Diageo is a world-class leader in beverage alcohol with an outstanding collection of brands across spirits and beer! Diageo has over 200 outstanding brands - old and new, large and small, global and local, with brands sold in 180 countries at almost every price point, in every category to meet consumer demand.
Diageo is the leading spirit player in every region of the world, highlighting a broad portfolio of both international and local brands. Diageo leads the top two largest spirit brands in the world, Johnnie Walker and Smirnoff, and 20 of the world's top 100 spirit brands. Its portfolio includes Crown Royal, Cîroc and Ketel One vodkas, Captain Morgan, Buchanans, Don Julio, Casamigo's, Tanqueray, Baileys and Guinness!
Core Responsibility
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- The successful candidate will lead our National Large Format, Package Liquor and Military customers. These include - Walmart, Kroger, Total Wine, Target, Whole Foods, Global Military, Club Chains (Costco, Sam's Club and BJ's), Aldi and Lidl.
- Lead the development and implementation of annual plans for all above customers.
- Lead collaboration between Sales Directors, Distributor Managers and Key Account Managers to improve execution and performance.
Financial Responsibility
- Lead the team through the sell in of programs, features and distribution which will deliver the volume and profit plan.
- Responsible for achieving AOP spending plan and monitoring the monthly invoices to ensure the team stays within the allocated budget.
- Communicate total Diageo spending updates internally.
Complexity of Role
- This role is the main point of contact for Diageo's beer and premix portfolio at the above listed accounts.
- Must have a solid understanding of the business, financials, products/services, the market environment(s), the distributors and brokers as well as the strategic priorities of assigned customer.
- Complexity is high (scope of territory, products/services, sales and account management process).
Management Responsibility
- Currently, leads a team of 4 direct reports (SR. NAMs) and 4 analysts supporting the business.
- Works closely with other Chain Directors, Sales Directors and other peer to peer cross functional support staff.
- Serves as the key Point Of Contact with distributor and military broker VP/GMs.
- Plans account approach and manages own resources within Diageo standards.
- Work with Sales Directors and Distributor Managers to coordinate pricing, inventory, alignment and execution.
- Drive fair share and grow overall distribution and features across all assigned retailers.
Decision Making
- Anticipates & proactively finds opportunities or issues that potentially could add value or prevent the business from meeting/exceeding or under delivering against sales objectives.
- Decisions are guided by policies, procedures and business plan; receives guidance from VP National Accounts.
Key Outputs:
- Achieve annual performance objectives
- Lead and handle execution of annual channel and account plan process with the team
- Drive execution of annual account plans through the KAMs to reflect brand and customer strategies and support the delivery of business goals
- Coordinate all account specific activities across Diageo sales regions and distributors, along with the team, take ownership of divisional and store level execution of feature, display, and promotional activity
- Work within assigned budgets for A&P and T&E
- Provide input to all account specific category management initiatives
- Must be strategic and forward thinking. Must always be looking for opportunities to drive the business forward and have a good understanding of the gaps and opportunities across the assigned accounts.
- Have the ability to develop and maintain strong business relationships both internally and externally.
- Lead, coach and drive engagement of the assigned team
Qualifications and Experience Required:
- College degree or equivalent work experience required
- Minimum 12 years relevant experience required, preferably in Consumer Packaged Goods or Beverage Category
- TBA or CPG account management experience including customer planning. Current or recent relationship with Kroger a significant plus.
- Deep understanding of distributor operations including pricing and programming.
- Proven success influencing and negotiating customer strategy and execution.
- Strong written & verbal communication skills
- Familiarity with syndicated data and Kroger internal data is preferred.
- Strong working knowledge of Microsoft Office (Excel & PowerPoint)