Sales Operations Executive, Distributors

Job Description :

About us

With over 200 brands sold in nearly 180 countries, Diageo is home to some of the world’s most iconic drinks. From Johnnie Walker and Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life’s moments — from everyday connections to landmark celebrations.

Bring your talent, curiosity and ambition, and strive for your personal best alongside people who challenge, support and learn from each other. Together, as one outstanding team, we keep learning, improving and raising the bar for our brands, our business and each other.

Join us and play your part in making life’s moments mean a little more.

About the Function:

Sales is where our brands meet the real world.

This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter.

It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.

About the role:

The purpose of this role is to own the field sales operations discipline for Key Accounts, with particular focus on store-level execution infrastructure, 3rd-party merchandiser structure management, execution planning, outlet / store segmentation, incentive execution and JCP / JBP management routines.

The role ensures that Key Account plans are translated into disciplined store execution, with clear coverage, standards, performance routines, merchandiser productivity and issue resolution.

This role exists to improve execution quality and customer experience closer to the customer. It ensures Key Account teams, partners and merchandiser structures have the right operational routines to execute with consistency, respond to performance gaps and deliver the JBP with discipline.

Functional & Leadership Responsibilities

• Own Key Accounts Sales Operations accountabilities: outlet / store segmentation, 3rd-party merchandiser structure management, incentive execution, execution planning and JCP / JBP management.

• Define and maintain Key Account outlet / store segmentation.

• Manage 3rd-party merchandiser structures, including coverage, productivity, service levels, execution standards, scorecards and issue escalation.

• Translate customer plans and JBP priorities into execution planning routines with clear owners, timings and standards.

• Execute incentive routines for sales and / or merchandiser teams where applicable.

• Govern JCP / JBP management routines.

• Lead operational discipline across Key Accounts, Activation, Sales Executive teams, agencies, merchandisers, distributors and Performance Reporting.

Key Outputs / Deliverables

• Key Account Outlet / Store Segmentation

• 3rd-Party Merchandiser Structure Plan

• Merchandiser Performance Scorecard

• Key Account Execution Plan

• Sales / Merchandiser Incentives Execution Tracker

• JCP / JBP Management Tracker

• Field Operations Issue Log

Experience and Required Qualifications

• Bachelor's degree in Business Administration, Marketing or related field.

• 3–5 years of experience in Field Sales, Territory Management or Sales Operations within FMCG or Consumer Goods.

• Experience coordinating field execution plans and distributor performance initiatives.

• Experience monitoring sales KPIs, distribution metrics and execution standards to improve commercial performance.

• Experience partnering with Marketing, Customer Service and Category teams to ensure execution excellece.

Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re supported to manage your wellbeing and balance your priorities from day one.

We recognize and value performance, offering our people a highly competitive Rewards and Benefits package including:

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible.

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team.

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more.

Ready to bring your best? This could be your opportunity.

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.

Recruitment Scam Warning

Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money.

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