Head of Commercial Capability

About the role

Lead the regional strategy, standards and capability agenda for commercial sales and customer competencies, ensuring Diageo builds world‑class commercial capability that drives sustainable growth, customer value and market execution excellence.

Key responsibilities

• Define and maintain the multi‑year regional commercial capability strategy aligned to business growth ambitions.
• Own commercial capability frameworks and standards covering sales, customer development, distributor management, route‑to‑market and execution excellence.
• Design regional capability architecture, curricula, learning pathways and certification processes.
• Identify future commercial skills for digital commerce, data‑led decision making and emerging customer trends.
• Establish governance, performance standards and scorecards for regional capability maturity.
• Analyze capability performance data to drive continuous improvement and knowledge sharing across markets.

Required profile

• Bachelor’s degree or equivalent professional experience in Finance, Business, Commercial, Legal, Operations or a related discipline.
• 8+ years of commercial or sales leadership experience, with a track record of consulting‑style delivery and transformation programmes.
• Experience defining and using learning and adoption measures such as proficiency, confidence, application and business‑impact indicators.
• Proven ability to own end‑to‑end learning programmes across multiple markets, including curriculum design, facilitation and certification.
• Comfortable translating market requirements into scalable regional processes and product designs.

Required skills

• CLM (Contract Lifecycle Management) tools
• Trace‑type tooling for commercial processes
• Global learning platforms
• Content governance and localisation
• Data and digital tools for commercial decision making