Head of Off Trade/Retail Germany

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. 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 Role
• The Head of Off Trade is a key leadership role. They set and drive the mid to long-term Commercial agenda in the Off-trade channel within Germany. They also set and deliver the financial and strategic growth targets across the customers in this channel.
• This role is responsible for leading a team of 5 direct reports across Key Account and Field force business in Germany, with a total team size of around 20 people. The Head of Off Trade role reports to the Commercial Director Germany.
• Key Responsibilities:
• Build a world class sales team
• Deliver the talent and organizational commercial capability agenda in order to attract, retain and develop the best commercial talent in the industry;
• Nurture empowered teams with a growth and ownership mindset
• Foster a collaborative team environment, promoting a culture of excellence and accountability
• Build the right set of commercial capabilities in the team, to win in the long-term (From insights into execution, Perfect in-store execution, Revenue and Trade Investment Management).
• Being a key member of the Commercial Leadership Team (CLT) and ensure a strong process to share insights and knowledge across the entire market
• Build and maintain a network outside the Germany Commercial organization. This network carries the voice of our Customers into internal forums, discussions, and decisions about pipeline and portfolio choices.
• Performance & Revenue Growth Management
• Strategic ownership of the Germany Off Trade business unit, including accountability for the direct P&L and delivery against the Commercial Strategy and important metrics including NSV, Market Share, GM, Cash.
• Enhancing present business operations and exploring new possibilities to foster future development. Deliver consistent business briefings to local senior management - emphasizing timely measures to address issues to secure that we meet and surpass our financial and growth goals.
• Help steer and complete our long term RGM Agenda through optimized product availability and price and promo mix to improve revenue growth for the entire channel
• Drive clarity behind the role of each customer in delivering on our long term objectives
• Accelerating existing business and identifying and bringing to bear future sources of growth. Present regular business updates to local senior management - including a clear bias to corrective action to ensure we meet and beat our financial and growth objectives.
• Go to market strategy
• Support teams in Annual Negotiations and Joint Business Planning by crafting joint business plans. These plans ensure great results for everyone and are driven by balanced investments linked to firm conditions for growth.
• Work closely with both Key Account and Field force team to ensure excellent sales execution in store
• Foster strong, collaborative relationship with our International Team
• Category Growth Strategy
• Develop and drive a long-term Trade Strategy across the set of German customers - looking into how we differentiate and invest across our customers to truly drive growth
• Develop strong networks and relationships with our trade customers at senior management level

• Leading this channel requires strong commercial competence, an agitator approach, and relentless persistence. You must play on the offense and challenge the status quo. This ensures we scale Diageo's current business with existing partners and unlock new opportunities with bold, ambitious, and creative thinking. The candidate must have strong leadership skills and a proven track record of delivering in complex and challenging roles.
• +12 years of experience in commercial roles within FMCG blue chip multinationals
• An inspirational FMCG commercial leader who has successfully worked in a matrix and international environments
• Proven track record in driving sales capabilities across key areas such as Category Management, Revenue Growth Management and Customer Strategy
• Experience in leading and/or working closely with Field force teams and driving excellence in execution in store
• Commercial experience in the German off trade market is a must
• Fluent in English and German.