Distributor State Manager, Iowa/South Dakota
The role will report to Region Sales Director and be based in the Des Moines area.
- Responsible for leading business performance of 12 IA & SD Diageo Beer Company distributors across the two states.
- 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 Company Chain Teams emphasizing teamwork and achieving results.
- Anticipate constantly evolving business trends to improve performance and mitigate risks.
- Market complexity will be high
Want more jobs like this?
Get jobs in Newton, IA delivered to your inbox every week.
- Responsibility for Diageo Beer Co portfolio including all spirit based RTDs in IA
- on/off premise, chain/independent mix
- high local marketing investments, frequent innovation test market
- 3rd party agency engagement - MKTG, Aras
Decision Making/Financial Responsibility:
- Management of 12 wholesalers with interaction and strong relationship building with owner/senior management through to the distributor sales reps.
- Deliver agreed upon AOP depletion targets.
- Meet monthly and quarterly Key Performance Indicators
- Ensure alignment on all programs & goals
- Deliver shipments to contractual DSI obligations.
- Lead trade other and price spends to agreed-upon budgets
- Develops sales forecasts/budgets using market insights and analyzing trends.
Management Responsibility:
- 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 to achieve desired results
- Wholesaler management in person & virtually to track performance/programming/issues and lead the course corrections as needed.
- Lead local event planning/sampling and execution with distributor and 3rd party agency (MKTG/Aras)
- Monthly general sales meetings to inform and reinforce key priorities
Financial/Business/Team admin:
- 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.
Key Outputs:
- 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 and implement and drive incentives to motivate wholesalers to implement against the key sales drivers by brand
- Plan and manage investment (Beer & PABs)
- Plan and implement 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.
Qualifications and Experience Required:
- 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.
Skills
- Persuasive selling, problem solving; planning/organizing; proficiency in MS office; financial acumen; excellent written/verbal communication; extremely positive; excellent negotiator; exhibits independence, resiliency, and tenacity. Process oriented. Understands and applies interdependencies across functions. Understands & uses data in critical decision making. Ability to engage, influence, and coordinate partners who have different strategic initiatives.
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and listened to, is a crucial part of this.
We believe the most diverse and inclusive culture makes for a better business and a better world. We know that for our business to thrive and for Diageo to realise its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the countries in which we operate and to reflect our broad consumer base.
Around the world we have a number of inclusive Business and Employee Resource Groups known as BRGs and ERGs. These influential groups, made up of our people, represent various viewpoints, experiences and communities who generate thought-provoking work to enhance our business and workplace, creating a sense of belonging and opportunities for all!
Join us, and you'll be part of an organisation that embraces diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of - and help build - an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. And you'll help us champion inclusion and diversity across our entire business: with our employees, our suppliers, across our brands, and within the communities in which we operate.