Director, Convenience & Drug

Director, Convenience & Drug Channel

Location - Phoenix, AZ, Chicago, IL, Des Moines IA

About Diageo

With over 200 brands sold in nearly 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. Join us and you'll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you'll build brands consumers love.

We value each other and celebrate different perspectives. In our inclusive culture, you'll have the backing needed for new ideas and learn from them. Harness your passion and desire to grow as you make your mark. Let's unlock a brighter, more exciting future together!

About the role:

The Director of Convenience & Drug is a pivotal new role designed to strategically enhance our presence within the convenience & drug sectors. This role will oversee business performance for our top convenience customers, including Circle K, Casey's, and 7-Eleven/Speedway, Allsups, Maverik, & Kwik Trip as well as top drug customers, Walgreens & CVS. This role is responsible for seeking opportunities to expand our portfolio with new customer relationships. Additionally, the Director will manage two direct reports, Convenience & Drug National Account Managers. This management responsibility is key to driving our performance towards ambitious goals, enhancing our operational capacity, and extending our reach within this crucial channel.

Role Responsibilities:

• Oversee a Diageo RSV of ~$120M, ensuring our portfolio's strength and market competitiveness.
• Provide leadership and strategic direction to ensure robust market growth and effective strategic plan execution across all accounts in service of delivering our annual dNSV, profit, and share goals.
• Maximize the performance of Diageo brands within designated Convenience & Drug channels through the execution of priority sales drivers, including promotion, distribution, and visibility.
• Spearhead comprehensive strategic planning for designated accounts/channels, crafting innovative strategies that leverage market insights and competitive analysis to drive revenue growth and solidify our market position.
• Manage a team of 2 Convenience & Drug National Account Managers, and provide coaching, mentorship/leadership.
• Build positive relationships with distributor teams, local market teams, and category development teams. Develop customer management routines and cadences.
• Strong negotiations with retailers/wholesale supply partners

• 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 Convenience 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.
• Lead Cross-Functional Collaboration: Facilitate communication across cross-functional teams, including Shopper Marketing, Category Development, Sales, Revenue Management, and Distributor partners, to ensure alignment and execution of customer initiatives.
• 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.
• Manage Internal Processes: Manage internal processes for forecasting, promotional planning, and M&E in alignment with agreed plans, demonstrating fiscal discipline.
• 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.

• Educational & Professional Background: Bachelor's degree required with a minimum of 8 years of robust sales/customer management experience. This should include significant exposure to regional or national account customers across multiple sub-channels such as liquor, club, grocery, convenience, along with independent liquor. A strong background in Spirits and/or experience with a 3-tier route-to-market is essential.
• Leadership Experience: Demonstrated success in managing direct reports and coaching, with a strong ability to lead and nurture high-performing teams.
• Travel Requirements: Extensive travel is necessary for effective team management, strategic account calls, and fostering local market and wholesaler collaboration. ≥ 50% of the time visiting customers & supporting markets.
• Distributor Network Experience: Familiarity with a diverse beverage alcohol distributor network covering Open, Control, and Franchise states is highly preferred.
• Skill Proficiency: Exceptional communication, negotiation, and fact-based selling skills are crucial. Applicants should be adept at articulating and persuading in complex sales discussions.
• Analytical Abilities: Strong data analysis and management skills are required to effectively monitor and report on spirits trends and activities across divisions. Proficiency in Excel, PowerPoint, and PowerBI is expected.
• Personal Attributes: Highly self-motivated and goal-oriented, with a demonstrated ability to drive results and achieve ambitious targets.

• Lean in to our "dial up behaviors" and core values
• Be externally curious
• Collaborate efficiently
• Experiment and learn
• Act decisively