Sales and Execution Executive

About us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

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 team:

About the role:

Diageo is already well on its way to achieve the performance ambition of becoming the best performing, most trusted and respected consumer products company in the world. Over the last five years, Diageo Mexico has achieved significant double-digit growth in sales and increased share of market through amazing brand building, world class Commercial partnerships and brilliant execution.

The Sales Operations Team plays a critical role in bringing our strategy to life at the point of sale, acting as the driving force of execution within our commercial organization. With Speed, precision and visibility the team is focused to make our brands land in every channel with excellence and in alignment with the company´s strategic priorities, customer plans and consumer focus.

FIELD SALES SENIOR ASSOCIATE is the owner of a group of cities within their Nielsen Area 3 (GUANAJUATO Y MICHOACAN); responsible for transforming company & regional strategy into local sales and execution tactics, ensuring profitable growth in volume, distribution, visibility and sell out through flawless execution and store activations.

The role also serves as a link with customers and internal multifunctional teams, leveraging data, insights and disciplined routines to driver results.

PURPOSE OF POSITION: Ensure the achievement of sales and execution objectives in their assigned territory by leading customer relationships, executing commercial activations, negotiating additional visibility, effective point of sales visits and providing local insights to influence regional strategy and commercial/multifunctional teams to accomplish objectives.

Role Responsibilities:

Decisions that the role is expected and has authority to make:

• Define customer, route and POS priorities in their territory.

• Negotiate additional spaces, correct product visibility (activations if possible) aligned with strategy and excellence in execution guideline 

• Define corrective actions based on store performance data (Out of Stocks, Visibility Gaps, Sell Out, SKU Performance)

• Decide actions to recover execution gaps identified in Store audits or KPIs

• Track promoter and supervisor performance in stores, escalating issues when needed

• Provide insights on local trends, strengths, opportunities and competitors

• Prioritize investment of time and resources in stores with highest ROI potential

• Share best practices observed in other territories or channels to be replicated

Optimization of store visit frequency based on sales potential, store strategy and segmentation and ROI of execution

• Adjustments to 3rd Parties (Agencies) route structures to improve coverage and reduce overlaps and inefficiencies

• Improvements in execution standards (trainings needs, checklists, processes…considering 3rd Parties)

• Opportunities for multifunctional teams to support execution effectiveness (KAMS, Shopper, Marketing, Supply…)

Financial Accountability (Budget/Revenue)

• Responsible for managing and controlling assigned sales budget, investment in activation, resources and ensuring ROI of local initiatives

• Recommendations on allocation of operational resources by channel

• Support for ROI analysis of execution models

• Full Fiscal Year Merchandisers Budget Tracking and Control (reporting status to Sales Operations Head)

Market / Function Complexity

• Diageo´s Share within TBA Consistent Competitors Activity Category Execution Restrictions

• Diversity of channels and store formats with specific operational requirements

• Number of Stores, relevance of territory

• Orchestrating execution and influence across multiple areas with different priorities (internal & external)

Collaboration Guideline with 3rd Parties (Agencies)

Experience / skills required:

Flexible Working Statement:

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re

supported to manage your wellbeing and balance your priorities from day one.

Rewards & Benefits Statement:

We recognize and value performance, offering our people a highly competitive Rewards and Benefits package including:

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 new heights 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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