Territory Management Representative

Purpose of Role:

The Territory Management Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customized plans for priority accounts against nominated growth drivers.

The Territory Management Representative will cover the retail outlets on the basis of a pre-assigned route/plan and ensure that these plans are implemented brilliantly at the point of sale and also to meet the brand, volume, merchandizing and promotion objectives for each outlet while keeping controls & compliance.

Role Responsibilities

Execution Excellence

• Identify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
• Navigate a sales call/appointment using the clearly defined and proven commercial selling skills to understand customers’ needs and match them to the business propositions.
• Use proven selling techniques to deliver propositions that exceed customer expectations, satisfy needs and create ‘win, win, win’ opportunities to ensure distributor coverage and call frequency targets are achieved.
• Persuasive selling to deliver a customer proposition; using knowledge of customers to write winning persuasive customer propositions that are used to achieve/exceed objectives.
• Commercial Competence - have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customer. Also, to have a deep understanding of the various financial levers at our disposal and can use these to positively impact Diageo and our customer's P&L.
• Use the processes, tools and plans provided to ensure brilliant execution by building customized plans for priority accounts against nominated growth drivers and ensure that the plans are implemented brilliantly at the point of sale. To coordinate the overall execution agenda of the customers we work with.
• To balance the short-term needs with a mid-term perspective and a focused activity management approach.
• Ability to implement, supervise and improve adherence to the minimum execution standards by segment as defined by the market to drive growth. Responsible for the measurement of the minimum execution standards in the customers we work with and reporting back the results to the sales organization on an ongoing basis.

Controls and Compliance

• Adhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
• Adherence to Internal process controls, GAR and External Audit reviews.
• Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

Qualifications and Experience:

Qualifications

• A business-related degree or equivalent

Experience and Skill

• 2 years’ experience in analytics and at least 2 years in a field sales role
• Strong attention to detail.

Competencies

Leadership

• Win through Execution - lead bold execution in a fast-moving world.
• Inspire through Purpose - amplify our purpose internally and externally.
• Shape the Future - create focus and ownership for shaping Diageo’s future ambition.
• Invest in Talent - harness the full extent of Diageo’s talent and diversity.

Dial up Behaviors.

• Be externally Curious - Seek deep external insights, anticipate trends and adapt quickly
• Collaborate Efficiently - create an environment where people challenge openly, make decisions with only crucial input and share and adopt what works.
• Experiment and Learn - Aim high and disrupt, try innovative solutions, accommodate failure and learning.
• Act Decisively - Choose progress over perfection, prioritize and commit to decisions and deliver for the business.

Functional Competencies

• Planning and Developing Executional standards
• Core Selling Skills
• Customer Proposition
• Brilliant Execution
• Negotiation Skills
• Commercial Awareness