Job Description
Title: Manager, On Premise National Accounts
Salary Band: 5
Diageo is a global leader in beverage alcohol with an outstanding collection of brands including Johnnie Walker, Crown Royal, Bulleit and Buchanan's whiskies, Smirnoff, Cîroc and Ketel One vodkas, Captain Morgan, Baileys, Don Julio, Tanqueray and Guinness!
Our performance ambition is to be one of the best performing, most trusted and respected consumer products companies in the world. We are proud of the brands we make and the enjoyment they give to millions. We are passionate about alcohol playing a positive role in society as part of a balanced lifestyle. It is central to our purpose to celebrate life, every day, everywhere!
Purpose/Scope Of Role
Responsible for the development and implementation of annual customer plans for designated National Account Customers. This role will improve value performance for Diageo brands through the execution of priority sales drivers, turning data into insights, and then into customer/guest centric ideas that drive new points of distribution, permanent menu share growth, ultimately delivering our DIAGEO value share growth ambition.
Role, Key Results
- Build AOP – Activity, Budget, Volume, dNSV
- Grow NEW Points of Distribution of Key Flight Plan Brands
- Deliver NEW Top Serve Signature Drinks for Diageo brands
- Plan Attainment
- RFP Presentations
- Joint Business Planning with Customers
- Financial Management
- Third Party Vendor Negotiations
Role, Key Responsibilities
- This person leads and manages the direct links between all partners (> 300 touchpoints)
- Work closely with Marketing to align with customer initiatives and develop agency briefs.
- Leverage Diageo assets to independently build out RFPs for all National Customers
- Work with Channel Marketing to mine actionable insights from data agencies such as Technomic, CGA Nielsen, etc.
- Work with CP&A & Brand teams to use national platforms and resources to build programs and relationships with key customers.
- Coordinate with divisional Activation teams to demonstrate local assets, allocations of local MBNs, visiting distillery personnel, and to participate in division-led initiatives
- Coordinate with consumer planning to use their unique tools and agency relationships to drive uncover sales opportunities.
- Leverage the Diageo Collaboration Center to demonstrate Diageo capabilities to support customer needs.
- Coordinate across all Diageo Commercial Divisions to enlist and drive support for prioritized NAOP initiatives to improve implementation
- Work with Category Development Team to use bespoke research with prioritized customers.
- Work across the supply chain in both Diageo and distributors, both to communicate with customers, and to uncover opportunities to facilitate logistical flow
- Customers
- Lead Diageo selling efforts at Customers’ Corporate Headquarters that deliver annual dNSV, New distribution, permanent menus and share goals.
- Build strong, mutually beneficial relationships with Beverage Buyers. Become the consultant that they call first with a question or an idea.
- Build and deliver RFPs based on customer request, but also uncover and ideate against self-discovered opportunities.
- Determine if level of investment is consistent with level of results. Develop clearly defined targets to be obtained.
- Work with Customer Brand Marketing teams to ensure that our programming ideas adhere to brand essence and demographic targets
- Work with culinary teams to ensure that our programs complement food offerings.
- Support training department needs through DBA and ad-hoc requests.
- Build relationships with key operators to gain support for mandates, features and menu listing, and to support their individual needs.
- Establish working relationships with franchisees, supporting their unique programs. This has the potential to be as complex as the headquarter relationships
- Distributors
- Work with distributor Trade Development teams to address supply needs across ALL US distributors in 50 states.
- Leverage Dedicated distributor NAOP team to drive local sales teams performance (especially relevant to hotels)
- Engage with non-dedicated distributor NAOP teams to support our initiatives and influence customers (approximately 50 people between SGWS, BBG & RNDC)
- Agencies
- Leverage data from industry business intelligence agencies to uncover insights
- Lead negotiations with 3rd party NAOP Marketing agencies to gain mandates, menu placements, and NEW distribution
- Work closely with creative agencies for bespoke program development.
- Leverage DHP to support training, activations, and event needs at HQ.
- Coordinate with state liquor stores in control states to address supply needs.
Qualifications And Experience Required
- 7+ years relevant selling experience
- Minimum of 5 years account management experience with major markets and key customers
- Sales / customer management experience with a major CPG company
- Experience working across a diverse beverage alcohol distributor network preferred
- Proven success influencing and developing customer/market strategies and execution plans
- Working cross-functionally within organization, proven management of multiple partners
- Strong communication and influencing skills are required
- Expected to be extremely self-motivated and goal-oriented
- Bachelor’s Degree Required
Worker Type
Regular
Primary Location:
Off Site California
Additional Locations :
Job Posting Start Date
2024-06-11
Salary Range
Minimum Salary:
$110400
Maximum Salary
$184000
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