Distributor Market Manager: Atlanta

ROLE DESCRIPTION

Complexity of Role:

• The role will be based in the Atlanta area and will be responsible for managing performance of the DBC portfolio at United Distributors.
• Planning/leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets. Sets goals, drives accountability for wholesaler execution and uses metrics to measure performance and processes. This is primarily achieved through effectively leading, planning, directing, motivating, training and measuring the Distributor organizations.
• Role significantly influences the distributor teams and Diageo Beer Co chain teams emphasizing teamwork and getting results.
• Anticipate ever changing business trends to maximize performance mitigate risks.
• Market complexity will be high

• on/off premise, chain/independent mix
• high local marketing investments
• 3rd party agency engagement - MKTG and dedicated local Inspira Rep

• Management of United distributors with interaction and strong relationship building with owner/senior management through to the sales reps.

• Deliver agreed upon AOP depletion targets.
• Meet monthly and quarterly KPI's
• Ensure alignment on all programs & goals
• Deliver shipments to contractual DSI obligations.
• Manage trade other and price spends to agreed-upon budgets
• Develops sales forecasts/budgets utilizing market insights and analyzing trends.

• Inform wholesalers on DBC chain programs and local initiatives,
• Conduct monthly, quarterly, annual planning meetings and business reviews with distributor leadership to ensure alignment.
• Time in trade working with the wholesaler
• Wholesaler management in person & virtually to track performance/programming/issues and lead the course corrections as needed.
• Manage local event planning/sampling and execution with distributor and 3rd party agency (MKTG)

• T&E, wholesaler invoices, budget reconciliation, performance review.
• Customer management: channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.

• Deliver against AOP & IBO's for the DBC portfolio
• Analyze and plan wholesaler business- monthly, quarterly, and annually
• Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf management, and quality measures
• Create, implement and drive incentives to motivate wholesalers to execute against the key sales drivers by brand
• Plan and manage investment (Beer & PABs)
• Plan and execute kick-off meetings for innovation and programming initiatives throughout the year
• Negotiate and price structure with wholesaler to ensure pricing strategies are met.
• Analyze segment retail accounts in on/off premise channels to focus activities effectively. Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.

• Extensive beer/wine/spirits commercial experience in or similar CPG selling experience.
• Wholesaler management; proven supervisory skills; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; Thorough understanding of chain customers, competitive activity, market information, and quality standards. Well-developed financial acumen, with previous ownership of pricing and budgets.
• Strong knowledge of Distributor Operations.
• Insight and understanding with both On and Off Trade
• Experience managing across multiple functions.
• Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance