Distributor Manager, CT/RI

Job Title: Distributor Manager, CT/RI

About Diageo:

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your enthusiasm and use your curiosity as you explore, collaborate and innovate.

Together with dedicated people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter future.

Join us to create a career worth celebrating!

About the Function: 

​​​Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.  

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. ​​We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential. 

About the role: 

Complexity of 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. 

The role will be based in Stamford, CT and is responsible for calling on 6 DBP distributors in the CT & RI market. Market complexity will be high (all on/off premise, chain/independent mix).

Decision Making/Financial Responsibility:
Management of 6 distributor partners with interaction and strong relationship building with owner/senior management through to sales teams. Deliver agreed upon AOP depletion targets. Meet monthly and quarterly IBO execution targets. Deliver shipments to contractual DSI obligations. Manage trade and price spends to agreed-upon rate per case. Negotiate and maximize 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 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 DBP Sales Specialist and 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, including: 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 price differences re: wholesaler/ret