Performance Director, Ohio/Iowa

Diageo

1d•Remote

About The Position

Diageo is seeking an experienced and results-oriented Sales Performance leader to drive the growth of its spirits business in Ohio and Iowa. This role will direct and partner with expansive internal and external teams to deliver best in class omni-channel execution. The position demands strong analytical acumen, exceptional leadership, and the ability to build and influence relationships across a broad set of partners. The successful candidate will identify growth opportunities and translate them into impactful sales strategies. In this pivotal position, the Performance Director will lead the development and delivery of share-winning plans across high- and low-proof categories in both on- and off-premise channels, optimizing sales performance and route-to-market execution across a diverse brand portfolio. The complexity of the role requires a candidate who demonstrates agility, exceptional organizational discipline, and the ability to gain alignment across stakeholders to deliver consistent growth and executional excellence. This role is responsible for managing the state of Ohio, working within a complex market with low-proof regional chains and high-proof OHLC business, with direct oversight of 2 Business Development Managers and 1 Low Proof Manager. The role is also responsible for overseeing the state of Iowa, mentoring a State Manager to create and implement share winning plans.

Requirements

Understanding of the OHLC ways of working and OH / IA route to market complexities
Consistent track record of leading and developing a high-performance sales team
Forecasting, budget & ﬁnancial control management – working with Anaplan/GPS or similar planning systems to cascade and track forecasts
Must have strong inﬂuencing and negotiation skills across a sophisticated and matrixed corporate environment
Must be performance and process oriented to understand how to use and implement metrics to measure performance
Outstanding platform skills in oral, written, and electronic communication
Very positive; highly organized; excellent influencer; exhibits independence/needs little supervision; quick learner; and exhibits resiliency and tenacity in the face of challenge
Moves with considerable pace, inspired to take action and possesses a steadfast appetite for continuous improvement

Responsibilities

Effective collaboration with key stakeholders to develop and implement comprehensive sales strategies across channels, tailored to the speciﬁc market dynamics in the region.
Strong grasp of retail pricing, including margin analysis, and the impact of promotional pricing on short-term and long-term portfolio growth strategies.
Lead, mentor, and motivate a team of 4 internal direct reports plus external teams, fostering a culture of high performance, accountability, and continuous improvement.
Cultivate strong relationships with liquor control board representatives and Strategic Accounts teams to increase product assortment and placement, while skillfully navigating the parameters of the customer processes and timelines, to yield revenue growth for both Diageo and customers.
Build and maintain strong relationships with the broker, distributor and key retailers in both channels to enhance brand visibility and drive market share.
Consistently gather market intelligence through regular market assessments to understand consumer trends, competitive landscape, and regulatory considerations in the beverage alcohol industry.
Highly effective leader that works collaboratively with Trade Development, Brand Marketing, supply chain, RGM, Finance, and Strategic Accounts teams to align sales initiatives with overall business objectives.
Collaborate on a frequent basis with the Supply Planning team to ensure state level programming is accounted for in inventory replenishment.
Ensure all items are properly set-up per customer requirements to avoid inventory delays.
Management of four L5 direct reports.
Develop annual volume, revenue and trade spend plans for Ohio delivering over 1M cases / $150M dnsv and oversight of Iowa delivering 300k cases / $40M dnsv.
Strategically help shape A&P spend to improve investment based on insights, analytics, market nuances and commercial strategy.
Develop customer speciﬁc programs based on MBP’s/National Calendar activity.
Deploy National Programs – break down and simplify national programs into monthly/quarterly priorities and provide distributor/broker with information needed for them activate effectively.
Share positive mentality that consistently develops collaborative plans with brand teams and other central partners to ensure we have the tactics to win in control markets.