Customer Development Manager

Diageo is the world’s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry.

Customer Development Manager

Purpose of Role

• Ensure priority customers experience one connected EABL team that is easier to work with, delivers reliable service and grows customer categories.

• Ensure customer and channel growth translates into stronger profit, better investment productivity and sustainable value for customers, consumers and EABL.

Top Accountabilities

Regional Go-to-Market (GTM) & Route-to-Consumer (RTC) Excellence

• Define regional GTM principles, market archetypes and minimum channel standards across EABL markets.

• Establish channel frameworks and success criteria for On Trade, Modern Trade, Convenience, Traditional Trade, Wholesalers, Distributors, Digital and B2B.

• Own the regional frameworks for RTC, Distributor Excellence and strategic RTM partnerships.

• Establish best-practice standards for outlet coverage, service frequency, execution quality and route productivity.

Strategic Partnerships & Commercial Capability Development

• Create and govern a Strategic Regional Partnerships platform to elevate EABL’s external partnerships and expand route-to-market reach and execution effectiveness.

• Define the regional partnership architecture, operating principles and value realization framework for key strategic partners.

Revenue Growth Management (RGM) & Commercial Effectiveness

• Lead the development and deployment of regional Revenue Growth Management frameworks, methodologies and capabilities.

• Establish regional standards for customer profitability, price/mix optimization, promotional Return on Investment, trade investment effectiveness and cost-to-serve analysis.

Customer Development Strategy & Value Creation