Description
We are seeking a Commercial Manager to lead the end-to-end commercial relationship with SMU & Tottus Chile, managing a portfolio representing USD 2.4M NSV (~4% of Chile total NSV) across approximately 450 outlets.
The successful candidate will be responsible for delivering sustainable growth, profitability, and execution excellence through structured Joint Business Planning (JBP), disciplined investment governance, and best-in-class in-store execution.
Key responsibilities include:
- Leading annual and quarterly JBP cycles with each account
- Negotiating volumes, trade terms, promotional calendars, investment levels, and display agreements
- Defining portfolio priorities aligned to AOP and channel strategy
- Balancing growth and margin integrity within defined guardrails
- Allocating Trade Spend and promotional investments within account scope
- Evaluating ROI of promotions and price mechanics
- Recommending corrective actions to protect NSV and OP performance
- Diagnosing sell-in, sell-out, and share of market gaps, distribution shortfalls, and promotional compliance
- Driving corrective actions with Operations Executive and CMO teams
- Ensuring alignment between customer commitments and in-store execution
The role operates within the CIMA framework, reinforcing customer centricity, performance governance, and execution scale.
Financial Responsibility:
- NSV: USD 5.5M
- ~450 outlets
- ~4% of total Chile NSV
- 7% of share of market contribution to total South LAC
Accountable for:
- NSV and volume delivery
- Trade Spend deployment and ROI
- Pricing corridor compliance
- Promotional execution performance
- Contribution to channel and country P&L objectives
Benefits: Diageo offers a dynamic and supportive work environment, opportunities for growth and development, and a comprehensive benefits package.
Requirements:
- Advanced negotiation capability
- Strong financial acumen
- Portfolio prioritization discipline
- Structured investment and ROI governance
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