Job Description :
Diageo is a global leader in beverage alcohol with an outstanding collection of over 200 brands in over 180 countries globally, including Johnnie Walker, Crown Royal, Bulleit and Buchanan’s whiskies, Smirnoff, Cîroc and Ketel One vodkas, Captain Morgan, Baileys, Don Julio, Tanqueray and Guinness!
Our performance ambition is to be one of the best-performing, most trusted and respected consumer products companies in the world. We are proud of the brands we make and the enjoyment they give to millions. We are passionate about alcohol playing a positive role in society as part of a balanced lifestyle. It is central to our purpose to celebrate life, every day, everywhere!
Purpose
- To deliver excellent performance at retail through effective management of wholesaler customers.
- Responsible for embedding the vision set within Diageo and assigned distributors by providing clear direction and objectives. Maintaining a two-way collaborative dialogue emphasizing teamwork, mutual accountability, and consistently delivering great results.
Financial Responsibility
- Deliver agreed-upon annual operating plan depletion targets.
- Meet monthly and quarterly depletion, execution and visibility targets.
- Deliver shipments to contractual DSI obligations.
- Manage trade and A&P spend to the agreed-upon rate per case.
- Negotiate and increase wholesaler investment and evaluate impact.
- Develops and identifies sales forecasts/budgets through previous experiences and forecasting techniques.
Management Responsibility
- Planning/leading wholesaler execution through the achievement of monthly, quarterly, and annual business plan targets.
- Sets goals, follows up and uses metrics to measure performance and process, ie. Scorecard
- May supervise Sales Specialists
Key Outputs/Deliverables
- Meet with Wholesaler on a weekly basis to Analyze and plan monthly, quarterly and annual business goals
- Visit trade accounts weekly to manage execution
- Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf management, and quality measures (QDVP3).
- Create and implement incentives to motivate wholesalers to complete the key sales drivers by brand.
- Plan and manage investment (RTD) and Recoup (Core Brands).
- Plan and implement kick-off meetings for new innovation and programming initiatives throughout the year.
- Negotiate price structure with wholesaler to ensure pricing strategies.
- Analyze segment retail accounts in on/off-premise channels to focus activities effectively.
- Work with National Account teams to coordinate key account planning at wholesalers.
- Proactive physical presence with distributors in the market is expected at least 3x a week to develop relationships, promote top of mind with our brands and drive EDGE. Also must be available for unscheduled business needs.
Experience
- Undergraduate required. MBA preferred. Must have 2-3 years of market development and selling experience.
- Knowledge: Insights to the 3 tier system; consumer need states; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; as well as competitive activity, market information, and quality standards. Understands and applies data analysis and administration. Uses and implements metrics to measure performance, such as Scorecard.
- Skills: Persuasive sell, negotiation; problem-solving; planning/organizing; proficiency in Microsoft Office; financial savvy; superior platform skills as well as written and electronic communication; extremely positive; excellent influencer/negotiator; exhibits independence, resiliency and tenacity. Process-oriented. Understands and applies interdependencies across functions.
Worker Type : Regular
Primary Location: Miami Office
Additional Locations :
Job Posting Start Date : 2023-08-29
Salary Range:
Minimum Salary: $56528
Maximum Salary: $94213
At Diageo certain roles are eligible for additional rewards, including annual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits , short-term and long-term disability coverage, basic life insurance, wellness benefits and industry leading parental leave, among others. (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work.) The salary range displayed is the salary range for the role’s primary location.
