Distributor Manager, CT/RI

Diageo•Stamford, CT

About The Position

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your enthusiasm and use your curiosity as you explore, collaborate and innovate. Together with dedicated people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter future. Join us to create a career worth celebrating! Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year. We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential. Planning & leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets. Sets goals, drives accountability for wholesaler execution and uses metrics to measure performance and process, ie. Scorecard. The role will be based in Stamford, CT and is responsible for calling on 6 DBP distributors in the CT & RI market. Market complexity will be high (all on/off premise, chain/independent mix). Management of 6 distributor partners with interaction and strong relationship building with owner/senior management through to sales teams. Deliver agreed upon AOP depletion targets. Meet monthly and quarterly IBO execution targets. Deliver shipments to contractual DSI obligations. Manage trade and price spends to agreed-upon rate per case. Negotiate and maximize Beer & PAB wholesaler investment and evaluate impact. Develops and id’s sales forecasts/budgets through previous experiences and agreed forecasting techniques. Briefing wholesalers on plans/initiatives, quarterly plans, kick-off meetings, ABPs, business reviews Time in trade working with the wholesaler – principle to sales rep level. Wholesaler management in person & via phone ensuring follow up and regular wholesaler conversations re: performance/programming/issues as needed. This role will manage one DBP Sales Specialist and one third party agency partner. Must manage relationship & event execution by MKTG third party personnel. Financial/Business/Team admin: T&E, wholesaler invoices, budget reconciliation, performance review. Must max distribution opps to ensure performance goals are attained. Must understand and apply New Ways of Working to dynamics of customer management business, including: channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery. Must discern price differences re: wholesaler/retailer margins. Must drive performance through understanding and exemplifying Diageo’s DuB. Must have strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as wholesaler economics and their individual business objectives. Must understand and develop cross-functional accountability with finance, operations, and marketing staff and support their interdependencies

Requirements

Must max distribution opps to ensure performance goals are attained.
Must understand and apply New Ways of Working to dynamics of customer management business, including: channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.
Must discern price differences re: wholesaler/retailer margins.
Must drive performance through understanding and exemplifying Diageo’s DuB.
Must have strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as wholesaler economics and their individual business objectives.
Must understand and develop cross-functional accountability with finance, operations, and marketing staff and support their interdependencies

Responsibilities

Deliver against all AOP & IBO objectives
Analyze and plan wholesaler business- monthly, quarterly, and annually
Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf management, and quality measures
Create and implement incentives to motivate wholesalers to execute against the key sales drivers by brand
Plan and manage investment (Beer & PABs)
Plan and execute kick-off meetings for innovation and programming initiatives throughout the year
Negotiate and price structure with wholesaler to ensure pricing strategies are met.
Analyze segment retail accounts in on/off premise channels to focus activities effectively.
Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.

Benefits

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.

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