Sales Specialist, Lone River-2

Job Description :

Lone River Sales Specialist Job Description:

Ensures excellence in the delivery of plans and execution, in alignment with business performance objectives for the Diageo Beer Company (DBC)! This is primarily achieved through optimally leading, planning, influencing, training and selling to retailers & distributors throughout the state of Texas!

Management Responsibility
 

• Reports to Distributor Manager – Lone River
• This role is primarily field based calling on & selling to both retailers & the Ben E Keith branches within respective territories
   

Role Complexity  
 

• Texas is a very complex market with significant Chain & On-Premise influence
• The convenience channel represents the largest contribution to overall beer sales having the largest number of retail outlets with the lowest distribution percentage for Lone River products   
• New entrants to the Ranch Water category increases category saturation and trial of these less than superior competitive products has potential to damage consumer confidence in this emerging category
• Texas is a battleground state for Lone River with a large investment made on Diageo’s part.  As such, this market has high expectations for large returns in distribution, brand exposure, & ROS growth

Financial Responsibility:
 

• Deliver agreed-upon ABP depletion targets, NSV & Profit Targets
• Lead trade A&P and T&E budgets for the defined area based on agreed-upon rate per case
• Collaborate with & provide insights to wholesaler branch management on how to invest wholesaler tactical budgets that will generate the highest Return On Investment

Sales Route Responsibility

• Visit an average of 30 accounts per week across all sales channels to sell in Lone River and drive simple & multiple distribution
• Coordinate market visits with all distributors within assigned territory.  Maintaining high visibility with distributor sales teams should be prioritized at all times.  Objectives for Ride Withs should be to build relationships with key wholesaler personnel, operate off of a prioritized account list with the goal of closing the highest opportunity gaps first, generate excitement amongst wholesaler staff for Lone River brands & ensure distributor sales team are fully aware of and aligned to Lone River programming
• Coordinate & attend sampling events on weekly basis
   

Responsibilities for Working With Distributors
 

• Work collaboratively with Lone River Distributor Manager on the delivery of Diageo’s annual, quarterly and monthly Lone River execution targets
• Influence and assist wholesalers in implementing the key sales drivers for assigned territory
• Compile & present monthly program calendar, selling materials, tools & resources to branch level senior management ensuring full alignment & implementation of Lone River big bets
• Present sales & marketing programs to distributor sales staff during general sales meetings
• Ensure all resources are in place for and understood by distributors to implement sales & marketing programs
• Take personal accountability for wholesalers’ alignment to program execution while being held responsible for end results
• Develop & present insights for gap close plans where necessary and identify local growth opportunities as they arise
• Have constructive conversations with distributor personnel when performance is off track to ensure we are building long term capabilities at the distributor.
• Analyze on/off premise channels within territory to effectively plan and implement promotional activities
• Assist in the planning and execution of kick-off meetings for innovation and programming initiatives as needed

• Implement Monthly distributor review meetings to ensure alignment on all programs & goals
• Build sales competencies & create strong working relationships

Worker Type :

Regular

Primary Location:

Diageo North America Dallas Texas

Additional Locations :

Job Posting Start Date :

2024-01-02

Salary Range:

Minimum Salary:

$56528

Maximum Salary:

$94213

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 rang