Job Description :
Basic purpose of the role is to effectively manage and develop selected on premise outlets in a designated area in order to deliver the profit, volume, sales driver and brand building objectives expressed in the commercial plan, with the guidance of his / her line manager, through c ompelling customer propositions that unlock growth opportunities and maximise sustainable profit delivery.
Development of an area coverage / contact plan to guarantee delivery of objectives expressed in the commercial plan
Close monitoring and follow up on brilliant execution through regular and consistent coverage plan within outlets.
Successful sales drivers activation such as visibility (visibility points, table visibility, POS material), promotion (execution and evaluation of events), persuasion (introduction of Diageo new products or brands to customers, building of interpersonal relations, product training), quality (products perfect appearance, evaluation of unbranded demand, perfect serve training on premise staff), distribution and price to maximise the return on investment
Relationships management (commercial agreements according to policy, implementation of agreements, exploration of opportunities)
Incremental volume and profit for the customer driven by new opportunities identified
Choiceful activation of the right sales drivers for the customer based on informed decisions
Activities are successfully executed as planned with appropriate customisation necessary to meet the customer’s requirements
Monitors in market execution and informs stakeholders of issues and successes
Structured Selling - Demonstrates consistently high standards of execution. Always operates the structured call / appointment.
Can articulate key features and benefits of brands and their role in the category, in a relevant way to customers
Commercial Acumen - Has an understanding of spend, volume, margin and profit performance within own area of responsibility.
Makes recommendations for change to drive improvement. Has a basic understanding of the customer P&L and customer and category profitability
Ways of Working expected :
Ownership and accountability for outcomes (acting like an owner, actively taking initiatives to drive great performance)
Understanding ROI for each key customer
In-depth knowledge of area of responsibility, able to identify trends and propose actions to leverage these opportunities
Apply the Diageo ways of working and stay focused on business priorities
Build great relationships with key stakeholders of each customer
Ongoing & effective cross-functional cooperation to deliver holistic performance
Essential qualifications / experience required :
University degree in Business. Postgraduate degree will be considered a plus
Approximately 3 years in Sales department of FMCG - On Trade experience is a big asset
Excellent relationship-building skills, confident and solid communication, team-playing, innovative thinking, results-
orientation, high energy, great negotiations skills, good prioritization, focus on total company delivery
P&L literacy - strong numerical and analytical skills
Comfort using MS Office (especially excel)
Fluency in both Greek and English
The role will be based in Patras and will have occasional travel requirements.
Worker Type : Regular
Primary Location : Athens
Additional Locations : Job Posting Start Date :
Job Posting Start Date : 2019-07-18-07 : 00
2019-07-18-07 : 00