Account Manager New Business at Diageo

About the Channel & The Role

• The Airline channel is a uniquely complex and high-potential environment within Global Travel Retail, operating far beyond a traditional retail footprint and spanning inflight retail, onboard pouring, and pre-order ecommerce. Winning in this space requires deep channel expertise, strong networks, and the ability to influence multiple stakeholders across a fragmented value chain.
• With a redefined ambition, Diageo recognizes the significant opportunity within Airlines and sees this channel as a key growth pillar for Global Travel. This role is specifically focused on driving growth through new business development on a global scale, while also accelerating performance across our existing airline partnerships.
• This is a high-impact, ambiguous role for a commercially sharp, hungry individual who thrives in building opportunity where structure does not yet exist. The role will lead the identification, development and conversion of new airline customers, distributor and caterer partnerships, and alternative route-to-market solutions, while redefining how Diageo continues to win in the Airline channel.
• Working in close partnership with the existing Airline Account Manager and supported by Customer Marketing, this individual will also play a critical role in closing distribution gaps, supporting ROS initiatives, and unlocking incremental growth within current customers.
• This role will be the go-to growth catalyst for Airlines, bringing together internal teams, external partners and brand strategies to win sustainably, not just secure listings.

Key Accountabilities – New Business & Growth Focus

• Lead new business development across global Airline customers by brokering new distributor, wholesaler and caterer networks, while leveraging existing industry relationships.
• Build and activate a strong personal network across airlines, distributors, caterers, and service providers to unlock new routes to market.
• Identify and convert white-space opportunities, from new airline partnerships to alternative commercial and operational models.
• Redefine how Diageo wins in the Airline channel by developing scalable, repeatable approaches to growth.

Partner closely with the existing Airline Account Manager to:

• Close distribution gaps within current customers
• Support ROS and onboard performance initiatives
• Accelerate growth across established partnerships
• Act as the connector between Commercial, Customer Marketing, Finance and Supply to ensure the full Diageo system is mobilised to win new business.
• Drive opportunities beyond listings, including brand building, activation, visibility and long-term category growth.
• Build joint value propositions that deliver sustainable growth for both Diageo and our airline partners.

​​​​​​​Functional & Leadership Capabilities

• Commercial ownership mindset with strong understanding of P&L drivers and route-to-market economics.
• Expert at navigating complexity, ambiguity and multi-stakeholder environments.
• Entrepreneurial, resilient and proactive, able to create structure, momentum and clarity where none exists.
• Strong influencing skills, capable of aligning internal teams around external opportunities.
• Excellent commercial judgement, negotiation skills and scenario planning capability.
• Able to balance strategic thinking with hands-on execution to drive results at pace.
• Ruthless attention to detail in opportunity development, commercial planning and execution.

Experience Required / Skills / Capabilities

• Proven experience within the Airline channel is essential. Candidates must deeply understand how the channel operates and what it takes to win.
• Backgrounds may include Airlines, Beverage Alcohol, Global Travel Retail, Wholesalers, Distributors or Airline Caterers.
• Demonstrated success in new business development, complex negotiations and building partnerships from scratch.
• Strong network within the Airline ecosystem is highly desirable.
• Ability to operate across both brand-building and commercial execution.
• Self-starter with high energy, resilience and a strong growth mindset.
• Excellent understanding of P&L management and commercial fundamentals.