Director, Military and Regional Accounts
About The Position
The Director Military and Regional Grocery & Package Liquor is accountable for achieving the overall FY Plan within the assigned customer base. Responsibilities encompass developing and executing annual customer plans for designated accounts. This role leads Diageo's sales efforts, ensuring delivery of annual NSV, profit targets, share goals, tactical priorities, and advancing people development. The Director maximizes the performance of Diageo’s total portfolio of brands within the designated accounts through the execution of priority sales levers, including distribution, availability, assortment, pricing, promotion, visibility, merchandising, and execution excellence to deliver sustainable growth and outstanding customer experiences.
Requirements
- Bachelor’s degree required
- Min of 5yrs of experience in sales and customer management across nat/reg customers, with Military Channel customer management experience preferred
- 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
- Military Channel customer management experience preferred
Responsibilities
- Develop and execute the Global Military (Spirits + Beer) & Regional Grocery/Package Liquor (Beer Only) strategies, shaping the annual planning process across key customers operating across multiple markets in the US and abroad (Military).
- Lead the alignment of growth objectives, innovation priorities, and category expansion opportunities.
- Build and nurture enduring relationships with each customer grounded in a deep understanding of their business models and priorities that position us as the supplier of choice and trusted partner, delivering exceptional customer experiences, creating shared value, and identifying opportunities for long-term growth.
- Negotiate and implement joint business plans with HEB (and Publix as a secondary JBP potential account).
- Lead and develop a team of 4 direct reports.
- Work closely with Performance Management, Chain Development, Shopper Marketing, Category Development, Revenue Management, Supply, Region Field Teams, Military Broker and both spirits and beer distributor partners to drive alignment and ensure cohesive, best‑in‑class execution across the assigned accounts.
- Maintain strong connectivity with key retailers.
- Maintain a strong market presence, staying close to key customers (retailer, broker and distributor), competitors, and consumers (the 3 C’s), with travel estimated at 40-50%.
- Ensure this team works closely with our distributors (and Military Broker) and regions across spirits and beer to drive the highest level of execution across the accounts.
- Manage your allocated A&P & Fixed Trade Spend budget to drive consistent growth across the accounts.
- Monitor performance against targets, identify course‑correcting actions, and drive share, distribution, and velocity growth.
- Lead planning processes and negotiations with key retailers.
- Lead ongoing assessment of opportunities and risks to ensure delivery of plan.
- Maintain upmost accuracy and discipline across forecasting, promotional planning, M&E processes and budgets.
Benefits
- Attractive Rewards and Benefits package
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What This Job Offers
Job Type
Full-time
Career Level
Director
