Business Development Director
1 week ago
About the Role
The Commercial Director is responsible for working with external 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.
Key Responsibilities
- Engage with state-level partners to ensure delivery of category financial and executional performance in state
- Identify and implement growth opportunities specific to category in state, incorporating trends from 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 commercial teams on creating the "perfect outlet"
- Inspire and build commercial teams' 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 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 commercial teams to engage in activation and promotional activities that will result in greatest impact for category
About You
We're looking for a Commercial Director with a strong background in market development and selling, with a proven track record of achieving volume and profit targets. You should have a complete understanding of beverage / alcohol business math and be able to identify and capitalize upon opportunities through the lens of flawless execution, memorable brand marketing, and effective activation which create consumer excitement and engagement.
Requirements
- Bachelor's degree and minimum 5+ years of market development and selling experience
- Experience in field sales, partner management, and leading teams
- Proven track record of managing and developing a high-performance sales team
- Understanding of supplier/partner 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, partner and agency interactions
- Professionalism – polished but authentic – comfortable in public presentation situations
- Self-starter – self-motivated and pro-active
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