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Australia: Business Development Manager

diageo300
Context/Scope
· Diageo is the market leader in the spirits and RTD category and is #3 with a 12% share of the total alcohol beverage market in Australia. Fosters is the total market leader with 30% and LN is in 2nd position with 12%. · The market is very price sensitive and longer term profit margins within the industry may come under downward pressure · Key customers/wholesalers: Woolworths, Coles-Myer, ALM, ILG, HLW and various independent groups· The market is expected to continue to consolidate from both a customer and a supplier perspective
Dimensions
a) Financial
· Business Unit volume targets (std cases)· Distribution & rate of sale · Execution targets %· Callage & Coverage targets %· Trading Terms compliance %· Profitability $
b) Market Complexity
· Works with 3rd party Merchandiser & Telesales resources to fulfil brand building objectives
c) Leadership Responsibilities
· Ability to lead & work with merchandiser support· Thrives in working in a small team reporting to a field sales manager· Demonstrates the ability to work with a diverse range of customers from the off & on-trade market· Builds strong network within the state business unit· Represents Diageo and it brands professionally & authentically
Purpose of Role
· To effectively manage & develop accounts in order to deliver the profit, volume, sales driver and Diageo brand building objectives expressed in the commercial plan and customer terms
Top 3-5 Accountabilities

1. Manage & develop the Business Unit to maximise profit by:· Sell in of Trading Terms and executing to ensure we have distribution, stock weight and visibility in store· Identify opportunities for growth & execute with resolution with scale & pace· Grow core brand volumes at a rate in excess of LE.· Maximise return on investment from all discounts and spend, through maintaining compliance to trading terms agreed

2. Plans for Success:· Create robust customer plans for their Business Unit· Develop commercial relationships in order to further understand customer strategies and plans, facilitate collaborative working & resolve any areas of potential conflict

3. Develops industry relationships & expertise:· Develop an area coverage contact plan to guarantee delivery of objectives expressed in the commercial plan.· Develops positive customer relationship & creates the right outlet environment for brand & business objectives as outlined in the trade strategy

4. Drives maximum return on investment:· Apply customer/consumer insights to target sales driver activity· Target and implement sales driver activities in order to achieve brand & commercial objectives· Present compelling customer propositions to meet customer & Diageo needs. Deliver proposals using persuasive selling process· Report implementation of all activity though appropriate processes & systems and monitors compliance

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