Sales Distribution Executive Lisbon

Diageo; Lisboa; Presencial; EUR 35 000 - 60 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Health insurance

Employee Assistance Programme

Annual bonus

Work-life balance

Resumo da oferta

Diageo Portugal is seeking a Sales Distribution Executive - On Trade to manage strategic On Trade customers, lead Joint Business Plans, and drive growth across distribution, pricing and activation.

You will negotiate commercial terms, monitor performance with cross-functional teams, and deliver aligned plans with Field Sales, Marketing, Revenue Growth Management and Finance. English and Portuguese proficiency required.

Qualificações

• Experience in FMCG sales, especially On Trade or wholesalers.
• Strong negotiation and relationship-building skills.
• Proficient in English and Portuguese; MS Office proficiency.

Responsabilidades

• Develop and implement Joint Business Plans (JBP) with On Trade customers.
• Lead negotiations on pricing, promotions, and commercial agreements.
• Manage customer performance and P&L against targets (volume, NSV, margin).
• Monitor sell-in/sell-out, distribution, and promo effectiveness.
• Oversee trade investments and ROI; ensure governance across agreements.
• Collaborate with Marketing, Revenue Growth Management, Commercial Finance and Supply teams.
• Work with Field Sales to ensure excellent market execution.

Conhecimentos

FMCG sales

Key account management

Negotiation

P&L literacy

MS Excel

Ferramentas

MS Office

Descrição da oferta de emprego

Job Description :

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 team:

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 Role:

The Sales Distribution Executive - On Trade is responsible for managing and developing strategic On Trade customers in Portugal.

The role acts as the primary owner of the customer relationship , leading the development and delivery of Joint Business Plans (JBP) that unlock sustainable and profitable growth. This position requires strong commercial acumen, the ability to lead complex negotiations and a deep understanding of the On Trade environment. The Sales Distribution Executive will work closely with cross-functional teams to ensure strong alignment between strategy, execution and performance delivery.

Your responsibilities:

The Sales Distribution Executive is responsible for developing and implementing Joint Business Plans (JBP) with assigned strategic On Trade customers, ensuring alignment between commercial and brand strategies and the customer's business priorities. The role requires translating strategic objectives into clear and actionable customer plans that drive growth across distribution, pricing, portfolio expansion and activation. Through regular business reviews with customers, the SD Executive will monitor performance, identify opportunities and ensure continuous improvement in commercial results.

A key aspect of the role is leading commercial negotiations and building strong customer partnerships. The SD Executive will manage negotiations with key customers covering pricing, promotional plans, activations and broader commercial agreements. By developing compelling and value-driven customer propositions, the role aims to create mutually beneficial outcomes and establish long-term strategic partnerships that support sustainable category growth.

The role also carries full accountability for customer performance and P&L management , ensuring delivery against agreed targets including volume, NSV, margin and market share. The SD Executive will regularly monitor performance through internal reviews and customer meetings, analysing key performance indicators such as sell-in, sell-out, distribution and promotional effectiveness in order to identify risks and opportunities and implement corrective actions where necessary.

In addition, it will be responsible for the management of trade investment , ensuring that commercial investments are effectively planned and allocated to maximise return on investment. This includes tracking the performance of promotional and activation initiatives, adjusting plans where required and ensuring strong governance and compliance across all commercial agreements and investments.

Finally, the role requires strong cross-functional collaboration, working closely with Customer Marketing, Revenue Growth Management (RGM), Commercial Finance and Supply teams to deliver aligned and effective commercial plans. The SD Executive will also partner with Field Sales teams to ensure excellence in market execution, while maintaining clear and effective communication across all internal stakeholders involved in the customer relationship.

About you:

Experience: in a Sales department of FMCG is a must - handling wholesalers/distributors (On trade channel)

Soft skills: Excellent relationship-building skills, confident, honest, trustful, impactful communication, team-playing, innovative thinking, results-orientation, high energy and drive, good prioritization and ambition to grow

Hard skills: Outstanding negotiations skills, P&L literacy - strong numerical and analytical skills, Comfort in using MS Office (especially excel)

Languages: Proficiency in English and Portuguese

Rewards & Benefits:

Join us and you can also expect a highly competitive and flexible rewards and benefits package such as:

• Contemporary work life balance policies and wellbeing activities.
• Comprehensive health insurance for you and your family.
• Employee Assistance Programme.
• Annual bonus dependent on performance.
• Tools for your day to