Job Description

The Strategic Accounts Chain Development Director is responsible for crafting, aligning, and presenting market-level chain strategies to support the Annual Operating Plan across CA, WA, NE, AK, and HI. This role requires a collaborative approach, working cross-functionally with Diageo's Performance Management/Business Development, Revenue Growth Management (RGM), Trade Development, Strategic Accounts, and CPWS teams. The ideal candidate will have a strong commercial track record, deep critical thinking, and the ability to influence at all levels of the organization.

Key Responsibilities and Impact

• Drive Market Connectivity: Foster strong alignment between division, distributor, and strategic accounts to achieve goals across the Open West region, with a primary focus on CA ($600m RSV) and WA ($115m RSV), contributing to a total Strategic Accounts RSV of $750m.
• Collaborate with Local Teams: Partner with local market teams to align behind the Strategic Accounts strategy, ensuring cohesive execution.
• Lead Chain Strategy Development: Orchestrate the development and execution of chain strategies for spirits, in close collaboration with Diageo's West Division leadership.
• Focus on Growth: Align and execute plans to drive spirits volume, revenue growth, overall execution excellence in service of improving market share performance.
• Optimize Prioritization: Collaborate with Business Performance & Development and Revenue Growth Management teams to strategically allocate trade spend (scans) and local resources.
• Accelerate Key Brands: Identify and implement programming to accelerate the growth of critical brands.
• Ensure Compliance: Balance and optimize Strategic Accounts trade activities to maintain ROM compliance and alignment with market strategies.
• Lead Consistent and Clear Communication: Ensure seamless and open communication by collaborating with state-level Performance Management teams to build, articulate, and disseminate key programming to Field Teams, GSMs, and during weekly meetings.
• Strategic Account Planning: Lead strategic account planning (chain planning summits) to improve connectivity between Strategic Accounts, Division, and Distributor teams.
• Market Presence: Maintain a strong market presence, staying close to key customers, competitors, and consumers (the 3 C's), with travel estimated at 25-35%.

• Bachelor's degree required; MBA preferred.
• Minimum of 8 years of experience in distributor and chain management, ideally within the beverage alcohol industry.
• Proven self-starter with a strategic mindset and a drive to achieve results.
• Outstanding organizational and communication skills.
• Demonstrated success in developing and implementing customer strategies.
• Proficiency in sales analytics; experience with IRI or Nielsen preferred.
• Strong financial acumen with the ability to drive commercial outcomes.