Sales Executive (Reserve) needed at Diageo

KEY DELIVERABLES

Understand the commercial opportunity

• Highly connected with the Reserve environment, translating this understanding to shape customer, consumer and category plans.
• Deep understanding of what is important to a customer’s business, including mission, vision and objectives (both short- and long-term), and use this to develop clear joint customer plans.
• Brand and category knowledge across spirits and TBA with particular experience in process, ingredients, provenance and trends.

Develop strategy and plan execution

• Follow a simple, tailored, defensible and conditional trade investment framework to be implemented with customers.
• Understanding of where and how to target trade investment to maximise ROI whilst delivering for our customers.
• Effectively balance short- and long-term performance goals in planning, execution and evaluation of activity. Relationship management with external and internal stakeholders.
• Skilled in developing customer and stakeholder commitment, negotiating for win-win outcomes with a diverse range of variables.
• Operates proactively – and where necessary, reactively – in order to beat the competition.

Brilliant execution

• Turning strategy into action through leadership, planning and disciplined activation.
• Able to build plans to customise activity to deliver against the nominated growth drivers for priority customers.
• Demonstrates consistently high standards of execution.
• Always operates the DWS 8 Steps of the structured call/appointment.
• Can articulate key features and benefits of brands and their role in the category in a relevant way to customers.
• Skilled negotiator.

EXPERIENCE REQUIRED

• A background in any area of sales, particularly within the luxury goods sector, is valuable but not mandatory.
• Previous exposure to Diageo Way of Selling capabilities or experience of using a similar structured sales approach is particularly valuable.
• Experience with other luxury selling models useful but not mandatory.
• Good understanding of Reserve category.
• Passion for high-end spirits and solid knowledge of spirit category at customer and consumer level.