Performance Manager, Arkansas

Diageo•Off Site Arkansas, AR

1d•Remote

About The Position

This role is responsible for embedding the vision set for Diageo and the assigned distributor base by providing clear direction and objectives to deliver upon our mutual business objectives. This role has significant influence with our distributors.

Requirements

Commercial experience (3 - 5 years).
Knowledge of financial metrics essential.
Sales management experience including exposure to key accounts.
Strong knowledge of distributor operations within the beverage alcohol industry.
Insight and understanding with both on & off trade experience managing across multiple functions.
Strong influencing and negotiation skills.
Bachelor’s degree from accredited institution.

Responsibilities

Oversee local sales teams and work with distributor management / sales teams to deliver performance goals.
Execute strategic initiatives and lead the sales function in the state by clearly outlining roles & responsibilities, expectations, and deliverables to agree upon goals and objectives.
Ensure all tools are in place to support attainment of goals and objectives.
Establish relationships where goals are clearly communicated, allowing distributors to achieve and be responsible for end results.
Have constructive conversations with distributors to improve executional performance.
Build long term capabilities within our distributor network.
Manage the sales function and deliver volume and profit/dNSV growth objectives.
Lead all aspects of the sales function across Diageo and distributors for the execution of our brands.
Achieve annual operating plan for spirits.
Achieve annual price mix and gross margin targets.
Achieve POD, menu, and display targets.
Manage in-market execution – reporting/management against KPI’s.
Lead the development and implementation of on and off premise annual plans and KPI’s.
Communicate monthly program calendar to distributor sales force.
Develop AOP/Plan – provide information on local market volume goals, pricing strategy, tactical budget plans, & identifying trade spend opportunities. Maintain agility to adjust based on quarterly results.
Develop pricing and promotional plans utilizing acute financial acumen, market knowledge, and keen analytical skills to drive DNSV growth across all segments, brands, and packages.
Participate in the creation of market competitive assessments with the Diageo and distributor sales teams to identify any potential opportunities or risks.
Provide insights into local market activities to the West Region VP of Performance Management.
Participate in the creation of requests for materials/support/funding with the distributors needed to deliver plans.
Meet & develop relationships with key on & off premise distributor personnel and accounts.
Provide input to financial responsibilities such as price models, opportunity analysis, margin analysis, A&P spends, etc.
Lead spirits innovation planning (forecasting, pricing, kickoff meetings, programming, etc) in collaboration with Commercial Director, Activation Manager and Revenue Growth Manager.
Review sales and marketplace objectives & ensure distributors are on track to deliver.
Develop and implement programming that drives delivery of market DNSV and strategic brand imperatives.
Pull together all national selling material/tools/resources for distributor sales meetings and programming with support of distributor and Diageo activation teams.
Communicate brand strategies to distributor personnel. Work collaboratively with distributor to localize brand strategies into relevant, executable, and profitable work plans.
Participate in creation of all activation plan development/execution metrics for activation activities with the distributor leadership and trade marketing.
Proactively build the sales competencies that are needed to drive performance.