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Commercial Manager, Mr Black Coffee Liqueur

New York, NY

Diageo is a global leader in beverage alcohol with an outstanding collection of over 200 brands in over 180 countries globally, including Johnnie Walker, Crown Royal, Bulleit and Buchanan's whiskies, Smirnoff, Cîroc and Ketel One vodkas, Captain Morgan, Baileys, Don Julio, Tanqueray and Guinness.

Our performance ambition is to be the best performing, most trusted and respected consumer products companies in the world. We are proud of the brands we make and the enjoyment they give to millions. We are passionate about alcohol playing a positive role in society as part of a balanced lifestyle. It is central to our purpose to celebrate life, every day, everywhere!

We are seeking an experienced commercial lead who can partner with the US brand team to grow Mr Black in the US /NAM market, the largest, fastest-growing for the business. As the business expands nationally in the US, the role will be the champion and lead for development and where Mr Black is working (by market, by channel, by approach), in order to get to long-term ambition – be the #! Coffee liqueur.

This person will be responsible to collaborate with both off and on-trade commercial teams, building a roadmap to growth (and in line with the business case) for the next 3-5 years, and then leading the organization on achieving this goal.

Key Responsibilities:
  • Drive the business with a clear commercial strategy translated into clear channel and customer strategies and standards with a heavy focus on growing and winning the on premise
  • Build a 3-5 year roadmap for delivering growth on Mr Black and against the case, working to build a ‘step-up’ ambition above and beyond the business case
  • Partners closely with the new on premise team to build strategy, execution map for the brand and growth
  • Articulate growth drivers to the rest of the organization, by diving into the “where” and “how”
    • Pushes to ensure execution goals are delivered
    • Self-assurance to interject when execution is not per expectation
  • Partners with RGM to articulate clear recommended retail pricing strategy and monitors execution of strategy intervening where required
  • Partners with FP&A to review shipments and connection to AOP, O&R and depletions pacing
  • Be the go-to and lead on internal execution data, including: distribution, displays, menus, Nielsen. Leads reporting on all performance activities: understand what is working, when & where we need to shift
  • Influence & drive the commercial organization on execution parameters
    • Accountable for commercial results
    • Partner with key accounts as required to deliver execution & activation goals
  • Work very closely with strategic accounts to ensure execution of existing programs (especially during AAG integration) & to drive the breakout growth agenda
  • Influence Commercial selling divisions & ensure execution goals are being delivered; lay out challenge plans if the organization is not meeting ambition
  • Collaborate with the Diageo sales team and distributors to ensure magnificent execution of customer initiatives
  • Partner closely with CP&A lead to evaluate, measure and track point of sale and execution across markets and at launch
  • Support generation of commercial presentations for internal and external audiences 
  • Generate well thought-out, accurate, and timely solutions to ad hoc requestsLeads the new Mr Black brand ambassador program, including 3 brand ambassadors and agency (Proof), working through critical metrics, performance and adjustments over the course of year 1 program
  • Time breakdown: Strategy, Commercial Development (50%); BA Management (35%); All other responsibilities (15%)

  • MBA preferred; Undergraduate degree required 
  • 7+ years commercial, selling experience with time spent in market preferred within a three tier system in the North America market/ Spirits Distributor model
  • Deep understanding of how Diageo goes to market, both on and off trade and the legal and retail dynamics by market
  • Experience working alongside commercial teams and relationships across business, including with distributors
  • Consumer goods experience preferred, three-tiered industries or alcohol beverage experience a plus
  • NAM/ US Distributor execution oversight experience preferred 
  • Strong relationship management with cross functional teams and close global team  
  • Strong commercial savvy with ability to enroll and empower a large, sophisticated sales organization 
  • Ability to run multiple projects effectively, prioritize and aim to action 

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