External Job Title Manager, Wine - OH/IA - Glazers Division

AutoReqId	36739BR
Function	Sales
Type of Job	Full Time - Exempt
Country	United States
External Job Description	Purpose: The role is responsible for embedding the vision set by the SVP and the core purpose within their respective Diageo and Distributor Team. This role provides clear direction and sets stretch objectives through the Distributor network. This role has heavy influence with local distributor/broker teams and must maintain a two way collaborative dialogue that emphasizes teamwork and getting results. Financial Responsibility: This role provides information into the following: • Performance goals / phasing – depletions, distribution, visibility, innovation, … • Monthly performance / gap management This role liaises with SVP, VP, or Director and helps manage P&L in their market: • Shipments, NSV, GP, OH • Budget mgmt – FOB, trade spend, T&E, invoice mgmt • Monthly R&Os, CARM compliance Complexity of Role: This role must oversee local sales teams and work with distributor/broker management team to deliver performance goals. · Responsible for executing the strategic imperatives’ and leading the sales team by clearly outlining roles and responsibilities, expectations and deliverables to agreed upon goals and objectives. · Ensure all tools are in place to support attainment of goals and objectives. · Must be able to establish relationships where goals are clearly communicated, and then allow distributor to achieve and be responsible for end results. · Be comfortable with having constructive conversations with distributor/broker when performance is off track in a way to ensure that we are building long term capabilities at the distributor. Decision Making: This role requires management of the sales function and delivering volume and profit growth objectives. This role also helps lead all aspects of the sales function across Diageo and Distributor for the execution of our brands. Key Outputs: Sales Performance: · Achieve volume growth targets · In market execution – reporting/management against KPI’s. · Communicate monthly program calendar to distributor sales force. · AOP involvement – provide information on local market volume goals, pricing development, tactical marketing budget development. Risk Management. Adjust based on year end results. · Participate in the creation of market competitive assessments with the Diageo and Distributor sales teams to identify any potential risks or opportunities. · Provide insights into the local market activities to Sales Leads. · Participate in the creation of requests for materials/support/funding with the distributor needed to deliver plans. · Meet with necessary retail accounts in market. · Responsible for providing input into the finance responsibilities such as price structures, distributor margin negotiations/ A&P, OH reporting etc. Distributor Performance: · Review sales and marketplace assessments and ensure distributor is on track for performance. · Pull together all national selling material/tools/resources for distributor sales meetings and programming. · Participate in creation of all marketing plan development/execution metrics for marketing activities with the distributor management team and trade marketing · Approve and oversee all Transformational Priority development/execution metrics and activities with the Distributor Management Team and Distributor Trade marketing. · Proactively build the sales competencies that are needed to drive performance. Experience: · Commercial experience (2 - 5 years). Knowledge of financial metrics useful. · Sales Management Experience including exposure to line and national/key accounts roles. · Must have strong knowledge of Distributor Operations. · Insight and understanding with both On and Off Trade. Experience managing across multiple functions. · Engaged, influenced, and coordinated stakeholders with different strategic initiatives. Must have strong influencing, negotiation skills. Must have proven track record for collaborating and holding other departments accountable for performance.
EEOC Statement (Only for US Users. For other markets, please leave blank)	Diageo is an Equal Opportunity Affirmative Action employer and is subject to federal regulations pertaining to employment. Diageo does not unlawfully discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other basis prohibited under federal, state or local laws governing non-discrimination in employment in every location in which the Company has facilities. Diageo also provides reasonable accommodation for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and any other state or local laws. For more details on how to submit to job visit http://www.diageo-careers.com/en-row/searchandapply/Pages/SearchOpenings.aspx