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Job Description :

Vice President, Growth Team

United States

Job Description

Context/Scope :

The Vice President, Growth Team leads both the long-term and in-year North American commercial strategy accountable for achieving Diageo’s ambitious growth and profitability aspirations while further driving the shift to a sell-out focused business model. The Growth Team curates industry insights, establishes a path to our $10B, 10-Share of TBA ambition and translates our mission into a commercial portfolio strategy by defining the source of growth for each brand. The Growth Teams revenue mapping will inform, prioritize and focus all other commercial functions (Advanced Analytics, Category Management, Field Revenue Growth Management, Activation, Performance Management, Channel Teams and Finance) against the highest value opportunities. The Vice President of the Commercial Excellence Growth Team will drive the culture of being proactive, strategic partners to commercial leaders, driving sustainable revenue, quality share, and profitability improvement through rigorous analytics and insights tailored to market-level needs.

Complexity of Role:

• Defines the Commercial Growth Strategy for North America, inclusive of U.S. Spirits, Canada and Diageo Beer Company

• Possesses deep understanding of commercial business, sales, distributor and broker management and must understand the needs/challenges of the divisions/distributors/brokers.

• Must be adept at developing strategic plans and translating the plans into actionable initiatives and activities which will support the delivery of Diageo’s performance ambition.

• Track record of success working within a matrixed organization and developing deep relationships with key commercial stakeholders at all levels, in service of delivering strong business performance. Both internally with Diageo Commercial leaders, as well as externally with our distributor / broker partners.

Decision Making:

Growth Insights

• Responsible for developing an industry outlook

• 5-Year roadmap to $10B 10-Share of TBA Ambition

• 18-24 month projection to inform commercial planning & operations supply forecast

• Fiscal Year industry growth forecast

• Maintain Diageo city strategy to inform investment, brand plans, activation and execution focus

• Cascade differentiated growth targets based on macro-economic environment and consumer insights

• Facilitate Sustainable Quality Market Share Growth

• Long-Term Share Roadmap

• In-Year Market Share Winning Plans

• Market Share Score-carding

• Provide Analysis, and lead the commentary development for North American Executive Team regarding TBA, Spirits category and Diageo Performance

Growth Plan

• Align brand strategies and the commercial roadmap to identify the strategic growth levers to deliver Diageo’s business objectives

• Define the source of growth:

• Spirit category & segments

• Geographies, channels, customers, and brands

• Highest value assortment, tactics & tools

• Develop price architecture, promotional tactics, mix strategies, and trade optimization guidelines to Divisions via Field RGM commercial teams

• Develop robust insights foundation and elasticity / switching analyses

• Lead innovation pricing strategy

• Lead the assortment recommendations for the organization

Growth Operations

• Continue to Build out Tools Required to Automate and Streamline RGM Reporting & Capabilities

• Conduct Consistent & Standardized Pre & Post Evaluation of all Share Battleground Promotional Activity

• Develop Automated Library of Investment Insights

• Drive Cross-Divisional Best-Practice Sharing, Capability Building and Provide Continuity of Knowledge Transfer

• Coupon Management & Reconciliation

Financial:

This role is responsible for all Growth budgets for assigned areas (including trade spend, promotional investments and fixed spend) and strongly influence market-level budgets and priorities of markets, and functions.

Management Responsibility:

This role reports into the Senior Vice President, Commercial Excellence in the NA Commercial business. The role has two direct reports and collaborates & influences across a large network of internal and external stakeholders, so the ability to manage indirectly through others is critical for success.

Key Outputs:

• Lead the Growth Discipline agenda for both Diageo and our Wholesaler partners

• Partner with local senior stakeholders to embed Planning & RGM ways of thinking and processes into the local market, including Planning and Business Performance Management routines, grounded in an analytical approach

• Establish appropriate RGM routines with markets to deliver against the Growth agenda.

• Support markets to cross-functionally develop and execute holistic growth plans backed by the right trade investments which drive a sustainable balance of volume, price, and mix growth utilizing the outputs from RGM insights (including headline price, pack & format architecture, trade & portfolio mix and promo effectiveness) as well as other commercial building blocks, such as EDGE, Innovation, etc.

• Understand and enable market decisions based on trade-offs between market share, volume, sales, price, mix and profit

• Help drive joint value creation conversations with our Customers by grounding our thinking in driving value for Diageo, our Customers and their customers based on shopper insights

• Partner with the global team to grow capabilities and share best practices

Qualifications and Experience Required:

• Graduate/MBA preferred

• 10+ years of commercial experience either within Diageo or similar beverage-alcohol company.

• End-to-end commercial knowledge and end-to-end P&L experience

Acquired Functional Skills

• Commercial experience, preferably in Consumer Product Goods

• Strong knowledge of Distributor Management / Operations (three-tier system)

• Experience with Key Customer Management (either Regional or National)

• Knowledge of / Comfort with: Analytics, Category Management, Financial Metrics

• Ability to operate equally effective in both a strategic environment with Senior Leadership, as well as with a detail oriented, operational and executional focused audience.

Demonstrable Leadership Skills

• Engagement – dynamic individual with the ability to build trust quickly

• Influence – ability to guide key stakeholders who potentially have competing agendas

• Prioritization – effectively identifies and communicates high value opportunities

• Simplification – minimizes low value activities to maximize effectiveness and impact of their team

• Collaboration - experience managing projects or initiatives across multiple functions

• Orchestration – proven track record of coordinating a group of individuals around a shared ambition, and holding them accountable for performance

Worker Type :

Regular

Primary Location:

3WTC

Additional Locations :

Job Posting Start Date :

2024-06-26

Salary Range:

Minimum Salary:

$216750

Maximum Salary:

$361250

At Diageo certain roles are eligible for additional rewards, including annual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits , short-term and long-term disability coverage, basic life insurance, wellness benefits and industry leading parental leave, among others. (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work.) The salary range displayed is the salary range for the role’s primary location.

With over 200 brands sold in more than 180 countries, we’re the world’s leading premium drinks company. Every day, over 30,000 talented people come together at Diageo to create the magic behind our much-loved brands. From iconic names to innovative newcomers – the brands we’re building are rooted in culture and local communities. Our ambition is to be one of the best performing, most trusted and most respected consumer products companies in the world.

Our founders, such as Arthur Guinness, John Walker, and Charles Tanqueray, were visionary entrepreneurs whose brilliant minds helped shape the alcohol industry. And through our people, their legacy lives on. Join us, and you’ll collaborate with talented people from all corners of the world. Together, you’ll innovate and push boundaries, shaping a more inclusive and sustainable future that we can all be proud of.

With diversity at our core, we celebrate our people's unique passions, commitments and specialist skills. Because when varied voices, mindsets, and personalities come together, great ideas are born. In our supportive culture, your voice will be heard and you’ll be empowered to be you. Just bring your ambition, curiosity and ideas, and we’ll celebrate your work and help you reach your fullest potential.

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