Reserve Sales Manager, Italy

About us

About the role

Are you the new Head of Luxury for Italy?

Italy has been identified as a growth market at global level, in particularly for the potential of luxury business.

We are looking for a transformation and strategic commercial leader to drive our Luxury portfolio in Italy

You will lead the Reserve commercial strategy for Italy across all the channels, growing the business in aa balanced way, ensuring the right focus, strategy, plan and implementation to grow double digit in line with Italian ambition toward F27.

You will be responsible for leading the sell out team looking after the TOP TIERS accounts across Italy ensuring our Reserve brands shine and build a halo effect across the rest of the country.

Main responsibilities:

• Full Italy Reserve P&L
• Lead commercial strategy for Reserve in Italy (Luxury portfolio)
• Work with Head of Channels to define commercial policy,  for Reserve brands ensuring right channel balance and strategy focus
• Co-lead promo plan across channels for Reserve brands with RGM and HOR SE  across all channels
• Lead Prestige Manager and Private sales business
• Responsible for Top tiers outlets
• Lead a sell out team looking after top tiers outlets thru 19  people
• Be point of reference for Reserve in Italy
• Work in partnership with Reserve customer marketing team, TLA, WHS, C&C and Off trade customer marketing teams  to ensure right plan for Reserve brands   
• Work in Partnership with Southern Europe Head of Reserve to ensure SE and Global luxury strategy is implemented with Italian lens

To be successful in this role you will need:

• Develop the strategy and executional plans, including:
  • Commercial strategy for Reserve
  • Commercial planning
  • Contact and coverage 
  • Commercial investment
  • Business forecasting
  • Client and customer plans

• Understand and drive commercial business opportunities, including:
  • Channel dynamics
  • Client understanding and adaptation
  • Segmentation and prioritisation
  • Understanding of full market, region and industry

• Drive the performance of the team, including:
  • Continued mentoring for performance and development
  • Review of important business metrics
  • Own financial performance of team and area
  • Ensure compliance and business integrity are part of team culture

• Achieve execution, including:
  • Activation and end to end execution of activation plans for on trade  channel
  • Category management
  • Sophisticated customer and client negotiations
  • Management of commercial relationships

• Measurement & evaluation, including:
  • Promotional efficiency & evaluation
  • Data, analytics & interpretation – shifting insights to action

• Top functional capabilities for this role:
  • Highly connected with the Reserve environment
  • Deep understanding of what is important to Reserve customers and use this insight to drive the creation and execution of a clear and powerful commercial plan
  • Has their finger on the pulse of what is happening on the ground: has brilliant relationships with key influencers in the industry
  • Category Knowledge across Spirits and TBA with experience in process, ingredients & provenance
  • Skilled in developing customer and collaborator dedication, negotiating for win-win outcomes
  • Operates proactively – and where vital reactively - to beat competitors.
  • Manage Coaches and is a role model for the Reserve team to inspire them and help them outperform for brilliant execution
  • Understanding of where and how to target trade investment to improve ROI whilst delivering for our customers

About you

Crucial experience required:

• Significant commercial experience, specifically in Luxury (previous luxury hospitality expertise is a plus)
• Deep understanding of and passion for consumers, shoppers and categories
• Highly commercially aware, creative and astute with strong financial and analytical skills
• Successful management of senior collaborators at all levels, resulting in strong and positive outcomes
• Outstanding strategic relationship manager with ability to plan strategically with customers and link strategy into implementation
• People manager experience
• Able to mentor both functional and leadership capability development in commercial leaders.
• Proficient in English and Italian

Working with us

Flexibility

This is key to success in our business and many of our staff work flexibly in many different ways, including part-time and compressed hours. Please talk to us about what flexibility means to you and don’t let anything stop you from applying.

Diversity statement

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the outstanding contribution each person brings.