Senior Manager - Sales

Job Title
Senior Manager - Sales

About the Function:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential

About the Role

Diageo India is among the country’s leading beverage alcohol companies with an outstanding portfolio of premium brands. We are a high performing business that is sensitive to consumer, community, and societal needs. We are proud of being a responsible producer and marketer of beverage alcohol, and we champion responsible consumption as part of a balanced lifestyle.

A subsidiary of global leader, Diageo, our world class portfolio includes premium brands such as Johnnie Walker, Black Dog, Black & White, Vat 69, Antiquity, Signature, Singleton, Royal Challenge, McDowell’s No 1, Smirnoff, Ketel One, Tanqueray and Captain Morgan.

Our strength lies in our scale, the geographical diversity of our business and our desire to continuously improve our performance. We have 36 manufacturing facilities across states and union territories in India, a strong distribution network and a state-of-the-art Technical Centre. And our dedicated team of talented people are passionate about providing the best possible experience from every single one of our products.

Incorporated in India as United Spirits Limited (USL), Diageo India is listed on both the National Stock Exchange (NSE) and Bombay Stock Exchange (BSE).

Role Purpose

To drive sustainable growth of Diageo’s Prestige On-Premise and Key Accounts portfolio in the assigned region by delivering volume, market share, visibility, and customer engagement targets. This role will combine strategic account management with on-ground execution, ensuring Diageo brands are the preferred choice in premium on-trade outlets.

Key Responsibilities

Commercial Delivery:

• Ensure Width of Distribution (WOD) and brand availability across targeted prestige on-premise outlets.
• Secure menu listings for Diageo brands in the relevant product categories and ensure back bar visibility.
• Maintain Diageo’s market share consistently against competition.
• Drive consistent volume growth across all managed accounts.

Outlet & Execution Excellence:

• Adhere to planned outlet visit schedules and ensure full coverage of priority accounts.
• Maintain Trax score above 80% by delivering execution standards consistently.
• Ensure agreed activation calendar is implemented with excellence in collaboration with internal and external stakeholders.

Strategic Account Management:

• Develop Joint Business Plans (JBP) with key customers to align growth objectives and investment priorities.
• Lead execution of national key account events, growth drivers, and strategic agendas in the region.
• Plan and manage QDVP spends effectively to maximize ROI and commercial impact.

Spend & Resource Management:

• Monitor and control trade and activation budgets, ensuring optimal utilization in line with commercial priorities.
• Track and evaluate ROI of investments across accounts.

Leadership & People Management:

• Lead, develop, and motivate a team to deliver KPIs, ensuring low attrition and high engagement.
• Delegate effectively while monitoring performance through regular reviews and coaching sessions.
• Facilitate skill development and capability building through structured training and mentoring.
• Conduct periodic performance assessments and provide actionable feedback to enhance team delivery.

Qualifications & Experience:

• Graduate/MBA with 5 - 8 years of sales experience, preferably in FMCG, Alcobev, or luxury lifestyle segments.
• Proven track record in on-trade/key account management.
• Strong commercial acumen with experience in trade spend management.
• Experience in leading teams, performance coaching, and people development.

Key Skills & Competencies:

• Strong negotiation & relationship-building skills.
• Excellent communication & presentation abilities.
• Analytical thinking & data-driven decision-making.
• Execution excellence & attention to detail.
• Ability to influence stakeholders across levels.
• High adaptability in a dynamic market environment.

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.
 

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

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

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