State Manager - CA

Diageo•San Diego, CA

4d•$115,575 - $192,625•Onsite

About The Position

The State Manager has total-market ownership of delivery of Diageo’s DBC Commercial Mission in California. The role leads development and delivery of the market Annual Operating Plan (AOP), including depletion, DNSV, and execution goals, and leads business performance management internally with the Sales Director and externally with distributor partners. This includes developing AOPs, executing business performance management (BPM), leading the O&R process, and managing ABPs within the fiscal year. The role operates in a player-coach capacity: it retains responsibility for an assigned distributor territory while providing commercial leadership across the state. It drives profitable growth through state business planning, development of Distributor Managers, distributor partnership leadership, and execution of company priorities. As a key business partner to the Sales Director, the State Manager aligns market strategies, develops organizational capability, and delivers AOP and IBO objectives through others. The California State Manager owns total-market annual performance across approximately 3.5 million CE depletions, $81 million in DNSV, and execution goals across five distributors. The role also oversees business performance management across five Bay Area distributors, representing approximately 780,000 depletions and $18 million in DNSV. It owns the California market’s T&E, A&P, and trade-spend budgets and management processes, and is accountable for assigned-market performance, consolidated state results, and alignment with regional objectives. The position reports to the Sales Director and has three Distributor Managers, four Sales Specialists, and one Hispanic Focus Key Account Manager as direct reports. It also works with Enthuse Marketing Allies.

Responsibilities

Maintain ownership of assigned-market performance while providing leadership across the broader state.
Lead development of an integrated state AOP by aligning market-level opportunities, risks, and investment priorities.
Partner with Distributor Managers to develop plans supporting state and regional objectives.
Present state business plans, recommendations, and performance updates to the Sales Director for regional planning and decision-making.
Drive volume, NSV, distribution, innovation, and execution goals across the assigned market and total state.
Identify growth opportunities and resource needs across markets and recommend priorities to the Sales Director.
Lead, coach, and develop Distributor Managers while modeling strong management through ownership of an assigned market.
Conduct regular business reviews, coaching sessions, and field development with Distributor Managers.
Own Workday, ARC, and AIP processes for the team.
Build leadership capability through feedback, development planning, and sharing best practices.
Maintain strategic relationships with distributor leadership in the assigned market and across the state.
Participate in key distributor meetings and executive-level discussions as needed.
Resolve escalated 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 Distributor Managers have actionable plans to deliver AOP commitments.
Challenge assumptions and elevate best practices across markets.
Provide consolidated performance insights, recommendations, and escalation of key business issues to the Sales Director.
Drive accountability for distribution, depletion, display, innovation, and activation performance.
Use market insights to recommend execution priorities and resource needs to the Sales Director.
Lead the state AOP, O&R, and monthly BPM processes, consolidating market plans and recommendations for Sales Director review and regional planning.
Own budgets and budget management for the California market, including T&E, A&P, and trade spend.
Support state AOP financial planning and performance tracking.
Partner with Finance and the Sales Director to evaluate investment effectiveness and resource allocation.
Drive consistency in execution, performance management, and distributor engagement across markets.
Serve as the primary liaison between Distributor Managers and the Sales Director, escalating risks, sharing insights, and aligning priorities.