Account Manager – China Travel Retail
Shanghai, China

Job Description : Role Overview

Role Overview

The Account Manager is pivotal to making this happen this role specifically has a huge responsibility in delivering our growth plan through excellent management of our China Travel Retail customers & world class execution of the commercial Joint Business Plans.

Delivery of the AOP through these customers , Sales Execution Team and Brand Ambassadors is a key part of this role. Engaging & managing stakeholder relationships will be a driver to success.

Market share growth is the number one metric of success and the candidate must have experience & capability to recognise the levers to increase Diageo share.

The role requires the Account Manager to live by the Diageo Leadership Standards every day in order to manage a fast moving multi-cultural business.

The business operates within a very ambiguous environment with complex market conditions, customers & consumers.

Key Accountabilities

  • Manage & deliver the P&L with exceptional control of volume (shipments and depletions), NSV, OP, price, A&P, Trade Spend, & margin mix through successful negotiation, & long term, value creating planning with the customers.
  • Leads S&OP & AOP cycle. Confidently engage with Diageo Directors to share your vision for the business
  • Excellent forecasting skills, across all metrics : depletions, shipments, Trade Spend & A&PRegular audits & reviews of distributocustomerr performance vs.
  • the agreed commercial scorecard. Holding the customers to account & agreeing action plans to close the gapsEntrepreneurial & creative mind-set, which delivers interventions to over-achieve all KPI’s whilst closing any risks to plan.

    Expert at commercial scenario planning to deliver opportunities at paceAgrees Joint Business Plans / Diageo 365 essentials which deliver long term, sustainable value for all stakeholdersLead cross-functional team work with finance, customer marketing etc.

    to create exceptional JBPsBuild trade plans that delight our local consumers at the POP and create exceptional on / off-trade experiences for our consumers whilst still delivering category growth and increasing Diageo shareEnsure airport level world class Every Day Great Eexecution, on-time, every time & communication, design etc.

    is as per Diageo Global Brand StandardsEnsure complete compliance & governance for all projects is in place & relevant SOAs / Policies adhered to without questionBuilding exceptional relationships, and maintaining these despite difficult commercial negotiations will be critical to success in this role

    Qualifications and experience required

  • 5-7 years’ client management / KAM experience, food & beverage industry and cosmetic industry preferred.
  • Key Account management experience, including complex and difficult negotiations
  • Extremely agile in being able to move from Strategy Planning to Implementation candidate must have a proven ability in developing and implementing strategy, solving complex problems and effective decision making, whilst then also being passionate about execution and being able to drive projects through to completion.
  • Needs to be proactive, driven and resilient a self motivator who thrives in ambiguity and can overcome obstacles / find solutions.
  • Ruthless attention to detail for commercial planning and in delivering on execution.
  • Able to inspire a multifunctional sales team and bring the team on a journey to success
  • Excellent understanding of P&L management
  • Worker Type :

    Fixed Term Contract (Fixed Term)


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