Director, Military and Regional Accounts

Job Title

Director, Military and Regional Accounts

Location: Dallas, Texas

Level: L4

About Diageo:

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your enthusiasm and use your curiosity as you explore, collaborate and innovate.

Together with dedicated people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter future.

Join us to create a career worth celebrating!

Purpose/Scope of Role:

The Director Military and Regional Grocery & Package Liquor is accountable for achieving the overall FY Plan within the assigned customer base. Responsibilities encompass developing and executing annual customer plans for designated accounts. This role leads Diageo's sales efforts, ensuring delivery of annual NSV, profit targets, share goals, tactical priorities, and advancing people development. The Director maximizes the performance of Diageo's total portfolio of brands within the designated accounts through the execution of priority sales levers, including distribution, availability, assortment, pricing, promotion, visibility, merchandising, and execution excellence to deliver sustainable growth and outstanding customer experiences.

Responsibilities:

• Strategic Leadership: Develop and execute the Global Military (Spirits + Beer) & Regional Grocery/Package Liquor (Beer Only) strategies, shaping the annual planning process across key customers operating across multiple markets in the US and abroad (Military). Lead the alignment of growth objectives, innovation priorities, and category expansion opportunities.

• Customer Relationship & Business Management: Build and nurture enduring relationships with each customer grounded in a deep understanding of their business models and priorities that position us as the supplier of choice and trusted partner, delivering exceptional customer experiences, creating shared value, and identifying opportunities for long-term growth. Negotiate and implement joint business plans with HEB (and Publix as a secondary JBP potential account). This Director role will have the Military (spirits) channel and it's four branches as a direct call point responsibility while managing 4 Key Account Managers who will be responsible for Military (beer) and key regional accounts including but not limited to Publix, HEB, Food Lion, Wegmans, Stater Bros, BevMo/Go Brands, Hannaford, ABC, SEG, Raleys, WinCo Foods, etc...

• Team Leadership: Lead and develop a team of 4 direct reports. Two NAMs covering Costco regions (East/West) and one covering Sam's Club and BJ's Wholesale Club. This role will require a hands-on leader who sets a high bar, leans into coaching, and builds a true performance-driven culture. You'll be expected to elevate capability, sharpen commercial instincts, and actively grow the next generation of NAM talent. The team will look to you for clear standards, real-time feedback, and the structure needed to win consistently.

• Cross-Functional & Distributor Collaboration: Work closely with Performance Management, Chain Development, Shopper Marketing, Category Development, Revenue Management, Supply, Region Field Teams, Military Broker and both spirits and beer distributor partners to drive alignment and ensure cohesive, best-in-class execution across the assigned accounts. Maintain strong connectivity with key retailers.

• Market Presence: Maintain a strong market presence, staying close to key customers (retailer, broker and distributor), competitors, and consumers (the 3 C's), with travel estimated at 40-50%.

• Execution Excellence: Ensure this team works closely with our distributors (and Military Broker) and regions across spirits and beer to drive the highest level of execution across the accounts.

• Commercial & Financial Management: Manage your allocated A&P & Fixed Trade Spend budget to drive consistent growth across the accounts. Monitor performance against targets, identify course-correcting actions, and drive share, distribution, and velocity growth. Lead planning processes and negotiations with key retailers.

• Opportunity & Risk Assessment: Lead ongoing assessment of opportunities and risks to ensure delivery of plan. Maintain upmost accuracy and discipline across forecasting, promotional planning, M&E processes and budgets.

• Bachelor's degree required

• Min of 5yrs of experience in sales and customer management across nat/reg customers, with Military Channel customer management experience preferred

• Strong leadership and coaching capabilities with experience managing direct reports

• Proactive self-starter who thinks and acts like an owner, with a strong track record of bringing imaginative ideas to life

• Exceptional communication, negotiation, and presentation skills

• Proficiency in sales analytics; experience with Circana and Nielsen preferred

• Expertise in data analysis, business math, and fact-based selling