Job Description :
About us
With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.
Join us to create a career worth celebrating.
About the Function:
Our Sales team love building links, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.
We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realize your fullest potential.
Purpose
The Sales Operation Executive Is responsible for the commercial capability development and execution in our distributor salesforce, leading key commercial routines (internal & external). The role will focus primarily on engaging our commercial teams and our distributor to move from strategy to execution detailed
The role will require interfacing with Commercial Manager and cross functional collaborators and ability to adapt outlet execution transformation to different Route to Consumer archetypes. Works with distributor teams to roll out and embed outlet execution standards.
Market Context
· The Caribbean and Central America (CCA) market is a Diageo business unit that generates approx. £300m NSV. CCA is the most profitable market in LAC both in terms of absolute operating profit and margin. 90% of our NSV is USD invoiced.
· CCA is a very dynamic market with many opportunities. Our geographical footprint covers 37 countries, where different languages are spoken, and we have a population of 80m, 52m of whom are LDA+. Our model is a distributor based RTC with over 40 partners. We also handle several co-packing partnerships throughout the region, and Panama is home to our innovation technology center and principal warehousing operations.
· The Scotch category accounts for approx. 70% of Total NSV, predominantly playing in the Premium and Super Premium segments; Diageo share of market in Scotch varies from 45% to 75% across the region – making us the number one player.
Decision Making
· Lead Outlet Execution Standards implementation in the market.
· Provides inputs to Commercial manager for commercial action planning to course accurate critical metric performance with fact-based insights generated through execution data analysis.
Financial Responsibility
· Ensure Measurement & Evaluation (M&E) is applied on all relevant investments (incentive and loyalty plans) as per the agreed amounts, provide inputs to build incentive/dedication plans and prepare the post evaluations and findings related to this initiative.
· Handle own T&E budget and enforce to all related policies, not exceeding assigned budget.
Leadership Responsibility
· Phenomenal relationship builder with different collaborators internally and externally.
· Win through Execution by owning the transformation of Outlet Execution with the in-market team. This will be achieved by taking an external lens and setting the bar high for us and our partners. This will cover all aspects of the Outlet Execution framework to establish segmentation & outlet standards.
Key Outputs/Deliverables
Lead capability agenda with the distributor partner to ensure that the right level of capabilities is in place to deliver the strategy.
Own the Commercial execution standard agenda for assigned markets supported by appropriate and required functions.
Define JCP Standards and Universe with input/alignment with Commercial Manager, handle Trade Spend budgets for Joint Customer Plans (JCP) in conjunction with distributors and support with JCP negotiations.
Support new product introduction/innovation and complete commercial proposition for innovation and reserve through our distributors.
Responsible for ensuring outlet segmentation in key countries is reviewed and up to date at least annually to reflect market changes and business potentials.
Support Channel Development managers in the minimum assortment review to ensure alignment with strategies, in addition to aligning and downloading to distributor teams.
Annual Definition and tracking of Targets & Execution critical metrics (MAS, MPA), Cycle Brief and JCPs, including tracking tools (ISSY / TRAX Tool Targets & Tracking), contact and coverage plans.
Support Commercial Manager on weekly performance review with the distributor.
Qualifications and Experience Required
Bachelor’s Degree required in Business or related field. MBA a plus.
English and Spanish required.
Minimum 2 years of experience at manager level in sales and /or customer marketing / trade marketing areas with specific experience of distributor-based businesses within a CPG company.
Ability to work around and within a variety of different market conditions and demographic factors.
Strong critical thinking abilities, planning and analytical skills.
Strong influencing, negotiation, and collaboration skills, with a range and adaptability of style.
Good understanding of retailer and/or distributor strategy, operations and sophisticated motivations of shoppers, consumers and customers is crucial.
Strong presentation skills.
Flexible working options
This role requires presence in “Field” and regular trade visits, working closely with our distributor partner.
This role requires traveling locally within the country (estimated 20%) and effective usage of virtual communication channels rather than face-to-face meetings with the rest of the CCA organization.
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And crafting an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We accept diversity in the broadest possible sense. This means that you’ll be encouraged and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, approaches, and more.
Our ambition is to build the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of scraftingthe next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.
Worker Type :
RegularPrimary Location:
Panama CityAdditional Locations :
Job Posting Start Date :
2025-11-24