Business Performance Manager at Diageo

• The role holder works closely with Commercial Director, Commercial Leadership Team (CLT), Commercial Finance Manager, Head of Beer, Head of IPS/Reserve, Head of Mainstream Spirits & Divisional Commercial Performance Managers (DCPM).
• DCPM have a doted reporting line to the role holder.Lead and drive the consumer & customer strategies and facilitate the formulation of the sales strategy by integrating the strategic and operational brand and trade planning.
• Ensure commercial insights and information platform is fit-for-purpose, to support informed decision-making business through right leadership, strategy and direction to business governance function.

• Responsible for owning the end-to-end performance management process, ensuring alignment with business objectives and driving commercial excellence across divisions and national operations.
• Drive right depletion focus across the organization & our business partners, including sales reps’ van selling, esp. premiumisation & market objectives.
• Generate and deliver actionable market and consumer insights to advise commercial strategy, identifying trends in behaviour, perceptions, and category dynamics.
• Steer timely evaluation and remedial corrective actions of all activities, at the Division & National level, vs the set volume objectives.
• Steer & drive right distribution coverage hygiene with corrective actions in place to close gaps or and seize market opportunities. (RTC metrics, (ND, WD, etc), by division, area & category, with the right actions in place to deliver target by divisions).
• Review market opportunities aligned to market share and put in place mechanism to turn around.
• Oversee resolution all distributor-related issues through CLT, including reconciliation matters, payments to maintain strong and sustainable partnerships.
• Conduct performance deep-dives to identify root causes of underperformance & share learning across the divisions.
• Drive robust meeting rhythms/cycle, from POPs/ DLTs/CLTs/DEMAND REVIEW, with standardized strategic input and output to address market issues or and opportunities.
• Drive & ensure effective distributor reviews/BRMs are held, in the right standard format, documented (minutes) & actions are closed by the respective individuals.
• Own commercial organization's data analytics strategy, driving data-related business changes to transform KBL Sales into a data driven one.
• Applies in-depth understanding of the customer, customer segmentation, trade environment and touchpoints to build integrated, actionable and thought-provoking analysis
• Uncovers and articulates holistic and actionable customer/trade/touchpoints insights and their implications on the business and its plan.
• Ensure that all relevant sales information is available to meet company business needs and that this is effectively communicated to the Management Team.
• Lead the innovation development of the consumer & customer strategies by, ensuring development and refinement of forward-looking, actionable and meaningful customer and consumer segments.

• Directed and aligned cross-divisional sales forecasting and operational planning to support business objectives and demand accuracy.
• Drive robust planning processes across the commercial organization to ensure that excellent forecasts, planning account plans are developed and implemented.
• Proactively participates in cross-functional meetings supporting the identification, assessment, management and monitoring of opportunities and risks.
• Monitors performance against plans and external benchmarks. Addresses issues in a timely manner with full consideration for top line growth and cost management
• Track & review Monthly depletion forecast, with subsequent shipments aligned to the right stock policy & NSV impact, with corrective actions to meet monthly target & right planning.
• Liaise with supply teams, to ensure right production scheduling, in line with product requirement and demand.
• Work closely with the various DSMs, supply chain & market finance to ensure efficient inventory, across the chain, to eliminate out of stocks and optimal inventory.

• Drive out unnecessary costs & steer the right working capital for distributors(indirect), through others & steer FIFO, review of abnormal SIT on selective SKUs to proactively handle SLOBs, to eliminate write-offs.

• Provide People and strategic Leadership to the commercial team, ensuring that individuals are well trained, coached & motivated in line with business goals.
• Actively build and drive the identification and development of a solid talent pipeline and potential successors for key positions in the commercial operations team.
• Provides leadership and mentorship to evolve the analytics capability of the sales team to enable deviation from a traditional centre-based model.

• Drive close working relationships with the Brand, commercial, Supply Chain, Finance teams and KBL stakeholders in order to ensure S&OE processes are compliant and that information related to the commercial strategy is cascaded correctly for both operational and annual planning.
• Support the function and business by delivering on Your Voice initiatives and Strategic Leadership Agenda

• Business Degree level
• Strong understanding of field sales, Sales Operations and analytics
• 8 -10 years FMCG experience, which must include extended period within sales operations, management and business analytics.
• Good relationship management and interpersonal skills
• Excellent communication, influencing and negotiating skills.
• Excellent understanding of strategy development and implementation
• Good understanding of project/change management
• Presentation, report writing and research skills.
• Self-starter with high levels of energy and commitment
• Multifaceted and creative with an ability to work on own initiative as well as be a team player

• Performance Metrics & KPIs: Ability to define, track, and interpret key performance indicators
• Data Analysis & Reporting: Proficient in tools like Excel, Power BI etc
• Goal Setting & Monitoring: Competency in creating SMART goals and monitoring progress against them.
• Process Improvement /Familiarity with continuous improvement methodologies
• Excellent interpersonal and stakeholder management skills
• Coaching & Development: Ability to coach managers and employees for continuous improvement and skill development
• Facilitation Skills: Effective in leading performance review meetings, workshops, and training sessions
• Feedback Delivery: Skilled in delivering both constructive and motivational feedback
• Proactive, solutions-focused mindset with commercial awareness

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