Sales Director, South Atlantic Region, Diageo Beer Company USA

Band Level: Level 4

This role is based in Charlotte, NC

DIAGEO BEER COMPANY USA VALUES:

• QUALITY - of product, of marketing, of relationships, or execution
• INTEGRITY - doing what we say, when we say we're going to do it
• PASSION - we care so much about our brands, our products and our people that we can't help but perform above expectation.

Purpose of Role:

To Lead and be Accountable for Diageo Beer Company USA's full P&L sales performance across four states (Virginia, North Carolina, South Carolina & Georgia) of the South Atlantic Region while leading & developing a team of five Distributor Managers to deliver great execution and profitable growth for Diageo and our distributor partners. To own relationships and performance across the Region to achieve sales targets, grow share, and deliver execution of priority sales drivers including: quality, promotion, distribution, visibility. This role will be pivotal in taking DBC's distributor relationships in the Region to the next level and will grow our people and their capabilities allowing us to use data and analytics to turn insights into great execution.

Financial:

This role has direct P&L responsibilities and will be instrumental in driving NSV and Market Share growth targets for Diageo Beer Company. The South Atlantic region is a 3.8MM case business that will deliver approx.. $74MM in DNSV in 12 Month Period.

Market Complexity:

The South Atlantic is dynamic and constantly evolving, with some of the fastest population growth rates in the country. We are partnered with 29 wholesalers operating out of 41 branches across the four states, which we have aggregated into five markets, each handled by one Distributor Manager (DM):

• Virginia
• North Carolina
• South Carolina
• Georgia

In addition, several of these markets are heavy National Account/Chain Markets and will require an understanding of the complexities of how this customer operates within our Network.

In the VA market - RTD's are sold through the DBC Network, as VA is a Control State for Spirits.

Leadership responsibility:

The Sales Director for South Atlantic has four core areas of leadership responsibility: leading sales performance in the Region, managing and developing the team of direct reports, owning and deepening DBC USA's relationship with wholesaler partners, and being a voice in the leadership of DBC USA nationally.

The successful candidate must develop and deliver an annual plan that prioritizes sales drivers to deliver DBC financial & volume targets. The annual plan will include brand level sales & marketing activity and coordination of key Diageo functions. It will ensure that all resources are improved to drive efficient and effective growth.

The Sales Director will work with team to align on individual development plans and help each team member define their strategy to continue to grow and achieve their long term professional goals

This role will engage cross-functional collaborators & external agencies (Inspira, Marketing, Finance, Distributors, Retail Outlets, etc.) to ensure all sales drivers are in place and implemented.

They will make critical business decisions to deliver our plan (Depletions, P&L and share).

Top 3-5 Accountabilities:

• Deliver our plan - depletions, Depletion P&L and market share growth. Ensure we are quickly identifying and addressing any gaps and proactively finding opportunities to close any risks.
• Grow our people and continue to build the strong entrepreneurial and inclusive culture that has driven strong growth at Diageo Beer Company.
• Deliver strong execution including distribution, display execution, MPA, etc.
• Collaborate and build positive relationships with our distributors to drive accountability in delivery of EDGE and grow our collective business.
• Work with NRM on pricing and promotion to optimize net sales and profit.

Qualifications & Experience Required:

• A proven sales professional who has demonstrated success in defining and implementing sales strategies that have resulted in profit and market share growth
• Strategic problem solver who has proven track record to build possibilities and gain broad support of a team to achieve short- & long-term results
• Advanced commercial skill and a problem solver who has experience with analytics and turning insights into useful executional targets
• Ability to impact and influence a cross-organizational team (Diageo, Distributor, retail and external vendors)
• An individual with a passion for both personal and team success who has a track record of breakthrough achievement and developing leadership & proficiency in their team

Barriers to success in role:

• Lack of subject matter expertise or ability to engage and influence key internal and external collaborators
• Deficient of negotiating, fact-based selling, and/or strong communicating skills
• Inability to effectively lead and develop a team of sales professionals
• Inability to see a clear view of the future end state which will enable us to be benchmarked externally as leading capability
• Lack of drive to be a "change agent"
• Lack of integrity and commitment to seeing through critical results, internally & externally