Description
Director of Regional Grocery
Location Southern California or Chicago, IL
About Us
With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Every day, over 30,000 talented people come together at Diageo to create the magic behind our much-loved brands.
Join us and you’ll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you’ll build brands consumers love.
We value each other and celebrate different perspectives. In our inclusive culture, you’ll have the backing you need to test new ideas and learn from them.
Harness your passion and desire to grow as you make your mark. Let’s unlock a brighter, more exciting future together.
Purpose / Scope of Role
The Director of Regional Grocery is tasked with leading the strategic oversight and enhancing the business performance across a set of established and emerging customers.
This critical position oversees a dynamic team of four National Account Managers, driving our performance to achieve ambitious goals within this essential channel.
Additionally, this role is crucial in identifying and targeting emerging customers, understanding their unique needs and preferences, and developing tailored strategies to engage these potential partners.
Role and Responsibilities
Oversee a business worth $300M in Diageo RSV, ensuring our portfolio's strength and market competitiveness.
Provide leadership and strategic direction to ensure robust market growth and effective strategic plan execution across all accounts in service of delivering our annual dNSV, profit, and share goals.
Maximize the performance of Diageo brands within designated regional grocery channel through the execution of priority sales drivers, including promotion, distribution, and visibility.
Spearhead comprehensive strategic planning for designated accounts / channels, crafting innovative strategies that leverage market insights and competitive analysis to drive revenue growth and solidify our market position.
Manage a team of 4 National Account Managers (2 CA / 1 MI / 1 IA), and provide coaching, mentorship / leadership.
Build positive relationships with distributor teams, local market teams, and category development teams. Develop customer management routines and cadences.
Key Outputs
Achieve Performance Goals : Successfully attain AOP and performance targets, including financial, volume, and share objectives.
Build Strong Customer Relationships : Cultivate robust relationships with each customer, integrating Diageo effectively into their buying, merchandising, marketing, operations, and executive teams.
Develop and Execute Annual Plans : Develop and execute annual business plans for Regional Grocery customers, aligning Diageo's growth objectives and opportunities while prioritizing initiatives accordingly.
Communicate Effectively : Develop, sell-out, and communicate quarterly programming plans, assortment reviews, innovation opportunities, and customer-specific initiatives to support annual business plans.
Lead Cross-Functional Collaboration : Facilitate communication across cross-functional teams, including Shopper Marketing, Category Development, Sales, Revenue Management, and Distributor partners, to ensure alignment and execution of customer initiatives.
Ensure Flawless Execution : Collaborate closely with the Diageo Business Development (BD) team, Chain Development Director, and Distributor partners to ensure flawless execution of customer initiatives.
Assess Opportunities and Risks : Lead opportunity and risk assessment processes throughout the year to enable course correction as needed to achieve AOP.
Manage Internal Processes : Manage internal processes for forecasting, promotional planning, and M&E in alignment with agreed plans, demonstrating fiscal discipline.
Adhere to Compliance Policies : Uphold a strong commitment to Diageo's internal compliance policies in all aspects of the role.
Negotiate and Implement Joint Business Plans : Negotiate and implement annual Joint Business Plans with customers to drive mutual growth and success.
About You
Preferred Experience, Skills and Education Requirements
Educational & Professional Background : Bachelor’s degree required with a minimum of 10 years of robust sales / customer management experience.
This should include significant exposure to regional or national account customers across multiple sub-channels such as liquor, club, grocery, convenience, along with independent liquor.
A strong background in Spirits and / or experience with a 3-tier route-to-market is essential.
Leadership Experience : Proven track record in direct report management and coaching, demonstrating the ability to lead and develop high-performing teams.
Travel Requirements : Extensive travel is necessary for effective team management, strategic account calls, and fostering local market and wholesaler collaboration.
Distributor Network Experience : Familiarity with a diverse beverage alcohol distributor network covering Open, Control, and Franchise states is highly preferred.
Skill Proficiency : Exceptional communication, negotiation, and fact-based selling skills are crucial. Applicants should be adept at articulating and persuading in complex sales discussions.
Analytical Abilities : Strong data analysis and management skills are required to effectively monitor and report on spirits trends and activities across divisions.
Proficiency in Excel, PowerPoint, and PowerBI is expected.
Personal Attributes : Highly self-motivated and goal-oriented, with a demonstrated ability to drive results and achieve ambitious targets.
Leadership and Dial Up Behaviors
Lean in to our dial up behaviors and core values
Be externally curious
Collaborate efficiently
Experiment and learn
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.
Please let us know if you require a reasonable accommodation.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. To achieve this, we need the world’s very best people.
We're looking for people with curiosity, creativity, boldness and a sense of purpose to take Diageo and our timeless, pioneering brands to the next level.
We offer incredible benefits, competitive compensation and a culture you can be proud of working in.
Feel inspired? Then this may be the opportunity for you!
Worker Type : Regular
Regular
Primary Location : Off Site California
Off Site California
Additional Locations :
Chicago Sales Office
Job Posting Start Date :
2024-05-31
Salary Range : Minimum Salary :
Minimum Salary : $166463
$166463
Maximum Salary : $277438
$277438
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.
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