Distributor Manager, AZ

Job Title: Distributor Manager AZ

About us:

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter, more exciting future!

Join us to create a career worth celebrating!

About the function: Sales

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

• The role will be based in the Phoenix area and will drive and lead the performance of the Diageo Beer Pre-Mix portfolio throughout the state, calling on 5 wholesalers - Crescent Crown Distributing, Finley Distributing, Legacy Beverage, Canyon Distributing and Southern AZ.
• Planning/leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets. Sets goals, drives accountability for wholesaler execution and uses metrics to measure performance and processes. This is primarily achieved through effectively leading, planning, directing, motivating, training and measuring the Distributor organizations.
• Role significantly influences the distributor teams and Diageo Beer Co chain teams emphasizing teamwork, execution and getting results.
• Anticipate constantly evolving business trends to improve performance mitigate risks.
• Market complexity will be high
  • on/off premise, chain/independent mix
  • high local marketing investments
  • 3rd party agency engagement - MKTG and dedicated local Inspira Rep in PHX

• Management of 5 distributors with interaction and strong relationship building with owner/senior management through to the sales reps.
• Deliver agreed upon AOP depletion targets.
• Meet monthly and quarterly Key Performance Indocas
• Ensure alignment on all programs & goals
• Deliver shipments to contractual DSI obligations.
• Manage trade and price spends to agreed-upon budgets
• Develops sales forecasts/budgets using market insights and analyzing trends.

• Inform wholesalers on DBC chain programs and local initiatives
• Conduct monthly, quarterly, annual planning meetings and business reviews with distributor leadership to ensure alignment.
• Time in trade working with the wholesalers
• Wholesaler management in person & virtually to track performance/programming/issues and lead the course corrections as needed.
• Lead local event planning/sampling and execution with distributor and 3rd party agency (MKTG)

• T&E, wholesaler invoices, budget reconciliation, performance review.
• Customer management: channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.

• Deliver against AOP & IBO's for the DBC portfolio
• Analyze and plan wholesaler business- monthly, quarterly, and annually
• Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf management, and quality measures
• Create, implement and drive incentives to motivate wholesalers to complete against the key sales drivers by brand
• Plan and manage investment (Beer & PABs)
• Plan and implement kick-off meetings for innovation and programming initiatives throughout the year
• Negotiate price structure with wholesaler to ensure pricing strategies are met.
• Analyze segment retail accounts in on/off premise channels to focus activities effectively. Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.

• Extensive beer/wine/spirits commercial experience in or similar CPG selling experience.
• Wholesaler management; proven supervisory skills; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; Thorough understanding of chain customers, competitive activity, market information, and quality standards. Well-developed financial acumen, with previous ownership of pricing and budgets.
• Strong knowledge of Distributor Operations.
• Insight and understanding with both On and Off Trade
• Experience managing across multiple functions.
• Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance