Route To Consumer (RTC) Financial Services Manager at Diageo

Purpose of Role

The RTC Financial Services Manager drives the RTC strategy within KBL’s value chain, building a top-tier financial support system for distributors and retailers. Responsibilities include:

• Signing off on Distributor and Retail Trade terms for strategic accounts that impact Net Sales Value (NSV) growth.
• Developing performance-based distributor incentives, aligned with Gold Standard.
• Establishing partnerships with Retail Finance Service providers to optimize working capital solutions, reduce Out of Stock (OOS) instances, and improve distribution.
• Managing relationships with banks and financial institutions to secure structured working capital for distributors.
• Leading distributor working capital structure strategies to meet performance goals.
• Facilitating access to distribution infrastructure via asset financing solutions.
• Engaging stakeholders for cost-effective distribution solutions (e.g., fleet fuel, insurance, and loan interest rates).
• Evaluating and guiding ERP solutions for distributors to enhance financial reporting.
• Conducting profitability modeling to inform divisional and RTC leadership decisions.

Leadership Responsibilities

• Be Authentic: Model consistent and fair behavior, adapt to business needs, and act with integrity.
• Deliver Great Performance: Be action-oriented, prioritize effectively, drive results, and foster collaboration.
• Connect to Diageo’s Purpose: Champion Diageo values, inspire brand passion, and take ownership of quality.
• Problem-Solve: Apply commercial insight to creatively address challenges and streamline processes.
• Grow Yourself: Demonstrate self-awareness, learn from experiences, and seek feedback to continuously improve.

Role Responsibilities

• Assess revenue management opportunities to drive profitability.
• Ensure distributors are well-capitalized, balancing equity and debt effectively.
• Support collateral processes (e.g., bank guarantees) and coordinate with credit risk teams for timely distributor financing.
• Lead distributor performance reviews on the Distributor Management System to maximize ROI.
• Drive category growth and manage the regional P&L.
• Maintain and grow key relationships with regional distributors and top spirits wholesalers, conducting regular business reviews to identify growth drivers.
• Develop a comprehensive capability training program for distributor leadership in finance, HR, supply chain, and information systems.
• Lead and motivate distributor teams to support new RTC strategies for spirits.
• Collaborate with the field sales team to gather and analyze retail audit data, strategize distribution plans, and execute competitive initiatives.

Qualifications and Experience

Qualifications:

• Bachelor’s degree in finance or accounting
• Professional qualifications in Finance, Accounting, or Banking (e.g., CPA, ACCA)

Experience:

• 5-8 years providing financial solutions for distributors in FMCG, with banking or financial institution experience preferred.
• Strong knowledge of distributor working capital structures and cash flow management.

Functional Knowledge & Skills:

• Trade Financing and Working Capital Management
• P&L and Cash Flow Analysis
• Supply Chain Management
• Distributor Relationship Management and Trade Incentive Strategy

Managerial & Interpersonal Skills:

• Stakeholder Collaboration
• Client and Supplier Relationship Building
• Communication and Presentation
• Negotiation and Influencing
• Project Management

Key Success Metrics:

• Timely distributor account support addressing financing needs.
• Effective working capital solutions delivery.
• Asset financing and ERP support for distributors.
• Enhanced numeric availability across retail locations.
• Positive Return on Invested Capital (30% minimum).

Additional Accountabilities:

• Shared accountabilities include sales volume, market share, and portfolio financials (P&L, margin).