Diageo CMO Off Trade Manager MT Reserve in Mexico City, Mexico




Reporting Location:

Mexico City





Type of Job:


External Job Description:

Purpose of role:

  1. Increase Diageo brands volume and market share through ensuring the proper planning and implementation of all initiatives and activities included into the JuBP, assuring sufficiency and differentiation among customers. Search a balance between investment, strategy and sales objectives in all the customers of the channel and also in other channels such as WHS.

  2. Lead the co-ordination of an effective business planning process that achieves business commitment to stretching performance improvement goals integrating all the commercial funds (CP&A, MT, CPFR, Finance, procurement and Marketing)

  3. Own activation of the commercial plans at the store level to ensuring brilliant execution.

  4. Have a defined channel strategic development agenda and Collaboration Process for main KA

  5. Enable the implementation and continuous improvement in all sales drivers (Out of Stocks, Share of Shelf, Share of Displays, pricing and business priorities) in order to beat the competition through influencing MT operations’ structure (directors and regional sub directors)

  6. CP&A own M&E on the commercial activities and ensure learning is applied to future activity.

  7. CP&A deliver a complete commercial plan enabling brilliant execution in our customers, ensuring to deliver our objectives in line with our key pricing and P&L metrics.

Top 3-5 Accountabilities:

  • Lead multifunctional team for medium term planning (12-18 months) to assure sufficiency and differentiation to each customer in MT.

  • Support the multifunctional team for EMC project, landing the strategy for bodega Aurrera and also Mercado Soriana.

  • Ensure deep in-store and chain penetration by creating amazing relationships with customer operations structure in order to enable flawless execution of merchandising plans.

  • Responsible for the tracking with quality of all cycle brief plans/activities and KAM’s negotiations. Measure and evaluate market performance on a weekly and monthly basis; drive compliance to the JBP tracking process and also trade strategy.

  • Generate M&E and insights deep agenda, in order to enrich the customer knowledge across multifunctional teams.

  • Leads the strategic KPI’s in seasonal negotiations with customers, focus in a sustainable and profitable investment of the budget.

  • Lead the VAP’s/Duo packs agenda with the multifunctional team, in order to develop a structure way of working, based in data and M&E inputs in terms of amount of promoted product by brand, and the key role of every single initiative in the trade and portfolio strategy.

Qualifications and responsibilities:

  • Experience working with key accounts (Modern Trade and/or Wholesale customers) in CPG companies at least 3 years.

  • Experience managing, training and developing people (3 or more persons)

  • Proven analytical, planning and negotiation skills, as well as strategic thinking

  • Excellent written and verbal communication skills

  • Demonstrate proactivity, initiative and determination (always work with sense of urgency)

  • Understanding of multifunctional interdependencies within Diageo

  • A self-starter, action focused, with drive to create & hit his/her own goals and also the company goals.

  • Able to interface & influence Brand & Sales teams.

  • Field sales experience in top MT/WHS customers, with strong negotiation skills.

  • Manage priorities properly

  • Basic Financial understanding and P&L impacts.

  • University or college graduate.

  • Advance English (90%)


  • Experience in Shopper Marketing/ CP&A or Category Development

  • Knowledge of Office and SAP.

  • Project management skills.

  • Advanced negotiations skills for internal and external interactions.

External Job Title:

CMO Off Trade Manager MT Reserve


Mexico City

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