Director of Wal-Mart
Location - Bentonville, AR
ABOUT DIAGEO
With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Every day, over 30,000 dedicated people come together at Diageo to create the magic behind our much-loved brands. Join us and you'll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you'll build brands consumers love!
We value each other and celebrate different perspectives. In our inclusive culture, you'll have the backing you need to test new ideas and learn from them. Harness your passion and desire to grow as you make your mark. Let's unlock a brighter, more exciting future together.
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ABOUT THE ROLE
The Director of Wal-Mart is responsible for providing strategic leadership and driving the overall business performance within one of our most critical customers, Wal-Mart. This pivotal role involves not only enhancing our partnership with Wal-Mart but also spearheading initiatives that contribute to long-term growth and profitability. The Director leads a high-performing team of two National Account Managers, ensuring alignment with the company's objectives and the achievement of ambitious sales, market share, and market engagement.
The Director will collaborate cross-functionally with key stakeholders, both internally and externally, to develop and execute strategies that optimize in-store execution, promotional effectiveness, and e-commerce growth. This role requires a forward-thinking leader capable of fostering a culture of accountability, innovation, and collaboration, while ensuring the team remains agile and responsive to the evolving needs of the markets and this essential customer.
Role and Responsibilities
- Oversee a Diageo RSV of $191M, ensuring our portfolio's strength and market competitiveness.
- Provide leadership and strategic direction to ensure robust market growth and effective strategic plan execution across all accounts in service of delivering our annual dNSV, profit, and share goals.
- Maximize the performance of Diageo brands within Wal-Mart through the execution of priority sales drivers, including promotion, distribution, and visibility.
- Spearhead comprehensive strategic planning for designated accounts/channels, crafting innovative strategies that leverage market insights and competitive analysis to drive revenue growth and solidify our market position.
- Manage a team of 2 National Account Managers, provide coaching, mentorship/leadership.
- Build positive relationships with distributor teams, local market teams, and category development teams. Develop customer team routines and cadence with the markets.
Key Outputs
- Achieve Performance Goals: Successfully attain AOP and performance targets, including financial, volume, and share objectives.
- Build Strong Customer Relationships: Cultivate robust relationships with each customer, integrating Diageo effectively into their buying, merchandising, marketing, operations, and executive teams.
- Develop and Execute Annual Plans: Develop and execute annual business plans for Wal-Mart, aligning Diageo's growth objectives and opportunities while prioritizing initiatives accordingly.
- Communicate Effectively: Develop, sell-out, and communicate quarterly programming plans, assortment reviews, innovation opportunities, and customer-specific initiatives to support annual business plans.
- Lead Cross-Functional Collaboration: Facilitate communication across cross-functional teams, including Shopper Marketing, Category Development, Sales, Revenue Management, and Distributor partners, to ensure alignment and execution of customer initiatives.
- Collaborate closely with the Diageo Business Development (BD) team, Chain Development Director, and Distributor partners to ensure detailed execution of customer initiatives.
- Assess Opportunities and Risks: Lead opportunity and risk assessment processes throughout the year to enable course correction as needed to achieve AOP.
- Manage Internal Processes: forecasting, promotional planning, and M&E in alignment with agreed plans, demonstrating fiscal subject area.
- Adhere to Compliance Policies: Uphold a strong commitment to Diageo's internal compliance policies in all aspects of the role.
- Negotiate and implement annual Joint Business Plans with customers to drive mutual growth and success.
ABOUT YOU
Preferred Experience, Skills and Education Requirements
- Educational & Professional Background: Bachelor's degree required with a minimum of 10 years of robust sales/customer management experience. This should include meaningful exposure to regional or national account customers across multiple sub-channels such as liquor, club, grocery, convenience, along with independent liquor. A strong background in Spirits and/or experience with a 3-tier route-to-market
- Leadership Experience: Consistent record in direct report management and coaching, demonstrating the ability to lead and develop high-performing teams.
- Travel Requirements: Extensive travel is necessary for effective team management, strategic account calls, and fostering local market and wholesaler collaboration.
- Distributor Network Experience: Familiarity with a diverse beverage alcohol distributor network covering Open, Control, and Franchise states is highly preferred.
- Skill Proficiency: Exceptional communication, negotiation, and fact-based selling skills are crucial. Applicants should be adept at articulating and persuading in complex sales discussions.
- Analytical Abilities: Strong data analysis and management skills are required to effectively monitor and report on spirits trends and activities across divisions. Proficiency in Excel, PowerPoint, and PowerBI is expected.
- Personal Attributes: Highly self-motivated and goal-oriented, with a demonstrated ability to drive results and achieve ambitious targets.
Lean in to our Leadership "dial up behaviors" and core values
- Be externally curious
- Collaborate efficiently
- Experiment and learn
- Act decisively
Feel inspired? Then this may be the opportunity for you!
EEO Information Diversity statement
Celebrating our inclusive and diverse culture is core to Diageo's purpose of "celebrating life every day everywhere". This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity. We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps us to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.
Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don't let anything stop you from applying.
Diageo is an Equal Opportunity Affirmative Action employer and is subject to federal regulations pertaining to employment. Diageo does not unlawfully discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, marital status, Protected veteran status, or any other basis prohibited under federal, state or local laws governing non-discrimination in employment in every location in which the Company has facilities. Diageo also provides reasonable accommodation for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and any other state or local laws.