Key Account Manager Unimarc & Tottus

Job Description :

About us:

With over 200 brands sold in nearly 180 countries, Diageo is home to some of the world’s most iconic drinks. From Johnnie Walker and Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life’s moments — from everyday connections to landmark celebrations.

Bring your talent, curiosity and ambition, and strive for your personal best alongside people who challenge, support and learn from each other. Together, as one outstanding team, we keep learning, improving and raising the bar for our brands, our business and each other.

Join us and play your part in making life’s moments mean a little more.

About the role:

Purpose (Key reason why the organization requires this role. . . why the role exists): 

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 role is accountable for delivering sustainable growth, profitability and execution excellence through structured Joint Business Planning (JBP), disciplined investment governance and best-in-class in-store execution.

Acts as the strategic commercial owner of the two accounts relationship, ensuring Diageo’s portfolio wins in assortment, pricing, visibility and promotional activation within a highly competitive modern trade environment.

Market Context (Key information about the market):

SMU & Tottus chile is a highly strategic modern trade partner with:

• 20% of Modern Trade Spirits Industry
• Centralized buying structure
• Multi-format operations (supermarkets, high discount, Wholesaler, retail, proximity)
• Strong negotiation power
• High visibility and price sensitivity

The account requires:

• Advanced negotiation capability
• Strong financial acumen
• Portfolio prioritization discipline
• Structured investment and ROI governance

This role operates within the CIMA framework, reinforcing customer centricity, performance governance and execution scale.

Decision Making (Please provide two examples of the kinds of decisions your role is expected to make and the degree of assistance, risk, or speed associated with those decisions.): 

1. Joint Business Planning & Commercial Negotiation

• Lead annual and quarterly JBP cycles with each account.
• Negotiate volumes, trade terms, promotional calendars, investment levels and display agreements.
• Define portfolio priorities aligned to AOP and channel strategy.
• Balance growth and margin integrity within defined guardrails.

2. Investment & Profitability Management

• Allocate Trade Spend and promotional investments within account scope.
• Evaluate ROI of promotions and price mechanics.
• Recommend corrective actions to protect NSV and OP performance.

3. Execution & Performance Steering

• Diagnose sell-in, sell-out and share of market gaps, distribution shortfalls and promotional compliance.
• Drive corrective actions with Operations Executive and CMO teams.
• Ensure alignment between customer commitments and in-store execution.

Decisions materially influence ~10% of Chile NSV and directly impact account-level profitability.

Financial Responsibility (What responsibility does the incumbent have for Budget/Financial/Trading Profit/Unit Volume’ Use specific dollars or units.):

Scope – SMU & Tottus chile

• 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.

Leadership Responsibility (List functional, project, operational or market responsibilities; include the number and bands of employees supervised, including those supervised through subordinates.) List role that incumbent will report to: 

Although the role has no direct reports, it carries strong cross-functional leadership responsibility:

• Primary commercial interface with SMU & Tottus chile buying and category teams.
• Coordinates with CP&A, CMO, RGM, Finance and Supply to ensure aligned execution.
• Influences field execution teams through clear account priorities.
• Acts as escalation point for operational and commercial issues within the account.
• Strategic ownership of a major modern trade account.
• Advanced negotiation scope.
• Direct impact on 4% of country NSV.
• Investment governance responsibility.

The role carries customer-wide ownership and operates with full accountability within its strategic account scope.

Key Outputs/Deliverables (Identify the key results produced through listing the primary five to seven duties and responsibilities of your role.): 

1. Results Delivery (Primary Accountability)

Direct accountability for delivering performance targets within SMU & Tottus chile:

• Sell-Out growth
• Market Share
• NSV delivery
• Trade Investment efficiency & ROI
• CAAP execution and compliance

Performance is tracked through structured monthly governance routines, with corrective action ownership.

2. Joint Business Plan (JBP)

• Annual and quarterly structured JBP with clear growth KPIs.
• Agreed promotional calendar and investment roadmap.
• Performance review cadence embedded with customer.

3. Assortment & Distribution Excellence

• Full compliance on product assortment.
• Numeric and weighted distribution targets.
• Proper portfolio prioritization per format.

4. Pricing & Promotion Governance

• Adherence to suggested pricing corridors.
• Correct execution of promotional mechanics.
• Structured post-evaluation of promotions.

5. Share of Shelf & Visibility

• Negotiated and executed share of shelf targets.
• Secondary displays and feature compliance.
• Visibility improvement across formats.

6. Innovation Deployment

• On-time listing and acceleration of new SKUs.
• Structured launch activation and tracking.

7. Performance Reporting & Governance

• Monthly NSV tracking.
• Sell-in / sell-out analysis.
• Investment tracking and CAAP compliance.
• Gap identification and corrective action ownership

Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re supported to manage your wellbeing and balance your priorities from day one.

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible.

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team.

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more.

Ready to bring your best? This could be your opportunity.

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.

Recruitment Scam Warning

Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money.

Worker Type :

Regular

Primary Location:

Santiago

Additional Locations :

Job Posting Start Date :

2026-11-11