Distributor Manager, Virginia

Distributor State Manager, Virginia

Role must be based in Alexandria, Virginia

ROLE DESCRIPTION

Diageo is a world-class leader in beverage alcohol with an outstanding collection of brands across spirits and beer! Diageo has over 200 outstanding brands – old and new, large and small, global and local, with brands sold in 180 countries at almost every price point, in every category to meet consumer demand.

Complexity of Role:

• The role will be based in the Alexandria area of VA, and will lead and manage performance in 7 VA distributors across the state.
• Planning/leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets. Sets goals, drives accountability for wholesaler execution and uses metrics to measure performance and processes. This is primarily achieved through effectively leading, planning, directing, motivating, training and measuring the Distributor organizations.
• Role significantly influences the distributor teams and Diageo Beer co Chain Teams emphasizing teamwork and getting results.
• Anticipate constantly evolving business trends to improve performance mitigate risks.
• Market complexity will be very high”
  • On/Off premise, chain/independent mix
  • high local marketing investments
  • 3rd party agency engagement – MKTG and dedicated local Inspira Rep

Decision Making/Financial Responsibility:
 

• Management of 7 wholesalers with interaction and strong relationship building with owner/senior management through to the sales reps.

• Deliver agreed upon AOP depletion targets.
• Meet monthly and quarterly Key Performance Indicators
• Ensure alignment on all programs & goals
• Deliver shipments to contractual DSI obligations.
• Manage trade other and price spends to agreed-upon budgets  
• Develops sales forecasts/budgets using market insights and analyzing trends.

Management Responsibility:
 

• Advise wholesalers on DBC chain programs and local initiatives,
• Conduct monthly, quarterly, annual planning meetings and business reviews with distributor leadership to ensure alignment.
• Time in trade working with the wholesaler 
• Wholesaler management in person & virtually to track performance/programming/issues and lead the course corrections as needed.
• Lead local event planning/samplng and execution with distributor and 3rd party agency (MKTG)

Financial/Business/Team admin:

• T&E, wholesaler invoices, budget reconciliation, performance review.
• Customer management:  channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.

Key Outputs:

• Deliver against AOP & IBO’s for the DBC portfolio
• Analyze and plan wholesaler business- monthly, quarterly, and annually
• Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf management, and quality measures
• Create,  implement and drive incentives to motivate wholesalers to execute against the key sales drivers by brand
• Plan and manage investment (Beer & PABs)
• Plan and implement kick-off meetings for innovation and programming initiatives throughout the year
• Negotiate and price structure with wholesaler to ensure pricing strategies are met.
• Analyze segment retail accounts in on/off premise channels to focus activities effectively. Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.

Qualifications and Experience Required:

• Extensive beer/wine/spirits commercial experience in or similar CPG selling experience.
• Wholesaler management; proven supervisory skills; retail sales in chain grocery, independent liquor and on-premise; detailed understanding of wholesaler operations; Thorough understanding of chain customers, competitive activity, market information, and quality standards. Well-developed financial acumen, with previous ownership of pricing and budgets.
• Strong knowledge of Distributor Operations. 
• Insight and understanding with both On and Off Trade 
• Experience managing across multiple functions.
• Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance

Skills

• Persuasive selling, problem solving; planning/organizing; proficiency in MS office;
• Financial acumen; excellent written/verbal communication; extremely positive; excellent negotiator; exhibits independence, resiliency and tenacity. Process oriented.
• Understands and applies interdependencies across functions. Understands & uses data in critical decision making.
• Ability to engage, influence, and coordinate partners who have different critical initiatives.