Distributor Manager, North Florida - Diageo Beer & Pre-Mix Company

Distributor Manager, North FL - Diageo Beer & Pre-Mix Company

Job Level:  5

Job Location:  North Florida

Department:  National Sales

Reports to:  Southeast Region Sales Director

About us: 

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future!  

Join us to create a career worth celebrating!

About the 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. 

Handles approx. 600K CEs total volume.

The role will be based in N FL and is responsible for calling on 3 DBP distributors in the North Florida market. Market complexity will be high (all on/off premise, chain/independent mix).

Decision Making/Financial Responsibility:
Management of 3 distributor partners 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 IBO execution targets. Deliver shipments to contractual DSI obligations.

Manage trade other and price spends to agreed-upon rate per case. Negotiate and improve 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 on 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 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, include: 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 prices diffs 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

Role Responsibilities:

• Deliver against all AOP & IBO objectives
• Analyse 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 implement against the key sales drivers by brand
• Plan and manage investment (Beer & PABs)
• Plan and implement kick-off meetings for new innovation and programming initiatives throughout the year
• Negotiate and price structure with wholesaler to ensure pricing strategies are met.
• Analyse segment retail accounts in on/off premise channels to f