Sales Operations Manager, DR

Sales Operations Manager, DR

Job title: Sales Operations Manager, DR

Company: Diageo

Job description: Job Description :

Job Title Sales Operations Manager, Dominican Republic

Location Santo Domingo

Contract Permanent

About us

From Arthur Guinness to Johnnie Walker, our business was founded on people of great character, and in 250 years, nothing’s changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. And our success is thanks to the strength of our people, in every role. It’s why we trust them with our legacy. And it’s why we reward them with the career-defining opportunities that they deserve.

Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people.

Feel inspired? Then this may be the opportunity for you.


At Diageo, we do Sales differently. We’re the leading beverage alcohol company in every region of the world, boasting internationally-recognized brands such as Baileys, Guinness, Smirnoff, and Johnnie Walker. And this is your opportunity to create create new ways to share and celebrate our truly iconic products across the globe. We offer a perfect blend of local and global roles, covering everything from digital to customer service, our immersive store experiences to international operations. Wherever you are, you’ll need to be able to forge lasting relationships, bring commitment and energy to improve our performance, and a genuine entrepreneurial spirit in tune with our company’s proud legacy. At Diageo, character is everything. So if you share our sense of adventure, you’ll have the chance to learn a huge range of skills and disciplines, and build an exceptional career with us.

About the Role


Lead the commercial capability development and execution in our distributor salesforce. Drive markets to reach/exceed its Breakthrough execution goals.

Lead in performance management of execution KPI´s.

Create and leading routine´s process with Distributor team and CMO team.

Responsible for System and automizer sales tools between Distributor information and Diageo database.

Responsible for implement and to define together with CMO team the Minimum Standard of execution for the Market.

The role will focus primarily on engaging our commercial teams and our distributor to move from strategy to execution flawlessly.

Responsible in training and capability of sales force in Picture of success of POS.

Responsible in training and capability of sales Force in segmentation of POS.

The role will require interfacing with Commercial Manager and cross functional stakeholders; and an ability to adapt outlet execution transformation to differing Route to Consumer archetypes.

Lead, coach and work with distributor teams to roll out and embed outlet execution standards in market.

Be the catalyst for organizational change, leading to the markets becoming obsessed with winning at the outlet

Market Context

The Caribbean and Central America (CCA) is one of Diageo’s most diverse and profitable markets. It is the number 2 market in Latin America and the Caribbean (LAC) in terms of profitability, both in absolute and margin terms, and close to number 2 in terms of NSV.

Our route to market is achieved through a combination of 12 major Free Trade Zone & Border customers, and approximately 30 key Distributor Partners. We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.

The 37 countries that comprise CCA boast a cumulative population of 77 million people who speak a range of languages including English, Spanish, French, Dutch, Creole, Patois and numerous other native languages. There is a significant and growing emerging middle class (EMC) population across what are relatively young, but broadly stabilizing, democracies.

Decision Making

Lead Outlet Execution Standards implementation.

Make decisions with Marketing / CMO, Sales, Key Accounts and local distributor to deliver our business plan, ensuring right optimization of investment and prioritization of execution activities.

Influences commercial action planning to course correct KPI performance with fact-based insights generated through execution data analysis.

Raising and recommending solutions to critical issues as well as bringing to life key opportunities within the channels.

Financial Responsibility

This role does not have direct P&L responsibility but will be instrumental in driving NSV and Market Share growth targets through outlet execution.

Ensure M&E is applied on all relevant investments as per the agreed amounts

Manage own T&E budget and is expected to adhere to all related policies, and to not exceed assigned budget.

Implement initiatives looking for growth and profitability from Retailers and Diageo through our distributors and in accordance with trade investment policies.

Leadership Responsibility

Mobilizes commercial teams (Sales, Commercial Planning and Activation and distributors) and customers to flawlessly execute our Innovation Brand launches and Point of Purchase marketing programs.

The incumbent needs to influence sales and customer marketing teams internally and mentor Distributor personnel to own the Commercial Standard agenda with passion.

Great relationship builder with different stakeholders internally and externally. He/she will be exposed to demanding senior leaders and thus needs to show confidence and drive at all levels.

Lead the translation of strong thinking and understanding of shopper, category and channel/customer into propositions that win at the moment of choice

Win through Execution by leading the transformation of Outlet Execution with the in-market team. This will be achieved by taking an external lens and setting the bar high for us and our partners. This will cover all aspects of the Outlet Execution framework from leveraging Advanced Analytics to establish segmentation & outlet standards.

Key Outputs/Deliverables

Delivery the target of Min. standard (assortment, activation and Picture of success) by Market.

Responsible to deliver the growth of sell out target by Market.

Responsible to deliver with commercial manager the AOP target by market.

Responsible to deliver the initiative of recruit from Beer and Local Spirits by Market.

Responsible in training and capability of sales force in Picture of success of POS.

Responsible in training and capability os sales Force in segmentation of POS.

Lead in the culture of transformation from focus on sell in to focus on sell out and execution externally (distributor partners) and internally.

Lead the integrate, develop and improving automate sales information and outlet data base system in the Market.

Delivery the system of measure of Minimum Standard of execution (Min. Assortment and Min. activation) in the Market.

Delivery the correct segmentation by market and review annually the segmentation with CMO and Distributor.

Build the strongest agenda of training for internal and external sales force and distributor and provide the role model framework for DWDM.

Leads the shared strategic agenda and JCP for assigned markets in conjunction with Customer Marketing and Distributor in 2 years for the market.

Builds and maintains high level of strategic alignment with Distributor’s Senior Management in order to create a high-performance organization and monitors distributor’s performance in all established KPIs.

Leads capability agenda with the distributor partner to ensure that the right level of capabilities are in place to deliver the strategy.

Manages TS budgets for JCP in conjunction with distributors and be responsible to make the decision, what costumer to invest and what´s KPI´s with measuring monthly.

Supports new product introduction/innovation and executes commercial proposition for innovation and reserve through our distributors by each cycle.

Experience required/Skills/Capabilities/Languages

Bachelor’s Degree required in Business or related field. MBA is a plus.

English and Spanish are required.

Minimum 3 years of experience at manager level in sales and /or customer marketing /trade marketing areas with specific experience of distributor-based businesses within a CPG company.

Ability to work around and within a variety of different market conditions and demographic factors.

Strong strategic thinking abilities, planning and analytical skills.

Strong influencing, negotiation and collaboration skills, with a range and adaptability of style.

Good understanding of retailer and/or distributor strategy, operations and complex motivations of shoppers, consumers and customers is essential.

Strong presentation skills.

Diversity statement

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don’t let anything stop you from applying.

Character Is Everything

Worker Type : Regular

Primary Location: Santo Domingo

Additional Locations :

Job Posting Start Date : 2021-06-11-07:00

Expected salary:

Location: Santo Domingo

Job date: Sat, 12 Jun 2021 22:39:03 GMT

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