Diageo Head of On Trade Russia in Moscow, Russia




Reporting Location:






Type of Job:


External Job Description:

Purpose of the role:

Lead and manage National On trade Commercial Team to unleash potential of the DIAGEO portfolio in the channel in order to become the best performing, most trusted and respected player in the On trade in Russia.

Key responsibilities:

  • Actively participate in the On Trade channel strategy and On Trade Standards development.

  • Develop and execute strong annual channel plan in line with the channel strategy in order to maximize both commercial and brand building potential.

  • Develop optimal Route to Market and coverage model in the On Trade.

  • Actively work with Marketing and CP&A team to develop efficient growth drivers.

  • Lead and develop high performing sales team by influencing to be highly successful individuals, encouraging them to perform according to the Diageo values and by releasing their potential.

  • Responsible for establishing and development close relationships with Key customers in the channel.

  • Provide accurate volume/profit forecasts.

  • Give appropriate feedback to marketing/CP&A re. Changing trends in shopping-behavior and consumer needs (drinking culture etc.).

  • Identify opportunities to develop further the DIAGEO brands in partnership with key customers.

  • Ensure a clear understanding of promotional and contract effectiveness.

  • Coaching and development of the team.

Key requirements:

  • Minimum of 10 years of sales management + 2 years in On Trade management in FMCG context.

  • Exposure to consumer\\consumer marketing methods.

  • Strong interpersonal skills.

  • Strong negotiation skills.

  • Excellent communication and people management skills.

  • Computer and systems literate.

  • Strong financial basis.

  • Good planning and organizing skills.

  • Fluency in English.

  • Able to identify and manage the fundamental levers for growth in the spirits business.

  • In depth understanding of the market and marketing principles.

  • Commitment to deliver the sales strategy and adopt best practice.

  • Willing to test new ideas and concepts in customer/brands-portfolio.

  • Awareness of new trends and evolutions with customers and consumers.

  • Has in-depth consumer and shopper understanding.

  • Understands global standards.

External Job Title:

Head of On Trade Russia



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