November 7, 2024

Diageo

Panamá

OTHER

Sales Capability Manager, CCA

Job Description :

Name of the role: Sales Capability Manager, CCA

Location: Panama City, Panama

Type of contract: Regular

About Us:

From Arthur Guinness to Johnnie Walker, our business was founded on people of phenomenal 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 diversity of our talent and 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 build 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 encouraged? Then this may be the opportunity for you!

Purpose of the role:
The purpose of the Commercial Capability Manager role is to raise capability to impact total commercial outcomes by leveraging the commercial capability tools and curriculum. It will own the commercial capability execution plan in partnership with key markets including building local faculties through teaching and coaching commercial leaders, executing learning events and programmes and through accompanying and accrediting sales people. The role will drive up the standards of coaching and ultimately the commercial standards of excellence to at least the minimum level. In addition, the Capability Manager will assess the capabilities of potential new partners and support recommendations for Route to Market partners in the Region.

Market Context:

The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £300m NSV. CCA is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is USD invoiced.

CCA is a very dynamic market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+. Our model is a distributor based RTC with over 40 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 Scotch category accounts for approx. 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region – making us the number one player.

About the role:

Developing the commercial capability execution plan in partnership with key markets including selecting and phasing programs.
Building high quality local faculties of commercial leaders operating as teachers to include delivering teacher training, coaching and accreditation.
Execute in partnership with local faculties the core global commercial curriculum that delivers on the market roadmaps and enables the market to meet the minimum level on the global standards and ensuring the sales reps and managers are accredited in line with targets.
Embed behavior change by establishing and driving the 70:20:10 model ensuring strong follow through on learning events through locally systematizing coaching and on the job experiences.
Review in line with agreed strategic objectives capabilities of potential new partners in the Region. The Manager maybe asked to lead a cross-functional team to formulate a final recommendation

About you:

Bachelor’s Degree required in Business or related field. MBA a plus.
Fluent English and Spanish required.
Minimum 5 years of experience in sales and /or customer marketing /trade marketing areas with specific experience on distributor based businesses.
Be an established and proven coach (coaching qualification not required)
Outgoing and a natural communicator with an ability to rapidly build strong networks within Diageo.
Influencing and orchestration skills across multiple-markets with cultural sensitivity and ability to adapt style.
A passionate, charismatic leader, capable of leading emotionally and creating instant connection with the credibility to teach and coach upward as well as down.
Ability to explain the organization’s strategic business priorities and their impact on L&D solutions to commercial leaders.
Change management experience with capability at its heart and a mindset of possibility and belief.