State Manager - Illinois/STL

Diageo•Chicago, IL

8h•Hybrid

About The Position

In our Credible DBC Markets the State Manager role will have Total Market Ownership in delivery of our DBC Commercial Mission. They will lead the development and delivery of the Market AOP including Depletions/DNSV and Execution Goals. The State Manager will lead the business performance management process internally to the SD/VP of Sales and Externally with Distributor Partners Including: developing AOP, accomplishing BPM’s, leading O&R Process, and ABP’s within the Fiscal Year. The State Manager operates in a player-coach capacity, maintaining responsibility for an assigned distributor territory, while providing commercial leadership across an assigned state. This role drives profitable growth through state business planning, Distributor Manager development, distributor partnership leadership, and execution of company priorities. As a key business partner to the Sales Director, the State Manager aligns market strategies, builds organizational capability, and delivers AOP and IBO objectives through others.

Requirements

Total Market Ownership in delivery of our DBC Commercial Mission.
Lead the development and delivery of the Market AOP including Depletions/DNSV and Execution Goals.
Lead the business performance management process internally to the SD/VP of Sales and Externally with Distributor Partners.
Develop AOP, accomplish BPM’s, lead O&R Process, and ABP’s within the Fiscal Year.
Operates in a player-coach capacity, maintaining responsibility for an assigned distributor territory, while providing commercial leadership across an assigned state.
Drives profitable growth through state business planning, Distributor Manager development, distributor partnership leadership, and execution of company priorities.
Aligns market strategies, builds organizational capability, and delivers AOP and IBO objectives through others.
Maintain full ownership of assigned market performance while providing leadership across the broader state.
Lead development of an integrated state Annual Operating Plan (AOP) by aligning market-level opportunities, risks, and investment priorities.
Partner with DMs to develop plans that support state and regional objectives.
Present state business plans, recommendations, and performance updates to the Sales Director to support regional planning and decision-making.
Drive achievement of volume, NSV, distribution, innovation, and execution goals across both assigned market and total state.
Identify growth opportunities and resource needs across markets and recommend prioritization to the Sales Director.
Lead, coach, and develop DMs while continuing to model excellence through management of an assigned market.
Conduct regular business reviews, coaching sessions, and field development with DMs or equivalent experience.
Workday, ARC, AIP process ownership for Team.
Build leadership capability through feedback, development planning, and best-practice sharing.
Maintain strategic relationships with distributor leadership within assigned market and across the state.
Participate in key distributor meetings and executive-level discussions as needed.
Resolve advanced issues and partner with the Sales Director on significant commercial opportunities or risks.
Monitor market performance, identify trends, and proactively address risks and opportunities.
Ensure DMs have actionable plans to deliver AOP commitments.
Challenge assumptions and elevate guidelines across markets.
Provide the Sales Director with consolidated performance insights, recommendations, and customer concern of key business issues.
Drive accountability for distribution, depletion, display, innovation, and activation performance.
Use market insights to recommend execution priorities and resource needs to the Sales Director.
Support state AOP financial planning and performance tracking.
Partner with Finance and the Sales Director to evaluate investment effectiveness and resource allocation.
Owns state business plan, performance management, and execution alignment.
Leads executive distributor relationships and state business reviews.
Prioritizes opportunities, resources, and investments across the state.
Accountable for consolidated state results and AOP development.
Develop, coach, and empower DMs while fostering accountability and continuous improvement.
Balance priorities and resources to optimize total state performance.
Maintain regular weekly team cadences to review performance, communicate priorities, share best practices, and address emerging opportunities and risks.
Influence outcomes through strong distributor and cross-functional relationships.
Maintain field engagement to support execution, coaching, and business development.
Host for Global Exec/ NAM Exec Visits.

Nice To Haves

Total Market Ownership in delivery of our DBC Commercial Mission.
Lead the development and delivery of the Market AOP including Depletions/DNSV and Execution Goals.
Lead the business performance management process internally to the SD/VP of Sales and Externally with Distributor Partners.
Develop AOP, accomplish BPM’s, lead O&R Process, and ABP’s within the Fiscal Year.
Operates in a player-coach capacity, maintaining responsibility for an assigned distributor territory, while providing commercial leadership across an assigned state.
Drives profitable growth through state business planning, Distributor Manager development, distributor partnership leadership, and execution of company priorities.
Aligns market strategies, builds organizational capability, and delivers AOP and IBO objectives through others.
Maintain full ownership of assigned market performance while providing leadership across the broader state.
Lead development of an integrated state Annual Operating Plan (AOP) by aligning market-level opportunities, risks, and investment priorities.
Partner with DMs to develop plans that support state and regional objectives.
Present state business plans, recommendations, and performance updates to the Sales Director to support regional planning and decision-making.
Drive achievement of volume, NSV, distribution, innovation, and execution goals across both assigned market and total state.
Identify growth opportunities and resource needs across markets and recommend prioritization to the Sales Director.
Lead, coach, and develop DMs while continuing to model excellence through management of an assigned market.
Conduct regular business reviews, coaching sessions, and field development with DMs or equivalent experience.
Workday, ARC, AIP process ownership for Team.
Build leadership capability through feedback, development planning, and best-practice sharing.
Maintain strategic relationships with distributor leadership within assigned market and across the state.
Participate in key distributor meetings and executive-level discussions as needed.
Resolve advanced issues and partner with the Sales Director on significant commercial opportunities or risks.
Monitor market performance, identify trends, and proactively address risks and opportunities.
Ensure DMs have actionable plans to deliver AOP commitments.
Challenge assumptions and elevate guidelines across markets.
Provide the Sales Director with consolidated performance insights, recommendations, and customer concern of key business issues.
Drive accountability for distribution, depletion, display, innovation, and activation performance.
Use market insights to recommend execution priorities and resource needs to the Sales Director.
Support state AOP financial planning and performance tracking.
Partner with Finance and the Sales Director to evaluate investment effectiveness and resource allocation.
Owns state business plan, performance management, and execution alignment.
Leads executive distributor relationships and state business reviews.
Prioritizes opportunities, resources, and investments across the state.
Accountable for consolidated state results and AOP development.
Develop, coach, and empower DMs while fostering accountability and continuous improvement.
Balance priorities and resources to optimize total state performance.
Maintain regular weekly team cadences to review performance, communicate priorities, share best practices, and address emerging opportunities and risks.
Influence outcomes through strong distributor and cross-functional relationships.
Maintain field engagement to support execution, coaching, and business development.
Host for Global Exec/ NAM Exec Visits.

Responsibilities

Lead the development and delivery of the Market AOP including Depletions/DNSV and Execution Goals.
Lead the business performance management process internally to the SD/VP of Sales and Externally with Distributor Partners.
Operates in a player-coach capacity, maintaining responsibility for an assigned distributor territory, while providing commercial leadership across an assigned state.
Drives profitable growth through state business planning, Distributor Manager development, distributor partnership leadership, and execution of company priorities.
Aligns market strategies, builds organizational capability, and delivers AOP and IBO objectives through others.
Maintain full ownership of assigned market performance while providing leadership across the broader state.
Lead development of an integrated state Annual Operating Plan (AOP) by aligning market-level opportunities, risks, and investment priorities.
Partner with DMs to develop plans that support state and regional objectives.
Present state business plans, recommendations, and performance updates to the Sales Director to support regional planning and decision-making.
Drive achievement of volume, NSV, distribution, innovation, and execution goals across both assigned market and total state.
Identify growth opportunities and resource needs across markets and recommend prioritization to the Sales Director.
Lead, coach, and develop DMs while continuing to model excellence through management of an assigned market.
Conduct regular business reviews, coaching sessions, and field development with DMs or equivalent experience.
Workday, ARC, AIP process ownership for Team.
Build leadership capability through feedback, development planning, and best-practice sharing.
Maintain strategic relationships with distributor leadership within assigned market and across the state.
Participate in key distributor meetings and executive-level discussions as needed.
Resolve advanced issues and partner with the Sales Director on significant commercial opportunities or risks.
Monitor market performance, identify trends, and proactively address risks and opportunities.
Ensure DMs have actionable plans to deliver AOP commitments.
Challenge assumptions and elevate guidelines across markets.
Provide the Sales Director with consolidated performance insights, recommendations, and customer concern of key business issues.
Drive accountability for distribution, depletion, display, innovation, and activation performance.
Use market insights to recommend execution priorities and resource needs to the Sales Director.
Support state AOP financial planning and performance tracking.
Partner with Finance and the Sales Director to evaluate investment effectiveness and resource allocation.
Owns state business plan, performance management, and execution alignment.
Leads executive distributor relationships and state business reviews.
Prioritizes opportunities, resources, and investments across the state.
Accountable for consolidated state results and AOP development.
Develop, coach, and empower DMs while fostering accountability and continuous improvement.
Balance priorities and resources to optimize total state performance.
Maintain regular weekly team cadences to review performance, communicate priorities, share best practices, and address emerging opportunities and risks.
Influence outcomes through strong distributor and cross-functional relationships.
Maintain field engagement to support execution, coaching, and business development.
Host for Global Exec/ NAM Exec Visits.