This role is accountable for defining what is required to have a competitive route to consumer and the accompanying capability standards across the end-to-end sales function - Customer Marketing, Sales direct & in-direct and Sales Operations along with partners.  The role will also focus on robust target setting & reporting
The purpose of this role is to set the long & mid-term commercial transformation strategy for the W&C region.  Deliver the commercial standards in market and ensure the sales organization is set up with world class capabilities to deliver Every Day Great Execution. The focus is on the commercial side of the business, but it also covers the overall Business Transformation of IBP, robust route to consumer strategy, building commercial capability of partner & Diageo .
The role is responsible to deliver the NSV and market share growth coming out of better outlet execution and simplification outcomes coming out of efficiency & capability improvement of our field sales teams, all linked to EDGE.

Define the Sales Strategy and Sales operations support Requirements that will ensure a competitive Route to Consumer, EDGE, and ultimately deliver market share growth and delivery of business targets;
Build the right culture of discipline within the Sales organization enabling the defined Field Sales Processes and Standards to be fully embedded
Provide peer leadership to the Commercial Leadership team to ensure full alignment and embedding of the defined sales process, standards and measurement
Define, build and embed the Commercial Capability Roadmap for including 3rd party partners (including distributors & wholesalers)
Deliver all elements of EDGE in market, from systems implementation (EDGE365) and execution reporting up to the right reward system & a world class capability plan, within budget.
Develop and deliver an advanced route to consumer, setting us apart from competition.
Lead change management of all commercial & business workstreams in market, incl. communication plans & capability interventions.
Coach & inspire your Business Effectiveness team to deliver exceptional performance

The qualifications and experience you will bring:

10+ years of commercial experience and/or commercial transformation background (in market or regional)
Proven track record in winning through execution and shaping the future through strategic thinking
Strong stakeholder management, ability to influence and partner at senior level and experience in leading a successful team.
Experience of change management and commercial strategy development.
Has a proven ability to deliver results and drive transformation through the organization

The skills you will need: 

Shape the Future by creating a commercial transformation ambition and concrete EDGE plan to deliver this.
Win Through Execution by leading the deployment of EDGE overall project and change with the in-market commercial leadership teams
Act like an owner in demonstrating shared accountability for implementation and holding self and others to the highest standards
Ability to influence and build credibility with senior stakeholders in market & in other teams (Global Sales, DBS)
Build and coach a diverse team to unlock performance and growth
Growth mindset; restless & agile; change agent


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