Sales Specialist, Lone River

Based in Austin, Texas Market

Job Description:

Ensures excellence in the delivery of plans and execution, in alignment with business performance objectives for the Diageo Beer Company (DBC)! This is primarily achieved through optimally leading, planning, influencing, training and selling to retailers & distributors throughout the state of Texas!

Management Responsibility

• Reports to Distributor Manager - Lone River
• This role is primarily field based calling on & selling to both retailers & the Ben E Keith branches within respective territories

• Texas is a very complex market with significant Chain & On-Premise influence
• The convenience channel represents the largest contribution to overall beer sales having the largest number of retail outlets with the lowest distribution percentage for Lone River products
• New entrants to the Ranch Water category increases category saturation and trial of these less than superior competitive products has potential to damage consumer confidence in this emerging category
• Texas is a battleground state for Lone River with a large investment made on Diageo's part. As such, this market has high expectations for large returns in distribution, brand exposure, & ROS growth

• Deliver agreed-upon AOP depletion targets, NSV & profit targets
• Manage trade A&P and T&E budgets for the defined area based on agreed-upon rate per case
• Collaborate with distributor branch management on how to invest wholesaler tactical budgets that will generate the highest ROI

• Visit an average of 30 accounts per week across all sales channels to sell in Lone River displays and increase both simple & multiple distribution
• Coordinate market visits with all distributors within assigned territory. Maintaining high visibility with distributor sales teams should be prioritized at all times. Objectives for Ride Withs should be to build relationships with key wholesaler personnel, operate off of a prioritized account list with the goal of closing the highest opportunity gaps first, generate excitement amongst wholesaler staff for Lone River brands & ensure distributor sales team are fully aware of and aligned to Lone River programming
• Coordinate & attend sampling events on weekly basis

• Ensure excellence in the delivery of plans and execution, in alignment with business performance objectives for the Diageo Beer Company (DBC). This is primarily achieved through effectively leading, planning, influencing, training and selling to retailers & distributors throughout the state of Texas.
• Work collaboratively with Lone River Distributor Manager on the delivery of Diageo's annual, quarterly and monthly Lone River execution targets
• Compile & present monthly program calendar, selling materials, tools & resources to branch level senior management ensuring full alignment & implementation of Lone River big bets
• Present sales & marketing programs to distributor sales staff during general sales meetings
• Ensure all resources are in place for and understood by distributors to execute sales & marketing programs
• Take personal accountability for wholesalers' alignment to program execution while being held responsible for end results
• Develop & present insights for gap close plans where necessary and identify local growth opportunities as they arise
• Have constructive conversations with distributor personnel when performance is off track to ensure we are building long term capabilities
• Analyze on/off premise channels within territory to effectively plan and execute promotional activities
• Assist in the planning and execution of kick-off meetings for innovation and programming initiatives as needed