Director, Club Channel, U.S. Strategic Accounts

Diageo • Aliso Viejo, CA

26d

About The Position

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future. Join us to create a career worth celebrating!

Requirements

• Bachelor’s degree required; MBA preferred
• Min of 10yrs of experience in sales and customer management across nat/reg customers
• Strong leadership and coaching capabilities with experience managing direct reports
• Proactive self-starter who thinks and acts like an owner, with a strong track record of bringing imaginative ideas to life
• Exceptional communication, negotiation, and presentation skills
• Proficiency in sales analytics; experience with Circana and Nielsen preferred
• Expertise in data analysis, business math, and fact‑based selling

Nice To Haves

• MBA preferred
• experience with Circana and Nielsen preferred

Responsibilities

• Strategic Leadership: Develop and execute the Club channel strategy, shaping the annual planning process across key customers operating in 37 markets, with 75% of the business concentrated in nine priority markets. Lead the alignment of growth objectives, innovation priorities, and category expansion opportunities.
• Customer Relationship Management: Foster strong partnerships with BJ’s, Costco, and Sam’s Club, grounded in a deep understanding of each customer’s business model and priorities.
• Team Leadership: Lead and develop a team of 3 direct reports. Two NAMs covering Costco regions (East/West) and one covering Sam’s Club and BJ’s Wholesale Club. This role will require a hands-on leader who sets a high bar, leans into coaching, and builds a true performance-driven culture. You’ll be expected to elevate capability, sharpen commercial instincts, and actively grow the next generation of NAM talent. The team will look to you for clear standards, real-time feedback, and the structure needed to win consistently.
• Cross‑Functional & Distributor Collaboration: Work closely with Performance Management, Chain Development, Shopper Marketing, Category Development, Revenue Management, and distributor partners to ensure cohesive, best‑in-class execution across the Club channel. Maintain strong connectivity with ten buying offices nationwide.
• Market Presence: Maintain a strong market presence, staying close to key customers, competitors, and consumers (the 3 C’s), with travel estimated at 25-35%.
• Execution Excellence: Ensure this team works closely with our distributors and divisions to drive the highest level of execution across the Club channel.
• Commercial & Financial Management: Manage ~$2M A&P budget and influence ~$425M in RSV. Monitor performance against targets, identify course‑correcting actions, and drive share, distribution, and velocity growth. Lead planning processes and negotiations with Club partners.
• Opportunity & Risk Assessment: Lead ongoing assessment of opportunities and risks to ensure delivery of plan. Maintain upmost accuracy and discipline across forecasting, promotional planning, and M&E processes.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees