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National Account Manager

4 months ago

California, United States Diageo Full time

Job Description :

National Account Manager CA South, Regional Grocery – (L5)

About the Role

This role is responsible for supporting the selling, communication, and strategic development of Diageo's Spirits business for Stater Bros., Smart & Final, Trader Joe's and Whole Foods. 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 Handling 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 regional or national account customers in multiple sub-channels (e.g., grocery, liquor, independents), preferably in Alcohol or 3-tier categories.
  • Experience working across a diverse beverage alcohol distributor network (Open, Control, and Franchise states) preferred.
  • Proficiency in communication, negotiation, and fact-based selling skills.
  • Strong data analysis and management skills to monitor and draw insights to action from spirits trends/data.
  • Consistent track record and master proficiency in beverage alcohol business math.
  • Exceptional communication, negotiation, and presentation skills.
  • Extensive travel required for team management, account calls, and to ensure local market/distributor collaboration (30-40%).
  • Passion for winning, communicating, and influencing skills internally and externally.

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and listened to, is a crucial part of this.

We believe the most diverse and inclusive culture makes for a better business and a better world. We know that for our business to thrive and for Diageo to realise its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the countries in which we operate and to reflect our broad consumer base.

Around the world we have a number of inclusive Business and Employee Resource Groups known as BRGs and ERGs. These influential groups, made up of our people, represent various viewpoints, experiences and communities who generate thought-provoking work to enhance our business and workplace, creating a sense of belonging and opportunities for all

Join us, and you'll be part of an organisation that embraces diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of — and help build — an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. And you'll help us champion inclusion and diversity across our entire business: with our employees, our suppliers, across our brands, and within the communities in which we operate.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. To achieve this, we need the world's very best people. We're looking for people with curiosity, creativity, boldness and a sense of purpose to take Diageo and our timeless, pioneering brands to the next level.

Worker Type :

Regular

Primary Location:

Off Site California

Additional Locations :

Job Posting Start Date :

Salary Range:

Minimum Salary:

$110400

Maximum Salary:

$184000

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/perkslisted may vary depending on the nature of your employment with Diageo and the country where you work.) The salary range displayed is the salary range for the role's primary location.

With over 200 brands sold in more than 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. From iconic names to innovative newcomers – the brands we're building are rooted in culture and local communities. Our ambition is to be one of the best performing, most trusted and most respected consumer products companies in the world.

Our founders, such as Arthur Guinness, John Walker, and Charles Tanqueray, were visionary entrepreneurs whose brilliant minds helped shape the alcohol industry. And through our people, their legacy lives on. Join us, and you'll collaborate with talented people from all corners of the world. Together, you'll innovate and push boundaries, shaping a more inclusive and sustainable future that we can all be proud of.

With diversity at our core, we celebrate our people's unique passions, commitments and specialist skills. Because when varied voices, mindsets, and personalities come together, great ideas are born. In our supportive culture, your voice will be heard and you'll be empowered to be you. Just bring your ambition, curiosity and ideas, and we'll celebrate your work and help you reach your fullest potential.

DRINKiQ

What's your DRINKiQ? Take our quiz to understand how alcohol is made and explore the effects of drinking. You can discover everything you need to know at DRINKiQ )