You will assist in the development of the channel strategy and manage the delivery of the activity plan

based on customer, shopper and consumer insights. You will become an expert in the needs of Diageos priority customers, understanding what it takes to deliver flawless execution at point of purchase. By connecting our commercial planning with the activation of seasonal events, you will ensure that we allocate resources effectively and invest in the highest value opportunities.

Equally, you will need to work in close collaboration with the sales teams, shopper and consumer marketing, and category development to ensure that we maximise the value of all sales driver investment in both the on and off-licensed trade. Building relationships and influence throughout the organisation is critical and you will be expected to quickly deliver in a commercially complex and challenging environment.

An expert at balancing the needs of multiple stakeholders whilst prioritising numerous and varying tasks, you will have strong networking and communication skills with demonstrable ability to effectively influence at all levels of the organisation. Your clarity of thought will mean you quickly assess a situation or challenge, and the analysis and problem solving dexterity to create and action the right solutions. Determination, resilience and hard work are an intrinsic part of this role. However we also make sure we have fun and celebrate our continued success! Business Development Executive

Purpose of Role

Contribute towards the success of National & Regional plans by managing and developing a sales area of on-trade accounts, delivering stretch brand and portfolio targets. Deliver QDVPPP (Quality, Distribution, Visibility, Promotion, Price, Persuasion) sales drivers for the business.

Pro-actively seek ways to re-invent the on trade. Feedback on key issues and trends affecting the sales area and suggest actions. Role Dimensions

Manage and develop QDVPPP levers across approx 200 core on-trade outlets in sales territory Manage and evaluate area brand development and promotional budgets Build relationships across the business and with Regional/National Wholesalers, Trade Associations, Customers and Consumers. Key Accountabilities

Develop and execute a territory sales plan, ensuring clear fit with National & regional plans. Deliver specified KPIs including: Brands & Category Development Initiatives Annual call targets Work with core accounts within area to develop broad business partner relationships and provide a foundation for QDVPPP objectives Develop and manage local marketing activities (e.g. radio, papers, events, etc.), including creation of locally based brand opportunities. Maximise Diageo brand exposure within area utilising a variety of contact methods (e.g. wholesaler, telephone, trade networks, etc.) Gain important consumer and trade insights and share with relevant internal contacts (e.g. Technical teams, RSM, RD, Marketing teams, etc) Maintain accurate callage records and outlet details and full compliance to Siebel operating procedures. Plan, execute and evaluate all operational and promotional activity to ensure optimum performance, value and return.

Share learning with relevant internal colleagues across sales and marketing business Relationships

External Customer contacts across territory Trade Body contacts Wholesaler, C&C and National or Regional account contacts

Internal RSM & Regional Management team Field Trainer On & Off trade BDEs Commercial Planning & Sales Operations Customer Development Managers / Account Development Managers with customers on region. Organisational Capabilities

Finger on the Pulse Ability to identify emerging trends on area and communicate that knowledge to key contacts within team and Head Office. Innovation Manager

Regional Operations Manager

Market Information Act as the regionaldata collection point for the gathering of all relevant market information. Must collate, interpret, summarise and feedback relevant information to regional sales and marketing offices. Includes Spynet, Competitive activity, Price surveys, AC Nielsen Sales Statistics Support Provides support to regional sales and key account management with regard to customer statistics, monitoring of targets, customer account presentations, ongoing variable trading terms by channel and customer, agreed distributor service levels and ad hoc requests as may be required. Promotions Assists Trade Marketing in setting quarterly cycle briefs, provides input into proposed promotions, monitors ongoing progress against regional promotional plan, gathers all promotional feedback forms from sales teams and provides evaluation and suggestions for improvement. Strategy Network with Brand Managers, Trade Marketing Channel Managers and Key Account Managers to understand and then communicate brand and account strategy to the field sales teams. Forecasts Tracks and evaluates progress against regional, sales team, individual and customer forecasts. Provides input into forecasting process and assumes responsibility

for timeous submission of forecasts in absence of regional sales director. Regular, comprehensive in-field audits facilitating execution excellence. BCP Coordinator Responsible for supporting the BCP execution to ensure sales operations can continue during periods when the system is unavailable Responsible for having a clear understanding of the BCP, and their role and responsibility should a BCP situation arise Responsible for maintaining clear records of contact details for all end users to whom they are responsible to cascade to, and for communicating and changes to the group of end users and/or their contact details to the In-touch BCP lead Responsible for holding / maintaining copies of manual data capture forms Distributes manual data capture forms to end users within his / her process area

KNOWLEDGE

Company values and brands

Areas account base and trade structure

Competition field sales

force activities resources

and

Sales support systems (technologies)

Barriers to Success in Role

Inability to balance multiple priorities and work to a series of tight deadlines.

Inability to grasp complexity of market (multiple channels, languages, cultural differences, norms and practices)

Inability to influence people across all the levels in the organization.

Lack of technology literacy and interest.

Requirement for personal recognition is paramount

Inability to relate to a culturally diverse sales force & organization

Retail Sales Representative

Purpose: Activate programming and brand concepts for the Retail channel; Achieve volume, profit, market share, consumer trial and brand equity as per the Canadian market plan; Approach business through the Total Beverage Alcohol (TBA) Agenda and capture new growth opportunities within the territory. Grow Diageo brand distribution with the right brands in the right accounts. Execute marketing promotions to ensure brand trial and equity with target consumers. Decision Making: Target perspective customers and create winning proposals to capture new business; Determine which customers have the greatest Return on Investment, spend the budget accordingly Financial Responsibility: Responsible for maximizing the effectiveness of Diageo resources, Travel and Expense, regional budgets and unit volume; Deliver unit volume while maintaining the appropriate trading profit Management Responsibility: Reports into the District Sales Manager; Responsible for their specified territory. Complexity of Role: Working knowledge of Liquor License Act across market, retail route-tomarket, beer operations and brand strategy; Strategically leverages budget dollars to increase brand exposure and to increase depletions;

Analyzes information in INTOUCH and/or COGNOS to determine profitable brand distribution and new growth opportunities. Key Outputs/Deliverables: Managing Territory Coverage Plan to ensure excellent execution of time management and utilization of resources; Responsible for sell-in and execution of marketing programs in accordance with Diageo Marketing Code; Maintain and grow existing volume and distribution by building credible and long term relationships with Retail and On Premise customers; Exceptional execution of six Diageo Sales Drivers (Price, Promotion, Visibility, Quality, Distribution, Persuasion); Uses regional funding for the existing account to create custom based promotion and re-evaluates the promotion success based on Return on Investment, volume and visibility; Create business plans for all existing accounts that receive regional funding, as well as the first fiscal business plan for all new accounts; Prospects, quantifies and qualifies new accounts visited to determine potential fit with Diageo; Provides product and brand marketing knowledge through sales aides and staff training seminars; Ensure distribution of Diageo brands in key purchasing areas within accounts; SKU rationalization; Responsible for achieving 100% of cycle-planning objectives Experience: Customer Relationship

Representative (CRR) Reports To: Area Business Partner Context/Scope: EABL operates within a multi cultural, multi national, multi currency environment. EABL comprises four business units: UBL, EAML, CGI and KBL. UBL is further categorised into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and pushing the product to consumers. This role is located within the Demand Sales business. The CRR role will be critical to the overall UBL short, medium and long-term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors. The jobholder is expected to have a high ability to build and develop trade relationships with outlet owners and staff / customers with high levels of respect/contact required. The job holder works closely with the Area Business Partner and Head of Sales. This position is field based and the job holder is expected to manage 400 outlets achieving Quality, Distribution, Visibility, Pricing and Promotion. Purpose of Role: To positively influence sales of UBL brands by regular contact, networking and motivation in allocated retail accounts and to

operate a one portfolio UBL brand approach for both beer and spirits. TOP 3-5 Accountabilities To understand each element of the outlets and UBL business plans and strategy for their implementation. Achieve sales volume, objectives, rate of Sale driver standards in retail trade QDVPP and UBL sales force effectiveness standards in distributor sales crews. To ensure distributor coverage and call frequency targets are achieved To support the development of selling skills within external merchandiser sales crews and develop merchandiser crews and retailers staff to achieve QDVPP standards without having to do it yourself. Develop brand-building activities for the outlet to implement, run retail promotion activities to plan and run UBL promotional activities in outlet. Ensure compliance with safety requirements at the work environment. Customer Marketing Manager

Context/Scope: Outlets are starting to have increasingly professional management structures with the emergence of groups and chains taking control of key outlets and

accounts. The above calls for a structured approach in customer management of the retail trade to ensure that our strategies are aligned with customer needs and delivers on the EABL vision. Purpose of Role: To manage the processes and the coordination between the sales and marketing teams, drive the companies customer marketing agenda BTL (Below the line), pursue improved consumer experiences in the on and the off trade, drive the planning and implementation of the company's BTL brand plans, objectives and strategies through effective joined up business planning and steward the engagement with the customers and influence the way the business executes in trade via the commercial planning process, brand strategies and game plans as well as the sales team engagement program. Distributor Manager Purpose of Role Develop and sustaining amazing relationships with our key distributors. They develop and drive our joint strategy and plans with distributors, have direct performance and P&L responsibility and a strong focus on working with distributors to develop the capability within their organisations. Distributor Manager is also accountable for leading a Distributor Executive team and develop and drive our strategy and plans with

Wholesalers/Stockists. Key Accountabilities This role is instrumental to ensuring that our brands are available at arms reach across our targeted channels. Accountabilities will include: Transforming the capability of our Distributor partners The incumbent will be instrumental in causing this transformation across our customers by applying  In depth knowledge of the operation of our Distributor partners, and how to create mutually beneficial relationships to deliver business growth.  Further depth of understanding of all the Diageo Way of Selling Capabilities and tools. Particular depth gained and able to coach others in Distributor Management including all elements of the Platform for Growth programme, JUBP, Targeted Trade Investment and Customer/Channel Profitability.  The opportunity to deepen and broaden coaching capability in particular by acting as a coach and advisor to our Distributor Partners. Experience of leading strategy development with our distributor partners. The opportunity to further deepen project management skills, commercial acumen and financial capability. These roles work with distributors to lead the change required to develop their organisations Qualifications and Experience Required A strong 6 to 8 year track record in Sales at a management level ideally with

experience in at least two areas of Sales including customer or distributor facing roles. Good commercial understanding, P&L literacy, strong numerical skills, a high level of computer literacy and previous experience of financial/data are important. Depth of knowledge and the ability to coach others in the Diageo Way of Selling capabilities and tools. Particular depth is required in Distributor Management, JUBP, Targeted Trade Investment and Customer & Channel Profitability. Previous experience of managing/leading teams either directly or indirectly and a strong track record as a coach. Able to set a vision and inspire our distributor partners. Able to build true partnerships with distributors and internally with other functions. Experience of working within and or with other functions and a track record of delivering results through cross functional teams, particularly marketing, supply and corporate relations is critical. Supported by a business orientated professional or academic qualification (not mandatory) Barriers to Success in Role Inability to align Distributors to strategy and inability to drive to simplicity Lack of depth of understanding of the market environment Lack of ability to train and inspire customer facing teams Inability to operate effectively with leaders

across a range of functions. Cycle Planning & Activations Manager 27889BR Reports To: Trade Marketing Manager Context/Scope: This role is located within the Demand Sales business. Approximately 40% of UBLs sales is sold in less than 1700 outlets out of the universe of over 10,000 outlets. New trends show that increasingly there is a professional approach to Bar Management and multiple outlet ownership is starting to grow. This growth is mainly in the big accounts. EABL urgently needs to build its influence with these customers in order to move away from an increasingly price-focused dialogue, to focus upon mutual growth that delivers improved profit and volumes.

The Cycle Planning & Activations Manager works with a team composed of the Sales Administration Manager, Sales Training Manager, Sales Operations Manager, Marketing team and all Sales department management. The job holder will also work with Distributors and External auditors where high levels of respect/contact are required.

Purpose of Role:

To co-ordinate the creation, targeting, implementation and evaluation of the UBL national promotion programme while

analysing competitor activity strengths and weaknesses and propose corrective action.

To ensure continuity / alignment between regional promotion plans and brand integrity TOP 3-5 Accountabilities To issue a contact report after each field visit Manage the ordering, delivery and distribution of promotion support materials, sales aids and presentation items, in the right place, at the right time, at the right cost.

Key Account Manager Supermarkets Leadership Responsibilities Act as a challenging thought partner, sounding board and integral part of the Commercial team Be a strong contributor to the Commercial team, delivering a one-team & Diageo-first approach to the business by, among other things, supporting the drive for faster, simpler & better processes and reporting Be a clear first port of call, for managed customer groups, for all queries from Field management sales team, Sales Execs (SE) & Merchandiser Supervisors nationally. Drives own performance against clearly

defined priorities. Take a senior position on eye level towards key supermarket, convenience store and duty free decision makers by balancing Red Stripe s commercial interests with delivering perceived added value to the channel. Purpose of Role This role contributes to maximise the performance, volume, & profitability of company brands as measured by improvement in volume and NSV by customer, whilst maintaining & developing business relationships with customers. Future measures will be market share, profitability, ROI and customer feedback To comprehensively manage the supermarket, convenience store and duty free segment delivering sustained growth performance (both volume and NSV) by balancing Red Stripe s commercial interests with perceived added value to the customers

Top 3-5 Accountabilities Managing Relationships Contributes to the management of the Commercial Team and Field Sales teams. Ensures regular contact with account contacts and in turn follows the KA procedures as outlined by the DWS Plays an active and vocal role within the Sales management team Manages negotiation of promotional calendar, deals, and trade activity for agreed customer groups and regional independents Delivers Measurement & Evaluations (M&E) of promotional activity and business

performance. Review customer plans using discounts budget & management tools, Quarterly Business Review document & Cognos. Provides Diageo and customers with insights implications & actions. Communication Via the JUBP and cycle brief process, delivers field communications on time, such as group promotional activities. Ensures that correct actions are in place for the field that brings about performance expected. Data Integrity Works with the Commercial Insights team to ensure the correct discounts for groups are loaded in the system. Using the correct customer hierarchy, which is to be loaded and maintained at outlet & buying group levels. Growth Targets & Spend Management Achieves agreed growth targets for Categories, i.e. Spirits, RTD & Beer & Brands. Negotiates trading terms namely Co-op & Activity & Promotion (A&P) investment with customers to bring about a win-win outcome for both Red Stripe and the customer. Manages case rate Coop investment, as well as an A&P budget with monthly customer updates regarding investment accumulated vs. spend accrued. Process customer payments using SAP / managing accrued funds in line with PO accrual process. Stock Management Involved in the Management of Store stock levels, product availability, Out of Stocks (OOS)

and new lines Works with field sale team to ensure stock levels are maintained with all Customers. Engages in conversations around payment terms and credit limits in line with Red Stripe collections policies Qualifications and Experience Required Exposure to working in rapidly changing environments, possessing proven change management skills Leadership experience working with crossfunctional teams an advantage. Route Business Development Executive - St. Ann

This role is responsible for the delivery of the Route Strategy within a defined business unit within sales. Diageo is a leading premium drinks company whose success is built on the marketing and sales of its extensive portfolio. We are committed to maintaining high industry standards, delivering on promises and creating value for our customers, consumers and shareholders . The role is accountable for building and delivering consistent brand and profit growth within a defined business unit and is critical to the success of the overall business. This role is critical to the success of the overall business and will work within the St Ann Distribution Territory.

Top Accountabilities 1. Excellence in Execution: a. By developing the excellent sales capabilities in Route Sales Contractors.. b. Drive sales of a diverse portfolio of market leading brands across defined channel segments in the Route Channel. 2. Identify and implement activities that maximise profit via: a. Maximise opportunities for growth and executing with scale and pace b. Grow core brand volumes at agreed targets c. Manage expenses within budget 3. Execute plans for success: a. Create and implement robust customer plans for his/her area b. Develops commercial relationships to understand customer strategies and plans, facilitate collaborative working and resolve any areas of potential conflict. c. Manages an agreed journey plan with flexible working hours to deliver requirements of the role ensuring development of industry expertise. d. Manage Route Sales Contractors in order to deliver efficiency in route coverage and optimise selling. 4. Drive continuous development of the capability of the Route Sales Contractors and self by: a.Attending sales training modules as agreed with the Line Manager b. Develop and communicate clear target and objectives for Driver Salesmen. c. Track performance and coach Route Sales Contractors to exceed in their sales performance and delivery of service to customers. d. Has a clear, updated Partners for Growth document. e. Builds a network of influence across the business in order to drive the regional sales agenda.

Barriers to Success in Role Not understanding and being able to

articulate the dynamics of the business environment during key operating times. Not being able to inspire and motivate direct reports Lack of passion for success of the business. Planning and activation Manager (Pre-Sell)

Activation Exec (Route) 27839BR

Purpose: The role of Activation Exec has been created in order that we bring our customers into the heart of our delivery processes. They will be experts in the operational delivery of programs and activities in our Route channel. The Activation Exec is also responsible for providing the tools and support materials to drive brilliant execution with customers. The role monitors the execution against well defined metrics (distribution, visibility, volume etc.) and provides recommendations for corrective action where gaps exist. This role is a highly collaborative role working closely with the Planning & Activation Manager, Route Business Development Managers and Marketing. Market Context Dynamic retailing trade

environment with evolving trade

structures, presence of international and local retailers, new emerging channels and formats and evolving shopping habits of consumers. Route to market complexities operated with our own sales and merchandising teams but also including direct to retail route selling teams and exclusive or non-exclusive local wholesalers. Challenging commercial environment with increasing competition and Trade Terms, pricing and channel profitability management complexities. Understanding and reacting to evolving shopper and consumer insights. Maintain external orientation and relevant contacts in broad cross section of industry and with customer base.

Key Outputs/Deliverables Ensures all information is available to plan and execute. Build operational understanding of our customers that increases our ability to deliver day one flawless execution. Supports a measurement and evaluation culture to provide customer level insights that in turn create possibilities.

Key Account Manager

27713BR Leading field force and merchandiser activities

Top 3-5 accountabilities Independent Management of key accounts of significant size including full P&L responsibility Independent negotiation to achieve previously defined customer targets with allocated budgets as measured by a) turnover/NSV growth with customer b) customer contribution (=profitability) c) increase of relative market share of DIAGEO brands at customer d) top-3 CPG ranking within individual customer at the TAG study Implementation of key DIAGEO growth initiatives (Ease-of-Shop; Core Assortment, 18+; innovations) Regular business updates with customer (min every 2-months) on turnover, market share development, logistics & payment performance Regular sharing with customer of spirits market/category dynamics (Source Nielsen & GfK) and shopper Insights with the overall target to jointly grow the category ( act as Category Advisor) Development of comprehensive promotion plan with the customer involving tailor-made initiatives in close cooperation with customer marketing Identification and execution of

growth potentials with the customers Accurate management of forecasting and monitoring processes (forecast accuracy target) Accurate planning and tracking of customer P&L with commercial Finance Support Independent organization and participation of DIAGEO at customer trade fairs and presence at these (if deemed profitable)

District Sales Manager About Diageo Diageo is the world's leading premium drinks business with an outstanding collection of beverage alcohol brands across spirits, wine and beer categories. These brands include: Smirnoff, Johnnie Walker, Captain Morgan, Baileys, J&B, Jos Cuervo, Tanqueray, Guinness, Crown Royal, Beaulieu Vineyard and Sterling Vineyards wines, and Bushmills Irish whiskey. Diageo is a global company, trading in over 180 markets around the world. The company is listed on both the London Stock Exchange (DGE) and the New York Stock Exchange (DEO). Purpose: Deliver the Annual Operating Plan (AOP) and beat the competition. Lead, coach and enhance the Sales team's capabilities. Localize sales strategy and develop annual customer business plans for both on premise and retail customers. Lead the implementation of the Diageo

Total Beverage and Alcohol (TBA) strategy and be the leading supplier with the customer base. Decision Making: Develop the strategic plan required to deliver the districts Annual Operating Plan. This will include brand and sku mix, execution targets and effective budget management. Financial Responsibility: Accountable for district AOP that includes: Net Sales Value, Gross Profit, Retail Value Market Share and volume growth. Key Outputs/Deliverables: Deliver District Annual Operating Plan. Responsible for leading, coaching, training and developing direct reports. Ensure exceptional execution of the Diageo Sales Drivers (Price, Promotion, Visibility, Quality, Distribution, Persuasion) Provide product and brand marketing knowledge, both through sales aides and staff training seminars

Territory Sales Manager, Faridabad Title: Territory Sales Manager,

Purpose of the role: Effectively manage and develop

business relationships with customers to deliver on stretch sales, brands and customer targets including sales value, volume and KPI targets in the area. Top Accountabilities: o Plans for Success Develop a robust journey plan for area coverage to guarantee delivery of objectives expressed in the commercial plan through customer calls Complete 100% of customer calls on time, with due frequency and to defined standards Create robust customer plans for your respective area Forecast sales for his area/customers & plan the dispatch accordingly Ensure account reconciliation is done on a monthly basis. Manage Relationships to grow the business Maintain and grow existing volume and distribution by taking direct responsibility for customer relationships and leveraging contacts, thus building positive, credible & long term relationships with customers (Distributors and Retailers) Sell in and execute to ensure we have distribution, stock weight and visibility in the outlets in the assigned area Foster outstanding collaboration and build relationships with key customers including distributors Explore and acquire new key accounts and other opportunities for growth & execute with resolution with pace

o o o

Execute Deliver great execution o Exceptional execution of six Diageo Sales Drivers (Price, Promotion, Visibility, Quality, Distribution, Persuasion) through application of customer/consumer insights in offtrade channel o Responsible for all outlet-level activation, keeping highest standards of execution o Report implementation of all activity though appropriate processes & systems and monitors compliance Measure Analyze, Drive efficiency, & Maximize profits o Maximize return on investment from all discounts and spend, and maintain compliance to agreed trading terms o Timely and accurate completion of all administration including database & MIS analysis o Increase productivity by effectively recording activity and communicating field info using the various sales information tools o o Distributor Management & Commercial Control Manage distributor claims Ensure timely collection from the customers Manage customer debts within their credit limits Manage customer inventory as per norms

o o

Qualification & Experience required: Post Graduate Degree in Business Management from Tier III+ business

school At least 2-4 years of sales experience in a Top-tier FMCG set-up Proven expertise/competence in sales and customer management Computer and spreadsheet application literate i.e. MS Office; able to manage a database to basic level, Internet & email Able to understand P & L calculations & basic business finance Must be an excellent communicator both face-to-face and telephone Intermediate Negotiation and communication skills Exposure to working in rapidly changing environments