Head of Commercial Transformation, Cca
hace 2 semanas
Description:
Name of the role: Head of Commercial Transformation, CCALocation: Panamá / MiamiType of contract: PermanentAbout the role: The main purpose of this position is to create a Commercial Transformation strategy that prioritizes the value generation of our RTC through the correct diagnosis, design and implementation/management of initiatives and synergies to maximize commercial, logístical, supply and working capital opportunities, positively impacting share, execution and P&L establishing a competitive advantage to accelerate Penetration in TBA.Develop a value creation plan looking for new joint opportunities with new or existing partners including new distribution models (B2C, D2C etc), map with the complete customers ecosystem, working collaboratively with the extended commercial team, finance, supply, ensuring the right capabilities and resources to carry out the interventions and achieve the established outcomes focusing on digitalization and winning in the point of sale with shoppers and consumers.
Develop a from-to overview and outline the commercial conditions and execution processes as well as the requirements of the value chain.
Leverage data and best practices.Lead B2B & B2C (New Business) Distribution Partners focusing on expanding reach (horizontal growth) and vertical depth (premium execution) while developing our digital capabilities focusing on main KPI ́s as Sellout, Sellin, Coverage, Share, VPO, Execution, GM%, Investments rates, Digital KPI ́s, while also building commercial capabilities within our partners.
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.
Drive customer centricity mindset in CCA, building capabilities of best-in-class Joint Customer Plans and CATMANMain Responsabilities:
The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £300m NSV. CCA is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is USD invoiced.
CCA is a very dynamic market with many opportunities.
Our geographical footprint covers 37 countries, where different languages are spoken and we have a population of 80m, 52m of whom are LDA+.
We also manage several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
The Scotch category accounts for approx.70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region - making us the number one player.
Solves a range of commercial problems; analyses and presents possible solutions within established policies and procedures.Supports and influences decision making on the annual strategy (RTC Strategy) and the related investment and execution plan in key countries.
Decides the performance KPIs to track and make sure all countries comply with RTC And Digital Transformation projects.Road Map to develop the E-commerce agenda for the next 5 yearsDecide on E- commerce agency selection.
Decide on the right thresholds and budget allocation for E-commerce platforms/partnerships.
Leads the content creation for the E-commerce platforms.
Select the key E-commerce partners across CCA.Integrate the E-commerce platforms within the current Diageo CCA commercial model, and/or proposed the required changes in the model.
Responsible to achieve the financial AOP targets.Manage own T&E operating budget effectively to ensure maximum value for travel plans and entertainment.
Responsible for the E-commerce P&L end to end.
Direct management along of E-commerce A&P.Direct management of the E-commerce related fees and Trade spent.
Manage a team of E-Commerce ExecutivesMentor and influence distributor personnel (Marketing & Sale Teams) ensuring they are an extension of the Diageo CCA team.
Deliver capability agenda across distributor personnel.Lead, manage and develop New Commerce Business Channel.
Optimize distribution model to meet the targets that make us reach our ambition of volume, value share and distribution.
Identify new opportunities in the market, exploring potential partners to amplify our coverage and execution while also mapping current RTC (MT- Whls - OT) opportunities to maximize valueDiagnosis and action to guarantee harmony between the subchannels maximizing Sales, share and ProfitImplement Diageo Way of Distributor Management to build the necessary capabilities so that our partners are equipped to deliver the ambitionRTC Strategy with CMO & MktOperational: logistics and operational cost savings opportunities
Communications Planning:
Get the best out of our Content creation and media agencies and deliver brilliant joined up Comms and E-commerc
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