Sales Specialist, ATL

Diageo•Off Site Georgia, GA

2d•$54,000 - $90,000•Onsite

About The Position

The Sales Specialist, Atlanta is responsible for delivering plans and execution for Diageo Beer & Premix (DBP) in alignment with business performance objectives. The role primarily works in the field across the Greater Atlanta area, leading, planning, influencing, motivating, training, and measuring distributor performance. It works with distributor personnel and relevant agencies to achieve agreed goals, manages a complex market with significant chain and on-premise influence, and operates independently. The posting identifies the role as reporting to the Distributor Manager, GA; the responsibilities section also states that it reports to the Sr. Distributor Manager – Georgia. The specialist leads wholesaler execution against monthly and quarterly targets, communicates goals, ensures teams have the necessary tools, and works constructively with distributor partners to build long-term capability when performance is off track. The role develops account-level plans and goals across quality, distribution, visibility, price, promotion, and persuasion; supports Guinness Quality Standards in the On Premise; and ensures strong retail execution in designated Off Premise and On-Premise accounts. The role supports annual, quarterly, and monthly execution targets; motivates wholesalers around brand sales drivers; manages and reports against KPIs and execution standards; plans and delivers program calendars, meetings, and promotional activities; and provides market and competitive insights. It also reviews distributor performance, develops gap-closing plans and local growth opportunities, manages territory investment and trade A&P budgets, delivers depletion, NSV, and profit targets, and identifies risks and opportunities in sales forecasts.

Requirements

Undergraduate degree required.
Distributor experience, either managing or working within a beverage wholesaler landscape.
Strong knowledge of distributor operations.
Insight and understanding of both On and Off Trade.
Proven track record of achieving sales goals and delivering outstanding results.
Self-starter with a proven record of influencing others through fact-based selling.
Strong organization and ability to prioritize multiple initiatives.
Ability to generate ideas to further develop the assigned market.
Track record of collaborating and holding other departments accountable for performance.
Knowledge of Tier 1/major market wholesaler management and retail sales in chain grocery, independent liquor, and on-premise accounts.
Thorough understanding of wholesaler operations, competitive activity, market dynamics, and quality standards.
Understanding and application of data analysis; ability to use and drive metrics to measure performance.
Persuasive selling, negotiation, problem-solving, and planning and organizing skills.
Proficiency in Microsoft Office.
Financial acumen and superior written and electronic communication skills.
Ability to influence internal and external partners.
Positive outlook, independence, resiliency, tenacity, and a process-oriented approach.
Self-starter who is forward-thinking and able to act as a change agent.

Nice To Haves

Grounded commercial experience in Beer or Spirits is preferred.

Responsibilities

Work with distributor personnel and relevant agencies to achieve agreed-upon goals.
Lead wholesaler execution against quarterly and monthly business targets; communicate goals and ensure supporting tools are available.
Have constructive conversations with distributor partners when performance is off track to build long-term capabilities.
Prepare daily and weekly account-level pre-plans.
Develop account-level goals for quality, distribution, visibility, price, promotion, and persuasion.
Develop and deliver Guinness Quality Standards in the On Premise.
Assist in delivering DBP annual, quarterly, and monthly execution targets for the assigned market.
Influence and motivate wholesalers to implement key brand sales drivers in the territory.
Manage and report on KPIs, the National Execution Plan, Display Standards, and Better Beer Industry benchmarks.
Assist in planning and executing kick-off meetings for innovation and programming initiatives.
Communicate monthly program calendars and drive execution within the assigned distributor sales force.
Ensure excellent retail execution in designated key Off Premise and On-Premise accounts.
Analyze On- and Off-Premise channels to plan and implement promotional activities.
Provide market insights, including industry dynamics and competitive information.
Plan and manage Beer and FMB investment for the assigned territory.
Review sales and marketplace assessments, monitor performance, and develop gap-close plans and local growth opportunities as needed.
Compile national selling materials, tools, and resources for distributor general sales meetings and weekly team meetings.
Conduct monthly distributor review meetings to align on programs and goals.
Build sales competencies and strong working relationships.
Deliver agreed-upon ABP depletion, NSV, and profit targets.
Manage trade A&P budgets for the defined area based on the agreed-upon rate per case.
Identify sales forecast opportunities and risks using historical data and trends.