growth Team
United States
Context/Scope
Job Description
The Vice President, Growth Team leads both the long-term and in-year North American commercial strategy accountable for achieving Diageo's ambitious growth and profitability aspirations while further driving the shift to a sell-out focused business model. The Growth Team curates industry insights, establishes a path to our $10B, 10-Share of TBA ambition and translates our mission into a commercial portfolio strategy by defining the source of growth for each brand. The Growth Teams revenue mapping will inform, prioritize and focus all other commercial functions (Advanced Analytics, Category Management, Field Revenue Growth Management, Activation, Performance Management, Channel Teams and Finance) against the highest value opportunities. The Vice President of the Commercial Excellence Growth Team will drive the culture of being proactive, strategic partners to commercial leaders, driving sustainable revenue, quality share, and profitability improvement through rigorous analytics and insights tailored to market-level needs.
Complexity Of Role
Defines the Commercial Growth Strategy for North America, inclusive of U.S. Spirits, Canada and Diageo Beer Company
Possesses deep understanding of commercial business, sales, distributor and broker management and must understand the needs/challenges of the divisions/distributors/brokers.
Must be adept at developing strategic plans and translating the plans into actionable initiatives and activities which will support the delivery of Diageo's performance ambition.
Track record of success working within a matrixed organization and developing deep relationships with key commercial stakeholders at all levels, in service of delivering strong business performance. Both internally with Diageo Commercial leaders, as well as externally with our distributor / broker partners.
Provide Analysis, and lead the commentary development for North American Executive Team regarding TBA, Spirits category and Diageo Performance
Growth Plan
Align brand strategies and the commercial roadmap to identify the strategic growth levers to deliver Diageo's business objectives
Define the source of growth:
Spirit category & segments
Geographies, channels, customers, and brands
Highest value assortment, tactics & tools
Develop price architecture, promotional tactics, mix strategies, and trade optimization guidelines to Divisions via Field RGM commercial teams
Develop robust insights foundation and elasticity / switching analyses
Lead innovation pricing strategy
Lead the assortment recommendations for the organization
Growth Operations
Continue to Build out Tools Required to Automate and Streamline RGM Reporting & Capabilities
Conduct Consistent & Standardized Pre & Post Evaluation of all Share Battleground Promotional Activity
Develop Automated Library of Investment Insights
Drive Cross-Divisional Best-Practice Sharing, Capability Building and Provide Continuity of Knowledge Transfer
Coupon Management & Reconciliation
Financial
This role is responsible for all Growth budgets for assigned areas (including trade spend, promotional investments and fixed spend) and strongly influence market-level budgets and priorities of markets, and functions.
Management Responsibility
This role reports into the Senior Vice President, Commercial Excellence in the NA Commercial business. The role has two direct reports and collaborates & influences across a large network of internal and external stakeholders, so the ability to manage indirectly through others is critical for success.
Key Outputs
Lead the Growth Discipline agenda for both Diageo and our Wholesaler partners
Partner with local senior stakeholders to embed Planning & RGM ways of thinking and processes into the local market, including Planning and Business Performance Management routines, grounded in an analytical approach
Establish appropriate RGM routines with markets to deliver against the Growth agenda.
Support markets to cross-functionally develop and execute holistic growth plans backed by the right trade investments which drive a sustainable balance of volume, price, and mix growth utilizing the outputs from RGM insights (including headline price, pack & format architecture, trade & portfolio mix and promo effectiveness) as well as other commercial building blocks, such as EDGE, Innovation, etc.
Understand and enable market decisions based on trade-offs between market share, volume, sales, price, mix and profit
Help drive joint value creation conversations with our Customers by grounding our thinking in driving value for Diageo, our Customers and their customers based on shopper insights
Partner with the global team to grow capabilities and share best practices
Qualifications And Experience Required
Graduate/MBA preferred
10+ years of commercial experience either within Diageo or similar beverage-alcohol company.
End-to-end commercial knowledge and end-to-end P&L experience
Acquired Functional Skills
Commercial experience, preferably in Consumer Product Goods
Strong knowledge of Distributor Management / Operations (three-tier system)
Experience with Key Customer Management (either Regional or National)
Knowledge of / Comfort with: Analytics, Category Management, Financial Metrics
Ability to operate equally effective in both a strategic environment with Senior Leadership, as well as with a detail oriented, operational and executional focused audience.
Demonstrable Leadership Skills
Engagement - dynamic individual with the ability to build trust quickly
Influence - ability to guide key stakeholders who potentially have competing agendas
Prioritization - effectively identifies and communicates high value opportunities
Simplification - minimizes low value activities to maximize effectiveness and impact of their team
Collaboration - experience managing projects or initiatives across multiple functions
Orchestration - proven track record of coordinating a group of individuals around a shared ambition, and holding them accountable for performance
Worker Type
Regular
Primary Location:
3WTC
Additional Locations :
Job Posting Start Date
2024-06-26
Salary Range
Minimum Salary:
$216750
Maximum Salary
$361250
At Diageo certain roles are eligible for additional rewards, including annual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits , short-term and long-term disability coverage, basic life insurance, wellness benefits and industry leading parental leave, among others. (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work.) The salary range displayed is the salary range for the role's primary location.
Seniority level
Executive
Employment type
Full-time
Job function
Sales and Business Development
Industries
Wine & Spirits
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