Context / Scope :
The Caribbean and Central America (CCA) is one of Diageo’s most diverse and profitable markets. It is the number 2 market in Latin America and the Caribbean (LAC) in terms of profitability, both in absolute and margin terms , and close to number 2 in terms of NSV.
Our route to market is achieved through a combination of 12 major Free Trade Zone & Border customers, and approximately 30 key Distributor Partners.
We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
The 37 countries that comprise CCA boast a cumulative population of 77 million people who speak a range of languages including English, Spanish, French, Dutch, Creole, Patois and numerous other native languages.
There is a significant and growing emerging middle class (EMC) population across what are relatively young, but broadly stabilizing, democracies.
Purpose of role :
The purpose of the Commercial Capability Manager role is to raise capability to impact total commercial outcomes by leveraging the commercial capability tools and curriculum.
It will own the commercial capability execution plan in partnership with key markets including : building local faculties through teaching and coaching commercial leaders, executing learning events and programmes and through accompanying and accrediting sales people.
The role will drive up the standards of coaching and ultimately the commercial standards of excellence to at least the minimum level.
Top 3-5 Accountabilities :
Developing the commercial capability execution plan in partnership with key markets including selecting and phasing programs.
Building high quality local faculties of commercial leaders operating as teachers to include delivering teacher training, coaching and accreditation.
Execute in partnership with local faculties the core global commercial curriculum that delivers on the market roadmaps and enables the market to meet the minimum level on the global standards and ensuring the sales reps and managers are accredited in line with targets.
Qualifications and Experience Required :
Bachelor’s Degree required in Business or related field. MBA a plus.
Fluent English and Spanish required.
Minimum 5 years of experience in sales and / or customer marketing / trade marketing areas with specific experience on distributor based businesses.
Be an established and proven coach (coaching qualification not required)
Outgoing and a natural communicator with an ability to rapidly build strong networks within Diageo.
Influencing and orchestration skills across multiple-markets with cultural sensitivity and ability to adapt style.
A passionate, charismatic leader, capable of leading emotionally and creating instant connection with the credibility to teach and coach upward as well as down.
Ability to explain the organization’s strategic business priorities and their impact on L&D solutions to commercial leaders.
Change management experience with capability at its heart and a mindset of possibility and belief.
Excellent knowledge of Microsoft PowerPoint and Excel.