About us
With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your passion and use your curiosity as you explore, collaborate and innovate. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.
Join us to create a career worth celebrating.
About the Function:
Sales is where our brands meet the real world.
This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter everywhere.
It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.
About the role:
The purpose of this role is to lead Diageo commercial agenda with strategic Key Account customers of On Trade, delivering sustainable growth, customer profitability, brilliant execution and stronger customer experience through disciplined Joint Business Planning. The role owns the customer relationship, translates the commercial plan into customer-specific choices, and ensures Diageo wins through availability, visibility, pricing, activation, service, execution quality and value creation.
Market Context
Chile – Regiones
Decision Making
Decision Area
What the role decides / recommends
Boundaries, support or escalation
- Customer plan and JBP priorities
- Decides customer-specific priorities, negotiation agenda, calendar, execution focus, JBP commitments and performance review cadence.
- Works with Commercial Director, Customer Marketing, RGM, Finance, Supply, Activation and Sales Operations.
- Customer execution and performance interventions
- Decides corrective actions for customer performance gaps, including availability, service, promotional execution, pricing compliance, distribution, visibility and sell-out acceleration.
- Uses PULSE, customer service KPIs, feedback, execution reporting and JBP reviews.
Functional & Leadership Responsibilities
• Own the commercial relationship with assigned strategic customers.
• Lead the customer JBP agenda.
• Deliver customer-level business performance across NSV, volume, sell-out, distribution, investment efficiency, pricing / promo compliance, profitability and execution quality.
• Translate category / channel plans into customer-specific plans.
• Use SAMBC, OTIF, SFA, Advantage Score, service RCA and feedback to identify friction points and lead corrective actions.
• Lead cross-functional customer problem solving.
• Build strong partnerships through disciplined governance, fact-based negotiation and service mindset.
Key Outputs / Deliverables
1. Joint Business Plan / Customer Plan
2. Customer P&L and Value Review
3. Customer Execution Plan
4. Customer Experience Action Plan
5. Commercial Negotiation and Governance Pack
6. Performance Review Cadence
7. Issue Escalation and Resolution Log
Key Interface
Nature of Interaction
- Customer Buying / Category / Operations Teams
- Build JBP, negotiate plans, resolve issues and align service expectations.
- Commercial Director / Sales Leadership
- Align customer priorities and escalation topics.
- Category / Channel Development
- Convert channel strategy into customer plans.
- Commercial Planning
- Align customer plans with cycle plans and IBP inputs.
- RGM / Value Creation
- Align pricing, trade terms, ROI and profitability.
- Supply / Customer Service / IBP
- Resolve availability, OTIF, SAMBC, SFA, billing and order issues.
- Key Accounts Activation
- Execute promotional activity, visibility, POSM and customer calendar.
- Key Accounts Sales Operations
- Align outlet segmentation, merchandiser structures, incentives, execution planning and JBP management.
- Finance / Legal / Compliance
- Ensure investment, claims, contracts and pricing governance.
Experience:
- 2-4 years of experience in Sales, Sales Activation, Trade Marketing, Field Sales, Sales Operations, or Commercial Execution within the FMCG, beverage, or consumer goods industry.
- Experience supporting the implementation of in-store activation plans, promotional campaigns, or commercial execution initiatives.
- Experience working with distributors and/or indirect sales models within the On-Trade channel.
- Experience conducting field visits, monitoring execution standards, and identifying improvement opportunities at the point of sale.
- Experience coordinating with cross-functional teams to ensure the timely execution of commercial initiatives and activation projects.
- Experience tracking execution KPIs and supporting follow-up actions to improve field performance.
Skills:
- Bachelor’s degree in Business Administration, Commercial Engineering, Industrial Engineering, Marketing, or a related field.
- Basic understanding of On-Trade commercial execution, retail operations, and distributor management.
- Knowledge of sales execution fundamentals, including distribution, visibility, availability, merchandising, pricing, and promotional execution.
- Strong organizational and planning skills, with the ability to coordinate multiple activities in a dynamic commercial environment.
- Analytical mindset with the ability to interpret execution data and identify opportunities for improvement.
- Strong interpersonal and communication skills, with the ability to build collaborative relationships and influence stakeholders without direct authority.
- Proactive, execution-oriented, and continuous improvement mindset.
- Proficiency in Microsoft Office (especially Excel and PowerPoint); familiarity with Power BI or sales execution tools is considered an advantage.
- Valid driver’s license and willingness to travel frequently within the assigned territory.
Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re
supported to manage your wellbeing and balance your priorities from day one.
We recognize and value performance, offering our people a highly competitive Rewards and Benefits package including:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to new heights and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.
Recruitment Scam Warning
Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we’ll never ask for money.
