Context/Scope:
To deliver excellent performance against the Diageo Beer Co portfolio through effective territory management. This is primarily achieved through effectively leading, planning, influencing, motivating, training, and driving perfect execution alongside our distributor partners within the Greater Boston market.
Execution Responsibilities:
- Assist in the delivery of annual, quarterly, and monthly execution targets for the assigned account universe.
- Establish and lead an agreed upon account universe to improve sales opportunities.
- Negotiate and improve Beer & PAB presence in the on and off premise channels using the Persuasive Selling and 8 Step sales models.
- Plan and lead trade A&P against proven growth drivers.
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People Management Responsibilities:
- This role has no direct reports
- This role will be responsible for working with distributor personnel, Diageo marketing and finance teams and relevant agency personnel (Inspira/MKTG) to achieve agreed upon goals
- Reports to Distributor Manager
- This is role is primarily field based Covering Greater Boston
Complexity of Role:
- Assist in leading wholesaler execution against quarterly & monthly business targets.
- Ensure all tools are in place to support attainment of goals.
- Clearly communicates goals, and then partner with distributor to achieve and be responsible for end results.
- Market complexity is HIGH including, interaction with 3rd party agencies, significant independent universe, on-premise influence, and a high investment market with heavy program execution expectations.
Key Outputs:
- Assisting in the delivery of annual, quarterly, and monthly execution targets for the assigned market on the DBC portfolio
- Influencing and motivating wholesalers to complete the key sales drivers by brand for the assigned territory.
- Reporting/management against KPI's, Display Standards, Better Beer Industry benchmarks.
- Assist in the planning and execution of kick-off meetings for innovation and programming initiatives as needed.
- Communicate monthly program calendar and drive execution on programming within assigned distributor sales force.
- Analyze on/off premise channels within territory to effectively plan and execute promotional activities.
- AOP involvement - provide input on local market volume and distribution goals, provide grounded market insights including industry dynamics and competitive information.
- Ensure excellent retail execution is being achieved in assigned key Off Premise & On-Premise accounts within designated market area
- Plan and lead investment (Beer & FMBs) for assigned territory.
- Compile all national selling material/tools/resources for distributor general sales meetings and weekly team meetings.
- Be the key DBC point of contact for high volume on & off premise focus accounts in the market.
- Work with marketing manager to plan development/execution metrics for marketing activities with the distributors.
- Execute Monthly distributor review Meetings to ensure alignment on all programs & goals
- Build sales competencies & Create strong working relationships.
Qualifications and Experience Required:
- Distributor Experience, either handling or working within a beverage wholesaler.
- Ability to engage, influence, and coordinate wholesalers who may have different strategic initiatives.
- Must be a self-starter with a consistent track record in influencing others with the use of fact-based selling.
- Must be well organized and possess the ability to prioritize multiple initiatives. Able to generation ideas to develop the market.
Knowledge:
Tier 1/major market wholesaler management; consumer need states; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; proven influencing skills. Thorough understanding of competitive activity, market dynamics, and Quality standards. Understanding and application of data analysis. Uses and executes metrics to measure performance
Skills:
Persuasive selling, negotiation; problem solving; planning/organizing; proficiency in Microsoft office; financial acumen; superior written and electronic communication; extreme abilities to influence internal and external stakeholders; possess a positive outlook; excellent negotiator; exhibits independence, resiliency and tenacity. Process oriented. Understands and applies interdependencies across functions. Self starter, forward thinking change agent.