National Account Manager - Regional Grocery

Job Description :

National Account Manager, Regional Grocery – (Des Moines, IA)

About the Role

This role is responsible for supporting the selling, communication, and strategic development of Diageo’s Spirits business for Hy-Vee, Coborn's, Festival Foods and Rouses.  This role partners closely with a cross functional team of shopper marketing, category development, sales insights, e-Commerce, and local distributor/business development teams to deliver plans that resonate with each customer.  This role is accountable to drive the account strategy and the annual planning for the customers in its assigned region.  This position leads all programming development, innovation sell in and communication of activities to ensure achievement of our mutual business goals. 

Role and Responsibilities

• Deliver against annual Volume, Net Revenue, Price Mix, and Share targets and lead appropriate measurement & evaluation of investment.

• Support in developing and implementing annual operating plan for regional Grocery customers, aligning customer and Diageo growth goals and opportunities, prioritizing accounts based on overall opportunities. 

• Develop positive relationships with stakeholders, wiring Diageo effectively into the distributor and regions

• Develop, sell-in, and communicate quarterly programming plans, assortment reviews, innovation opportunities and customer-specific initiatives that support the overall annual plan.   

• Lead the communication process across a cross-functional collection of Shopper marketing, Sales analytics, Category development, E-Comm, Diageo Business Development, Diageo Chain Development Directors, and the Distributor partners at market level

• Conceptualize to develop ground up, solutions for balanced growth drivers within regional Grocery customers.

• Work closely with Diageo sales team, Business Development teams, and Distributor leadership teams to drive detailed execution of customer initiatives and develop processes and tools for metrics tracking.

• Lead opportunity and risk assessment process throughout the year to ensure course correction as needed to hit the annual plan; Deliver on all monthly BPM requirements

• Develop and present business reviews and channel opportunities to Senior Leadership Team

• Participate in the design and develop of customized annual plans using priority sales drivers to deliver Diageo financial and volume targets. The spirits annual plan will include brand level sales and marketing activity with extensive coordination with the key wholesalers.

• Assist in Managing A&P/Trade spends, ensuring budgets are strategically aligned with brand and customer strategies and delivering value targets.  Lead communication with local markets to ensure alignment between target spend and existing local spends. Review planned & committed trade spend quarterly with the Team Director and Finance Manager. 

• Build positive relationships with distributor national account teams, local market teams, and category development teams. Develop customer management routines and cadences. 

Key Outputs

• Achieve Performance Goals: Successfully attain AOP and performance targets, including financial, volume, and share objectives.

• Build Strong Customer Relationships: Cultivate robust relationships with each customer, integrating Diageo effectively into their buying, merchandising, marketing, operations, and executive teams.

• Develop and Execute Annual Plans: Develop and execute annual business plans for customers, aligning Diageo's growth objectives and opportunities while prioritizing initiatives accordingly.

• Communicate Effectively: Develop, sell-out, and communicate quarterly programming plans, assortment reviews, innovation opportunities, and customer-specific initiatives to support annual business plans.

• Ensure Flawless Execution: Collaborate closely with the Diageo Business Development (BD) team, Chain Development Director, and Distributor partners to ensure flawless execution of customer initiatives.

• Assess Opportunities and Risks: Lead opportunity and risk assessment processes throughout the year to enable course correction as needed to achieve AOP.

• Adhere to Compliance Policies: Uphold a strong commitment to Diageo's internal compliance policies in all aspects of the role.

• Negotiate and Implement Joint Business Plans: Negotiate and implement annual Joint Business Plans with customers to drive mutual growth and success.

ABOUT YOU

Preferred Experience, Skills and Education Requirements

• Bachelor's degree with a minimum of 5 years of sales/customer management experience, focusing on re