Sales Specialist, ATL

Diageo•Off Site Georgia, GA

7d•$54,000 - $90,000•Onsite

About The Position

The Sales Specialist, Atlanta will ensure excellence in the delivery of plans and execution for the Diageo Beer & Pre-Mix (DBP) business, aligning with business performance objectives. This role primarily involves leading, planning, influencing, motivating, training, and measuring the distributor set within the Atlanta market. The position is primarily field-based in the Greater Atlanta area and reports to the Sr. Distributor Manager – Georgia. The market complexity is high, involving interaction with 3rd party agencies, significant Chain and On-Premise influence, and a high investment market with heavy program execution expectations. The role requires the ability to work independently and have constructive conversations with distributor partners when performance is off track to ensure long-term capabilities are being built.

Requirements

Undergraduate degree required.
Grounded commercial experience in Beer or Spirits preferred.
Distributor experience, either managing or working within a beverage wholesaler landscape.
Strong knowledge of distributor operations.
Insight and understanding with both On and Off Trade.
Proven track record of achieving sales goals and delivering outstanding results.
Must be a self-starter with a proven track record of influencing others with the use of fact-based selling.
Must be well organized and possess the ability to prioritize multiple initiatives.
Ability to generate ideas to further develop assigned market.
Proven track record for collaborating and holding other departments accountable for performance.
Tier 1/major market wholesaler management; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; proven influencing skills.
Thorough understanding of competitive activity, market dynamics, and quality standards.
Understanding and application of data analysis.
Uses and drives metrics to measure performance.
Persuasive selling, negotiation; problem solving; planning/organizing; proficiency in Microsoft office; financial acumen; superior written and electronic communication; proven ability to influence internal and external partners; possess a positive outlook; excellent negotiator; exhibits independence, resiliency, and tenacity.
Process oriented.
Self-starter, forward thinking change agent.

Responsibilities

Work with distributor personnel and relevant agencies (Inspira/MKTG) to achieve agreed upon goals.
Lead wholesaler execution against quarterly & monthly business targets.
Clearly communicate goals and ensure all tools are in place to support attainment of objectives.
Develop account level goals for Quality, Distribution, Visibility, Price, Promotion and Persuasion.
Develop and deliver Guinness Quality Standards in the On Premise.
Assist in the delivery of DBP’s annual, quarterly, and monthly execution targets for the assigned market.
Influence and motivate wholesalers to implement against key sales drivers by brand for the territory.
Reporting/management against Key Performance Indicators, National Execution Plan, Display Standards, Better Beer Industry benchmarks.
Assist in the planning and execution of kick-off meetings for innovation and programming initiatives.
Communicate monthly program calendars and drive execution within assigned distributor sales force.
Ensure excellent retail execution is being achieved in assigned key Off Premise & On-Premise accounts within designated market area.
Analyze on/off premise channels within territory to effectively plan and implement promotional activities.
Provide grounded market insights including industry dynamics and competitive information.
Plan and manage investment (Beer & FMBs) for assigned territory.
Review sales and marketplace assessments and ensure on track performance.
Develop gap close plans where necessary and identify local growth opportunities as they arise.
Compile all national selling material/tools/resources for distributor general sales meetings and weekly team meetings.
Complete monthly distributor review meetings to ensure alignment on all programs & goals.
Build sales competencies & create strong working relationships.
Deliver agreed-upon ABP depletion targets, NSV & Profit Targets.
Manage trade A&P budgets for the defined area based on agreed-upon rate per case.
Identify potential opportunities and risks to sales forecasts using historical data and trends.