ROLE PROFILE

Job Title:

Category Development Manager

Context / Scope:

• Diageo Mexico has multiplied the Sales (volume) two times in the last five years and our growth projection is to double the business into the next 5 years, mainly driven by high complexity customers such as Wal-Mart Group, Oxxo, Soriana and Chedraui. We have a clear vision of being recognized as one of the top 3 sales forces within the CPG companies by the modern trade channel
• Diageo has a solid position as market leader into the growing category of Whisky. We want to strengthen our position in Whisky category, but at the same time we have decided to expand our relevance and continue with our value creation strategy by entering in some other categories, such as Rum and Vodka
• Competitiveness in the industry and more demanding customers have driven the suppliers to develop new business strategies based on deep business analysis and insight generation to meet their expectations and achieve our bold business goals

Range

National Scope/ Accounts

Financial skills:

• Being able to understand Diageo’s and its customers’ financial structure
• Deep understanding of space profitability and how to influence customer profitability through category strategies according to different Nielsen Areas
• To comprehend, apply and accurately interpret financial concepts and indicators related to commercial performance (investment, profit, costs, value, budget efficiency, overdrafts, etc.)
• To live a “measurement culture”, from planning to execution (M&E)

Market Complexity & Commercial skills:

• To accurately discern and interpret market information, enabling the commercial team to identify the right issues, opportunities, barriers and threats

• Confirmed capabilities in working with customers
• To have the ability and expertise on identifying the correct insights, addressing to commercial issues, barriers and opportunities
• To work with agencies on commercial implications
• To have the determination in driving fantastic execution
• To have accomplished an intermediate level in negotiation skills
• To domain an intermediate – advanced level on project management skills

Leadership responsibilities & skills:

• To drive a strong “collaboration agenda”, toward customers and within Diageo
• Find solutions, capable of identify the issue and find different options to solve it, understand Customer & Diageo strategies to develop winning strategies that will lead growth, Short & Long term
• To lead the commercial agenda beyond direct responsibilities
• To be proficient in communication skills
• To pursue “constant improvement” through innovation in our WoW
• Confirmed capabilities in handling people for success

• To live the compliance agenda daily

Purpose of Role:

• Proactively drive sustainable category growth in our key customers, by bringing to life outstanding commercial propositions based on strong and confirmed insights

Top 3-5 Accountabilities:

• Drive customer collaboration agenda
• Achieve deep shopper understanding
• Create and implement commercial solutions through 5Is thinking structure
• Source, discern and interpret information which leads commercial team to capitalize business opportunities and minimize threats
• Drive people development agenda

Qualifications and Experience Required:

• University Graduate with at least 5 years’ commercial experience
• Proficient in English /Spanish
• Proficient Space Planning skills
• Microsoft Office user: Excel, Power Point, Word, Access, Power BI and Project (desirable)
• Key business performance indicator tool user (Nielsen and ISCAM)

Barriers to Success in Role:

• Not to consider customer’s needs and ambitions in our work plans
• Customer collaboration focused on the day-to-day operations instead of on the long term strategy
• Not to be responsible for the deliverables of the commercial agenda
• Failing in fantastic execution
• Losing track of our commercial activations
• To disengage channels of communication with our partners (Sales, Mkt & Customers)
• Lacking of innovative thinking in our proposals

Flexible Working Statement:

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

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, approaches, 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 new heights and build new ones as part