The Director, Commercial Capabilities is responsible for driving the Diageo North America Commercial Capabilities agenda. The role is an important member of the strategic leadership team of a specific sales division and is responsible for all aspects of Commercial Capability within the division. This externally-facing role plays a critical part in driving division-specific plans and content that will grow the capabilities of both our internal Diageo and external Distributor/Broker commercial teams, in line with identified opportunity areas for the division and the North America commercial capability roadmap.
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Decision Making: This role works in conjunction with the Senior Director, Commercial Capabilities to determine the direction of the capabilities agenda for the Diageo division and corresponding Distributor/Broker organizations:
Decides on division-specific direction, scope, and deliverables of the capabilities plan in partnership with division and distributor / broker senior leadership and key stakeholders.
Identifies and implements training interventions to address capability gaps across the Division commercial team.
Determine allocation of division-specific financial resources against training delivery execution.
Management Responsibility: This role reports to the Senior Director, Commercial Capabilities. While there are no direct line reports, the role is responsible for influencing and advising key Diageo and Distributor /Broker stakeholders at all levels of the organization.
Key Outputs:
Executes the NA strategic capability priorities for the division.
Defines and delivers the division-specific capability plan in accordance with the North American roadmap, ensuring content is fit for market and relevant for business needs.
Aligns key division and distributor/broker stakeholders behind the division plan.
Manages all division capability budgets in accordance with plan.
Creates and delivers localized North American content and provides input into global content creation.
Executes division-specific training plan and interventions on time and on budget.
Identifies division-specific capability-related performance gaps and creates plan to address.
Leads coordination and scheduling of learning agenda.
Ensures annual accreditation of division and distributor / broker commercial teams.
Co-facilitates agreed classroom training w/leadership faculty and distributor / broker trainers.
Provides oversight & direction to division faculty – ensuring consistency in delivery style and facilitation techniques.
Embeds use of learning technologies with the Diageo and Distributor / Broker teams
Manages division-wide reporting/communications and M&E metrics.
Reports progress vs plan to division general manager and senior leadership team
Shares best practices and content within Diageo and Distributor / Broker teams
Qualifications and Experience Required:
5+ years of sales experience either within Diageo or similar beverage-alcohol company.
Undergraduate degree required; other advanced degree would be beneficial
Previous training delivery and/or learning + development experience a plus
Demonstrated ability to build relationships across teams and key distributor / broker stakeholders
Demonstrated ability to influence stakeholders at all levels within a matrixed organizational structure
Must have strong MS Office (PowerPoint, Excel, Word, Outlook, etc.)
Must be able to deliver effective presentations
Must have strong written and verbal communication skills
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