Job Description:

Shall be committed to selling and distributing only safe and quality products by following all instructions related to the Food Safety and Quality Management System

Insights – Baseline

• Exhibits curiosity about consumers and customers needs and motivations and how their beliefs and behaviours impact brand/category performance. Understands the 4As tool and the linkage to developing Core Consumer Questions

OCS – Developing

• Understands the principles of OCS. Can explain the local segments & is able to accurately assign outlets to them

Trade Strategy – Baseline

• Has an awareness of customers, market & competitor trends, recognises the to impact of these on the business. Understands brand and commercial goals and refers to them in the targeting of sales driver activities. Understands how their individual actions impact on the delivery of the Trade Strategy

Commercial Plan – Baseline

• Understands rationale behind all activity & is able to translate it into a compelling selling story. Is aware of strategic intents generated in Trade Strategy and incorporates these into Customer Plans. Routinely evaluates all customer activity, communicating findings.

Managing Relationships – Developing

• Understands their customers’ needs & style and uses this to plan effective meetings. Sets clear objectives, evaluates meeting outcomes. Builds strong relationships with colleagues to help inform commercial decisions. Grounded in core skills operates the Diageo 8×6 structured call. Understands the priority brands history, features and benefits and can present them in a relevant way to customers

Sales Drivers – Developing

• Can articulate the relevance of each Sales Driver to Customers. Undertakes and implements activities based on knowledge of “what works”, begins to search & spin. Conducts Sales Driver check at outlet level, ensuring compliance against operating standards & the Diageo Marketing code
• Demonstrate direct experience of the Diageo Way of Selling capabilities with focus on Sales Driver execution at the point of purchase (QDVPPP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion