International Key Account Manager

Job Description

About us
Diageo is the world’s leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. With over 200 brands in 180 countries and a global network of entrepreneurial individuals, our teams blend a diverse range of experience, knowledge and skills. We connect customers and consumers to our iconic products and create innovative experiences that bring people together to celebrate life.

About the function
Our Sales team loves building relationships, 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 realise your fullest potential.

About the role
Travel requirements: c.35+% travel

Team:
No direct report

Reporting to:
European International Customers & Alliances

The International Customers Manager will play a pivotal role in building plans to negotiate with the Europe International Customers/Alliances and its members to improve revenue and share while building long‑term sustainable growth.

You will be expected to help to build strategic principles for success, transform the trading terms and review the buying alliance landscape to recommend an approach for major alliances both now and in the future.

Strong leadership is required to collaborate and influence a range of internal colleagues such as KAMs, FDs, Commercial Directors from many countries.

Externally, the role also plays a critical role in dealing directly with Buyers and negotiators of the Customers and Alliances for the negotiations and representing Diageo in some European Associations such as Illec and AIM.

Key outcomes

Deliver great performance.

Deliver sustainable margin expansion plans within global customer P&Ls. Drive step‑change in ICA returns through excellent deployment and management of contractual terms, pricing corridors and investment criteria. The BPM / M&E processes ensure real accountability for customer performance at market level

Partner with country in building local Joint business plans & implement at scale in country. Deliver these outcomes in line with Global Sales Team standards

Deliver share gains for Diageo spirits and win key battlegrounds.

Drive out costs.

Take active lead role in RGM agenda within Global customers. Identify cross‑country and in‑country opportunities and implement them in partnership with country teams

Support countries in optimizing Trade terms investment efficiency using customer P&L tools in coordination with commercial finance partner.

Deliver commercial strategies and value creation plans for Global Customers supporting the One Europe agenda.

Deliver clear & differentiated portfolio and channel plans across global customers that enhance value and enable effective negotiations.

Embed one Europe execution approach to drive scale activation behind core brands, Reserve and innovation. Unlock shopper marketing & category platforms to drive value growth

Support Europe digital commerce agenda by embedding digital plans into global negotiations and activations

Inspiring Organizations (internal and external)

Cluster/Channel heads are aligned to the strategy, resource allocation and executional plans.

Country sales teams have the tools, capabilities and support they need to implement perfectly. We meet – and exceed – our customer’s expectations of a strategic partner due to the quality of our relationships, business insights and executional excellence

Well established relationships with senior customer contacts and industry peers are in place:
Diageo is seen as a leading authority on customer marketing & customer teamwork. This customer selects us as their partner of choice.

Effective collaboration at all points of…