Diageo is the world’s leading premium drinks company. A business built on the principles and

Foundations laid by the giants of our industry. Our ambition is to become the best performing, Most trusted and respected consumer products company in the world.

The strength of Diageo lies in our amazing portfolio, our scale, the geographical diversity of our business and Our desire to continuously improve our performance. To deliver our ambition we must build and constantly Extend our advantage in our route to our consumer. This is a priority strategic pillar for Diageo, a ‘Must Do’ For our markets and is the role of our commercial people.

The most important job our commercial teams do is to make sure that consumers throughout the world is able to find, buy and enjoy our products. We want to be at arm’s reach of every celebration – where there is a celebration, there will be a Diageo brand.

To do this, we need to build the right selling machine and transform the way we get our products to our consumers.

We need to get to the right places, do the right job, with the right skills in the most efficient

way. We need to set clear commercial standards and be brilliant at driving these. This

Requires us to have brilliant commercial people with the right capabilities.

To accelerate Diageo’s performance by further raising our commercial standards we are

making a major investment in building the organizational and individual capability of our

markets. In service of this a new commercial center of excellence is being formed which will

partner markets to raise standards and drive capability of our sales and customer marketing

people.

At Diageo, we believe that personal growth is owned by every individual, and we expect and

Empower all our people to grow themselves. We believe that capability is built on the job,

Through mentor and through formal training. We are passionate that the best teachers are both subject matter authorities and outstanding line managers. Therefore we believe our leaders should be our teachers and each year every leader in commercial is encouraged to make a major dedication to teaching and mentoring their teams and functions.

Purpose of Role

The purpose of the Commercial Capability Manager role is to raise capability to impact total-commercial outcomes by demonstrating the commercial capability tools and curriculum. It will own the commercial capability execution plan in partnership with key markets including: building local faculties through teaching and coaching commercial leaders, implementing learning events and programs and through accompanying and accrediting sales people.

Top 3-5 Accountabilities

• Developing the commercial capability execution plan in partnership with key markets

Including selecting and phasing programs.

• Building high quality local faculties of commercial leaders operating as teachers to include

Delivering teacher training, coaching and accreditation.

• Execute in partnership with local faculties the core global commercial curriculum that

delivers on the market roadmaps and enables the market to meet the minimum level on the

global standards and ensuring the sales reps and managers are accredited in line with

targets.

• Embed behavior change by establishing and driving the 70:20:10 model ensuring strong

follow through on learning events through locally systematizing coaching and on the job

experiences

• Works with the global create team in commercial capability to enhance and optimize

Learning content ensuring its fit for purpose.

Qualifications And Experience

The commercial capability manager will be accredited to teach, facilitate, coach and

accredit in at least one, ideally two and possibly three from: Field Sales / Customer

Management / Customer Marketing.

Therefore Every Manager MUST

Have significant experience across multiple retail channels (at least in both On & Off

Trade as a minimum).

Held a number of commercial roles from customer management, customer marketing and

Field selling and at least two managerial positions in the faculty area they will lead.

Must have held a team management position and proven they can build high performing

teams

Be an established and proven coach (coaching qualification not required)

Outgoing and a natural communicator with an ability to rapidly build strong networks

Within Diageo.

Influencing and orchestration skills across multiple-markets with cultural sensitivity and

Ability to adapt style.

A passionate, personable leader, capable of leading emotionally and creating instant

Connection with the credibility to teach and coach upward as well as down.

Ability to explain the organization’s strategic business priorities and their impact on L&D

Solutions to commercial leaders.

Organizational change experience with capability at its heart an attituded set of possibility and belief.

A passion for learning and growing others.

Flexible Working options