Director, National Accounts On Premise

Job Description :

Job Title:  Director, National Accounts On Premise

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. With revenues in excess of £11.8 billion, it is a constituent of the FTSE 100.

Diageo is the leading spirit player in every region of the world, highlighting a broad portfolio of both international and local brands. Diageo leads the top two largest spirit brands in the world, Johnnie Walker and Smirnoff, and 20 of the world’s top 100 spirit brands. Its portfolio includes Crown Royal, Cîroc and Ketel One vodkas, Captain Morgan, Buchanans, Don Julio, Casamigos, Tanqueray, Baileys and Guinness!

Scope of Role:

Responsible for the leadership, customer relationships and business performance of National Accounts customers. This role will improve performance for Diageo brands through execution of key brands distribution, cocktail menu placements and brand activations for the purpose of improving rate of sale. This role will strategically partner with top national accounts customers to turn data into insights, and then into customer/guest centric ideas that drive new points of distribution and permanent menu share growth.

Key Results:

• Build AOP – Activity, Budget, Volume, dNSV
• Grow NEW Points of Distribution of Key Flight Plan Brands
• Achieve placements within “Top 3 Serves” National Cocktail Strategy
• RFP Customer Presentations
• Joint Business Planning with Customers
• Financial Management
• Third Party Vendor Negotiations

Key Responsibilities:

• This person leads and runs the direct links between partners (> 100 touchpoints)

• Diageo
  • People leadership responsibilities for 3 National Account Managers
  • 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.
  • Coordinate with consumer planning to demonstrate their unique tools and agency relationships to drive uncover sales opportunities.
  • Leverage the Diageo Collaboration Center to demonstrate Diageo capabilities to support customer needs.
• Customers
  • Lead Diageo selling efforts at Customers’ Corporate Headquarters that deliver annual dNSV, new distribution, permanent menu 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.
  • 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.
  • Establish 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 distributors in 50 states.
  • 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 tailored program development.
  • Leverage DHP to support training, activations, and event needs at HQ.

Qualifications and Experience Required:

• Bachelor’s Degree Required
• 5+ years relevant customer selling experience.
• 5+ years account management experience with major markets and/or key customers
• Previous people management experience preferred.
• Sales experience with a major Food / Beverage company
• Experience working across a diverse beverage alcohol distributors network preferred.
• Proven success influencing and developing customer/market strategies and execution plans.
• Working cross-functionally within organization, proven management of multiple partners