Diageo CP&A On Trade & KA in Santiago, Chile




Reporting Location:






Type of Job:


External Job Description:

Market Context:

Chile is a market which is currently going through a major transformation. Commercial Planning and Activation will play a key role within this ambition, by leading and ensuring the brilliant execution at POS of category and brand initiatives. As a Market, Chile has the complexity of having a mix RTC which includes a Distributor (Peumo), Key account direct sales and wholesalers.


The role requires great project management skills, fantastic influencing skills, experience in execution and TONS OF DRIVE. The role also demands a strong complexity management capability due to size and different realities in the several customers.

The role is challenging as it requires effective and close relationship with different functional teams. It also requires involvement and influence at all organization levels across the full breadth of commercial initiatives.

The core is based on great market, category, customer and shoppers insights to manage and execute brilliantly the commercial calendar and orchestrate all activity at the Modern Trade and On Trade outlets ensuring we have effective promotions and a winning mix of brand & category activity to drive modern trade channel business performance.

This role is exposed to a wide variety of business functions from Sales to Marketing, Supply to Finance, Diageo to Distributor. A great opportunity for individuals to develop leadership skills, build capabilities, breadth and gain insight into other areas of the business before choosing their next role.

Leadership Responsibilities

Lead the planning and execution of all Modern Trade and On Trade outlets initiatives in Chile.

Build amazing relationships and strong affinity/credibility with the Marketing / Finance / Supply Chain / Customers and Sales organization.

Influence and drive strong Execution Culture within Diageo and distributor.

Purpose of Role:

Lead cross-functional local project teams to deliver against overall project objectives.

Ensures commercial plans are grounded in deep consumer and customer insights, leveraging market (Category, Customer & Shopper) opportunities at scale, with world class initiatives, platforms, tools, and also guaranteeing the best financial and best-in-class execution in the point of sale.

Top Accountabilities:

  • Influence and drive strong Execution culture within total business organization (Diageo & Distributor)

  • Write the commercial Modern Trade and On trade outlets plans (including investment)

  • Project manage the commercial calendar through to execution

  • Leveraging the rules of activation by customer, adapt growth drivers and execute at maximum scale

  • Use expertise in the universe of channel stores to prioritize and grade execution depth AND match plan with capacity

  • Own and executes CAP Process

  • Deliver M&E on activities and drive promotional effectiveness

  • Set, track and communicate consumer KPIs

  • Control budget

Experience Required:

  • Degree qualifications in Business, Marketing or Engineering discipline with solid commercial skills

  • 2-3 years in Sales / Customer Marketing or related area

  • Experience in leading and implementing Brand and Customer Marketing platforms

  • Experience in managing activation projects


  • Strong influencing skills (working with multi-functional teams, including distributor)

  • Strong Project Management Skills

  • Execution and Customer Marketing discipline background including:

  • Solid proven experience in brilliance in execution

  • Budget management

  • Organized and well time management.

  • Ethics and integrity

  • Ability to manage complexity / ambiguity

  • Fluent in English & Spanish, preferred

  • Strong analytical & financial skills, preferred

External Job Title:

CP&A On Trade & KA



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