Strategic Accounts Chain Development Director

3 weeks ago


Aliso Viejo, California, United States Diageo Plc Full time

The Strategic Accounts Chain Development Director is responsible for crafting, aligning, and presenting market-level chain strategies to support the Annual Operating Plan across the Open West region.

This role requires a collaborative approach, working cross-functionally with Diageo's Performance Management/Business Development, Revenue Growth Management (RGM), Trade Development, Strategic Accounts, and CPWS teams.

The ideal candidate will have a strong commercial track record, deep critical thinking, and the ability to influence at all levels of the organization.

Foster strong alignment between division, distributor, and strategic accounts to achieve goals across the Open West region, with a primary focus on CA and WA, contributing to a total Strategic Accounts RSV of $750m.


  • Collaborate with Local Teams:

Key Responsibilities:
Partner with local market teams to align behind the Strategic Accounts strategy, ensuring cohesive execution.

  • Lead Chain Strategy Development: Orchestrate the development and execution of chain strategies for spirits, in close collaboration with Diageo's West Division leadership.
  • Align and execute plans to drive spirits volume, revenue growth, overall execution excellence in service of improving market share performance.
  • Optimize Prioritization: Collaborate with Business Performance & Development and Revenue Growth Management teams to strategically allocate trade spend (scans) and local resources.
  • Accelerate Key Brands: Identify and implement programming to accelerate the growth of critical brands.
  • Ensure Compliance: Balance and optimize Strategic Accounts trade activities to maintain ROM compliance and alignment with market strategies.
  • Ensure seamless and open communication by collaborating with state-level Performance Management teams to build, articulate, and disseminate key programming to Field Teams, GSMs, and during weekly meetings.
  • Strategic Account Planning: Lead strategic account planning (chain planning summits) to improve connectivity between Strategic Accounts, Division, and Distributor teams.
  • Maintain a strong market presence, staying close to key customers, competitors, and consumers (the 3 C's), with travel estimated at 25-35%.
Bachelor's degree required; MBA preferred.

  • Minimum of 8 years of experience in distributor and chain management, ideally within the beverage alcohol industry.
  • Strong financial acumen with the ability to drive commercial outcomes.
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.



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