Commercial Manager

CIPS; Folly Gate; On-site; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Rewards and Benefits package

Job summary

Diageo is hiring a Commercial Manager to drive performance for a defined geographic area. You will lead a sales and activation team to deliver on-trade growth, NSV, and effective execution across the region, reporting to the Head of Field & Technical.

You will build plans using market knowledge and data, develop relationships with RTMs, and manage a high‑performing team to achieve regional KPIs and growth. A strong track record in P&L management within FMCG and stakeholder negotiation is

Qualifications

• Proven P&L management and results delivery in FMCG.
• Strong understanding of commercial relationships and joint business plans.
• Experience in contract negotiations and building partnerships.

Responsibilities

• Accountable for regional performance and share/NSV outcomes.
• Develop market-leading RTM relationships with regional sales directors and stakeholders.
• Lead sales and activation teams (including 3rd party) for area.
• Coach and develop field teams to deliver outstanding performance.
• Foster cross-functional collaboration with technical, marketing and category teams.
• Drive inclusive culture and evolve team capability to meet KPIs.

Skills

P&L management

FMCG experience

Team leadership

Stakeholder management

Data-driven decisions

Job description

The Commercial Manager is responsible for driving performance for a specific geographic area as part of the Field & Technical team driving total territory management to deliver exceptional execution, delivering On Trade share, Diageo NSV and effective execution. They lead a sales and activation team to deliver executional success by providing the strategic direction across total territory, using market knowledge and category data to build plans to win share and deliver exponential on-trade P&L growth. They are the sole leader for the designated area, fully accountable for the region's performance, reporting into the Head of Field & Technical.

• Accountable for overall regional Value Share & NSV outcomes. Delivered through distribution and execution metrics in month, quarter and year. Input metrics will include retaining and winning contracted accounts, winning distribution and increasing rate of sale, winning pouring status and menu visibility, executing branded activation, improving Guinness Quality scores for region and delivering Diageo One acquisition and engagement outcomes.
• Develop market leading RTM relationships with the relevant regional sales directors and stakeholders in target RTMs, making Diageo the supplier of choice.
• Responsible for successfully executing how Diageo brands show up in the independent free trade.
• Apply commercial expertise to build investment plans for small /medium regional groups (in-direct customers) that create positive ROI and drive executional standards in outlet.
• Management of sales and activation team, including 3rd party sales assigned to the area allocated to you.
• Motivate, coach and develop field teams to deliver outstanding performance and develop the potential and capability of each member, in order to deliver against key metrics.
• Create strong cross functional relationships working with technical, customer marketing and category teams to deliver regional KPIs and ongoing growth.
• Create and foster an inclusive and diverse team culture that drives engagement and inspires and shapes the future of the channel, We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You'll work alongside people with different backgrounds, experiences and perspectives - challenging, supporting and learning from one another as one outstanding team.
• Together, we're constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you'll have the opportunity to contribute, make an impact and play your part in making life's moments mean a little more.
• Experienced commercial professional, with solid track record of managing P&L and consistently delivering results within FMCG environment.
• Strong understanding of commercial relationships, contract negotiations and joint business plans.
• A strong track record of winning with customers and delivering growth in market share and NSV through category selling and business partnership.
• A passion for the on-trade and the ability to build and leverage strong relationships with business partners internally and externally.
• Track record of building and leading high performing/highly engaged teams.
• Motivated to deliver game changing performance and the ability to lead teams to deliver exceptional execution.
• Growth mindset and with ability to seek creative solutions to dynamic business challenges.
• Able to manage senior stakeholders to drive the outcomes required within your region.
• Able to translate data and insight into action and outcomes, either to accelerate an opportunity or diagnose and fix an issue.

Additional Requirements

• Full, clean UK driving license.
• At least 1 year of active driving experience.

Working with us 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.

With over 200 brands sold in nearly 180 countries, Diageo is home to some of the world's most iconic drinks. From Johnnie Walker and Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life's moments - from everyday connections to landmark celebrations. Bring your talent, curiosity and ambition, and strive for your personal best alongside people who challenge, support and learn from each other. Together, as one outstanding team, we keep learning, improving and raising the bar for our brands, our business and each other. Join us and play your part in making life's moments mean a little more.

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package. Our purpose is crafting iconic drinks chosen for life's moments. And it's our people, with their different experiences, perspectives and talents, who make that possible.