Job - Distributor Manager, CT/RI

Job Title: Distributor Manager, CT/RI

About Diageo:

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your enthusiasm and use your curiosity as you explore, collaborate and innovate.

Together with dedicated people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter future.

Join us to create a career worth celebrating!

About the Function:

About the role:

Complexity of Role:

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 process, ie. Scorecard. 

The role will be based in Stamford, CT and is responsible for calling on 6 DBP distributors in the CT & RI market. Market complexity will be high (all on/off premise, chain/independent mix).

Decision Making/Financial Responsibility:
Management of 6 distributor partners with interaction and strong relationship building with owner/senior management through to sales teams. Deliver agreed upon AOP depletion targets. Meet monthly and quarterly IBO execution targets. Deliver shipments to contractual DSI obligations. Manage trade and price spends to agreed-upon rate per case. Negotiate and maximize Beer & PAB wholesaler investment and evaluate impact. Develops and id’s sales forecasts/budgets through previous experiences and agreed forecasting techniques.

Management Responsibility:
Briefing wholesalers on plans/initiatives, quarterly plans, kick-off meetings, ABPs, business reviews

Time in trade working with the wholesaler – principle to sales rep level. Wholesaler management in person & via phone ensuring follow up and regular wholesaler conversations re: performance/programming/issues as needed.

This role will manage one DBP Sales Specialist and one third party agency partner.

Must manage relationship & event execution by MKTG third party personnel.

Financial/Business/Team admin:
T&E, wholesaler invoices, budget reconciliation, performance review. Must max distribution opps to ensure performance goals are attained. Must understand and apply New Ways of Working to dynamics of customer management business, including: channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.

• Must discern price differences re: wholesaler/retailer margins.

• Must drive performance through understanding and exemplifying Diageo’s DuB.

• Must have strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as wholesaler economics and their individual business objectives.

• Must understand and develop cross-functional accountability with finance, operations, and marketing staff and support their interdependencies

Key Outputs:

• Deliver against all AOP & IBO objectives

• 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 and implement incentives to motivate wholesalers to execute against the key sales drivers by brand

• Plan and manage investment (Beer & PABs)

• Plan and execute 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.

Flexible Working Statement:

Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re supported to handle your wellbeing and balance your priorities from day one.

Rewards & Benefits Statement:

We recognize and value performance, offering our people an attractive Rewards and Benefits package.

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive environment, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive environment that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mentalities, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to new heights and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you!

If you require a reasonable adjustment, please ensure that you gather this information when you submit your application.

Recruitment Scam Warning  

Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money.