Job Description
This role is not part of the Diageo Organization. Balcones is a separate entity owned/affiliated by Diageo. This hire will be employed directly through the Balcones Company and will be eligible for Balcones Benefits and Compensation Package.
Director Sales – West
Based in Southern California
The Director, Sales - West will provide strategic leadership to the Balcones sales and commercial agenda by developing and implementing plans to achieve maximum performance in Execution, Sales, Profit, Market Share, and People objectives. This role will report to the Balcones Sales VP and has 2 direct reports.
Accountabilities Include
- Accountable for delivering depletion-based P&L (dNSV, trade spend, dGP, dGM).
- Accountable for shipment-based P&L (NSV, GP, GM).
- Accountable for own and team’s T&E.
Responsibilities Include
- Deliver financial responsibilities by developing and driving Execution and Depletion performance strategies with cross-functional teams and Distributors in accordance with national brand, customer, and channel strategies.
- Collaborate/inform/align with distributor on all incentive programs across channel and sales teams.
- Build outstanding performance-based relationships with distributors and ensure route-to-market (RTM) is positioned to win for the short, medium, and long term. Always evaluate RTM strategies and engage internal support where needed to inspire change as required.
- Work with the VP of Sales to lead the West shipment targets.
- Develop impactful teams through coaching and development of direct reports. Nurture growth mindset and foster an environment that drives speed and risk-taking.
- Maintain strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as distributor economics and their individual business objectives.
- Create effective ways of working with distributors to drive the state sales agenda.
- Work with the VP of Sales to identify pricing opportunities.
Qualifications And Experience Required
- Undergraduate degree required and must have 10+ years of market development and selling experience with shown results in achieving volume and profit targets.
- Must have field sales, distributor management, and leading teams experience.
- Consistent record of leading and developing a high-performance sales team.
- Must have detailed knowledge of financial management, including working applications of financial planning, analysis, and strategy.
- Must have skills in pricing analysis and efficiency. Must understand and apply data analysis to drive effective portfolio strategies.
- Understand supplier/distributor dynamics and product supply chain.
- Must be performance and process-oriented to understand how to use and implement metrics to measure performance.
- Persuasive sell, negotiation, and problem-solving skills.
- Complete understanding of beverage alcohol business math.
- Ability to seek out brand growth opportunities through the lens of magnificent execution, brand marketing opportunities, and activation that creates consumer engagement.
- Superior platform skills in oral, written, and electronic communication.
- Very positive, highly organized, excellent influencer, exhibits independence/needs little supervision, quick learner, and exhibits resiliency and tenacity in the face of challenge.
- Moves with considerable pace, inspired to take action, and possesses a steadfast appetite for continuous improvement.
Worker Type
Regular
Primary Location:
Off Site California
Job Posting Start Date
2023-10-16
Salary Range
Minimum Salary: $155314
Maximum Salary: $258856
At Diageo certain roles are eligible for additional rewards, including annual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits, short-term and long-term disability coverage, basic life insurance, wellness benefits, and industry-leading parental leave, among others. (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work.) The salary range displayed is the salary range for the role’s primary location.
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