Business Development Director - Whiskey - CA

Business Development Director, Whiskey

Location: California

ABOUT DIAGEO

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Every day, over 30,000 talented people come together at Diageo to create the magic behind our much-loved brands.  Join us and you’ll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you’ll build brands consumers love.

We value each other and celebrate different perspectives. In our inclusive culture, you’ll have the backing you need to test new ideas and learn from them. Harness your passion and desire to grow as you make your mark. Let’s unlock a brighter, more exciting future together. 

ABOUT THE ROLE

The Business Development (BD) Director is responsible to work with our external Distributor partners to implement category-specific commercial plans and drive consumer excitement in our brands to achieve maximum performance in execution, sales, profit, and market share objectives. This role will lead the whiskey category in California.

Role and Responsibilities:

• Engage with state-level Distributor GM on ensuring delivery of category financial and executional performance in state • Identify and implement growth opportunities specific to category in state, incorporating trends from the latest insights gathered from the field
• Identify and plan local-level activation events that build brand awareness and tell our unique stories to our core consumers
• Equip and empower BD Managers and Distributor Field Sales teams on creating the “perfect outlet”
• Inspire and build BD Managers’ capabilities, emphasizing selling, storytelling, and brand experience
• Accountable for execution and activation KPIs and market share growth in Strategic Accounts and Independent channels in market
• Identifies accounts with the greatest potential, allocates resources accordingly Key Outputs
• Accountable for state-level financial KPIs (e.g., dNSV, depletion, CAAP) as well as state-level category pricing and trade spend
• Owns state-level budget allocations (e.g., trade development, A&P, overhead), driving BD Managers to engage in activation and promotional activities that will result in the greatest impact for category

ABOUT YOU

Preferred Experience, Skills and Education Requirements:

• Bachelor’s degree and minimum 5+ years of market development and selling experience, with proven successes in achieving volume and profit targets
• Complete understanding of beverage / alcohol business math and ability to accordingly identify and capitalize upon opportunities through the lens of flawless execution, memorable brand marketing, and effective activation which create consumer excitement and engagement • Experience in field sales, distributor management, and leading teams
• Proven track record of managing and developing a high-performance sales team
• Understanding of supplier/distributor dynamics and product supply chain
• Relationship-builder who can persuade and influence others, enjoys interacting with others, and can effectively share the Diageo portfolio of brands’ stories .
• Territory management – understands the BevAlc route to market and how to compliantly influence outcomes.
• Deep market knowledge – channel, customer, and consumer.
• Energy level – approachable and quick to engage with all stakeholders – brings positive energy to customer, distributor and agency interactions.
• Professionalism – polished but authentic – comfortable in public presentation situations.
• Self-starter – self-motivated and pro-active.

Leadership and Dial Up Behaviors

Lean in to our “dial up behaviors” and core values

• Be externally curious