Diageo Channel Controller in St James Gate, Ireland




Reporting Location:

St James Gate





Type of Job:


External Job Description:

Diageo is the world’s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry.

We are a young company born of an incredible entrepreneurial legacy. The success of Guinness®, Smirnoff®, Johnnie Walker®, Tanqueray® and many more brands led to the formation of our company in 1997. And we only thrive today because of the talent of our people to grow our brands, old and new, and keep them strong.

The Channel Controller role is an influential commercial leadership role within the Take Home Trade Channel. Consumer trends point to the continuing growth of Home Consumption.

Role Summary:

  • Ownership for creation, management and implementation of the ROI Take Home Trade Channel strategies based on customer, shopper and consumer insights.

  • Senior point of contact for Diageo and responsible for developing a relationship network with each of the key customers as well as managing the senior interaction between both businesses as required

  • Management and development of a team of direct reports (Account Managers)

  • Ensures all agreements and contracts comply with Diageo legal guidelines - understands and proactively supports DMC principles

  • The role requires close working with other Channel Director/Channel Controllers/Commercial Manager and Account Managers, as well as other key support functions such as Brands, Supply, Finance, Sales Operations and Customer Marketing

Key Outcomes:

  • Delivers Channel NSV, Trading Profit, Cash and Share Targets

  • Leads the negotiation of commercial arrangement within the guidelines of the Trade Terms

  • Utilises customer, shopper and brand insights to develop compelling customer propositions that create mutual value and are measured through delivery of the commercial goals along with being recognised as a top supplier by customers within the channel.

  • Manages and achieves effective sales strategies for the Account Portfolio to ensure success against KPI’s and to constantly improve Return on Investment.

  • Measures and evaluates all sales driver activity, customer satisfaction and communicates results internally and externally.

  • Ensures that performance reporting systems are used to forecast, monitor and manage the business.

  • Understands consumer strategies for all core Brands and persuasively negotiate their introduction with customers. Through the effective use of all Diageo tools ensure preferred supplier status, competitive advantage and category captaincy to deliver mutual benefits and results.

  • Leads the negotiation of commercial arrangement within the guidelines of the Trade Terms.

Essential qualifications / experience required

  • Graduate calibre

  • 7 years sales experience including at least 4 in an FMCG environment

  • A thorough understanding / working knowledge of the Irish Multiple sector, ideally within a FMCG environment

  • Previous responsibility for the deployment and management of substantial financial budgets.

  • Previous experience in a matrix management environment working with numerous individuals to achieve joint objectives

  • Proven track record in delivery of commercial metrics and sale growth initiatives

  • Highly numerical with experience in development of profitable customer propositions

  • Comprehensive understanding of key commercial measures

  • Experience of engaging cross functionally and with senior leaders within organisation (externally and internally)

  • Understanding of productivity measurement and reporting systems.

  • An ability to build and leverage relationships with customers supported by proven negotiations skills capability

  • Good numerical ability and understanding of financial measures

  • Ability to structure and present compelling commercial arguments

  • Excellent verbal communication and personal organisational skills

  • Full clean driving license

External Job Title:

Channel Controller



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