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Shopper Manager Off Trade at

3 months ago

Nairobi, Nairobi Area, Kenya Diageo Full time

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

Purpose of Role & Leadership Responsibilities

The Shopper Manager Off Trade supports the channel manager Off trade to execute the overall strategy of the channel.

They collaborate closely with internal stakeholders such as Marketing, Brand, Channel Development Managers, and Divisional Commercial Leaders, as well as external partners including BTL/Shopper Marketing agencies and key customers.

An individual contributor role, reporting to Head of Customer Marketing.

Role Responsibilities
Understand the commercial opportunity.

Market & Competitor Knowledge:

use knowledge of the market and our competitors to shape customer, shopper, and consumer plans to deliver high performance.


Brand & Category Knowledge:
use knowledge and information of Diageo's and its competitors brands to shape customer, shopper and category plans.

Customer Understanding:
work in close partnership with the sales teams to ensure Joint Business Plans with customers are based on the understanding of their needs, motivations, P&L and growth drivers

Shopper Understanding & Insights:

unlock the drivers of shopper behavior and develop a penetrating shopper insight using the 5i framework and use of shopper insights in the annual planning process.


Channel Dynamics:
prioritize and target activities and resources through our market's prioritized channels to drive growth.

Excellent Execution

Category strategy:

execute the category strategy and review it regularly to ensure the market is generating customer growth through shopper and consumer behavior change.

Channel and Customer Activity &

Investment Planning:

understand the off-trade channel, make decisions on which levers to pull in order to drive growth, develop activity plans using M&E from previous year's activities in order to deliver an improved ROI.

Execution standards and develop growth divers: Embed execution standards to the off trade channel and prioritize growth drivers, lead M&E activities that respond to shopper and consumer behavior to ensure continuous improvement of growth drivers.


Joint Customer Planning:
create joint value in our customer plans.

Customer Proposition:
use persuasive selling to deliver a customer proposition.

Manage Performance

Commercial Acumen:
a deep understanding of financial levers and use this to positively impact customer's P&L and drive positive outcomes.

Manage execution standards, activity review and promotional execution: review activities, performance of the off-trade channel and manage the activations of all promotions in outlets ensuring they happen On Time In Full.


Measurement and Evaluations:
utilize shopper data, and market research to evaluate campaign performance and identify opportunities for optimization; prepare and share regular progress reports

Budget Management:

Develop and manage the shopper marketing budget, allocating funds to different initiatives based on their strategic importance and potential ROI.

Governance - Risks and Controls

Embedding the Diageo standards of Excellence as the way of working.

Ensuring adherence to Code of Business Conduct, global and local standards, policies, applicable manuals and health and safety requirements in the work environment.

Adherence to Internal process controls, GAR and External Audit requirements.

Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.


Qualifications and Experience Required:
Qualifications

A Bachelor of Commerce in Sales/Marketing or business degree or equivalent

Experience and Skill

Minimum 5-8 years' experience in a similar role.
Ability to Influence internal and external stakeholders.
An ability to inspire agencies to deliver great work and, ideally, experience working with key customers.

Competencies

Leadership Standards

Win through Execution- Lead bold execution in a fast-moving world.
Inspire through Purpose- amplify our purpose internally and externally.
Shape the Future- create focus and ownership for shaping Diageo's future ambition.
Invest in Talent- harness the full extent of Diageo's talent and diversity.

Dial up Behaviors.

Be externally Curious- Seek deep external insights, anticipate trends and adapt quickly

Collaborate Efficiently- create an environment where people challenge openly, make decisions with only essential input and share and embrace what works.

Experiment and Learn- Aim high and disrupt, try innovative solutions, accommodate failure and learning.
Act Decisively- Choose progress over perfection, prioritize and commit to decisions and deliver for the business.

Functional Competencies

Understand the commercial opportunity.
Excellent execution
Persuasive selling
Commercial Acumen
Joint Customer Planning