Distributor Manager, CT/RI
Job Title: Distributor Manager, CT/RI
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!
About the Function:
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.
About the role:
Complexity of Role:
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 process, ie. Scorecard.
The role will be based in Stamford, CT and is responsible for calling on 6 DBP distributors in the CT & RI market. Market complexity will be high (all on/off premise, chain/independent mix).
Decision Making/Financial Responsibility:
Management of 6 distributor partners with interaction and strong relationship building with owner/senior management through to sales teams. Deliver agreed upon AOP depletion targets. Meet monthly and quarterly IBO execution targets. Deliver shipments to contractual DSI obligations. Manage trade and price spends to agreed-upon rate per case. Negotiate and maximize Beer & PAB wholesaler investment and evaluate impact. Develops and id's sales forecasts/budgets through previous experiences and agreed forecasting techniques.
Management Responsibility:
Briefing wholesalers on plans/initiatives, quarterly plans, kick-off meetings, ABPs, business reviews
Time in trade working with the wholesaler - principle to sales rep level. Wholesaler management in person & via phone ensuring follow up and regular wholesaler conversations re: performance/programming/issues as needed.
Want more jobs like this?
Get Software Engineering jobs in Darien, CT delivered to your inbox every week.
This role will manage one DBP Sales Specialist and one third party agency partner.
Must manage relationship & event execution by MKTG third party personnel.
Financial/Business/Team admin:
T&E, wholesaler invoices, budget reconciliation, performance review. Must max distribution opps to ensure performance goals are attained. Must understand and apply New Ways of Working to dynamics of customer management business, including: channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.
- Must discern price differences re: wholesaler/retailer margins.
- Must drive performance through understanding and exemplifying Diageo's DuB.
- Must have strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as wholesaler economics and their individual business objectives.
- Must understand and develop cross-functional accountability with finance, operations, and marketing staff and support their interdependencies
Key Outputs:
- Deliver against all AOP & IBO objectives
- 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 and implement incentives to motivate wholesalers to execute against the key sales drivers by brand
- Plan and manage investment (Beer & PABs)
- Plan and execute kick-off meetings for innovation and programming initiatives throughout the year
- Negotiate and 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.
Flexible Working Statement:
Flexibility is key to our success. Talk to us about what flexibility means to you, so that you're supported to handle your wellbeing and balance your priorities from day one.
Rewards & Benefits Statement:
We recognize and value performance, offering our people an attractive Rewards and Benefits package.
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive environment, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive environment that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mentalities, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to new heights and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you!
If you require a reasonable adjustment, please ensure that you gather this information when you submit your application.
Recruitment Scam Warning
Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money.
Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- FSA
- FSA With Employer Contribution
- HSA
- HSA With Employer Contribution
- Fitness Subsidies
- Pet Insurance
- Mental Health Benefits
Parental Benefits
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Fertility Benefits
- Adoption Assistance Program
- Family Support Resources
- Adoption Leave
Work Flexibility
- Hybrid Work Opportunities
Office Life and Perks
- Commuter Benefits Program
- Casual Dress
- Happy Hours
- On-Site Cafeteria
- Holiday Events
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
- Volunteer Time Off
Financial and Retirement
- 401(K)
- Pension
- Stock Purchase Program
- Performance Bonus
- Relocation Assistance
Professional Development
- Tuition Reimbursement
- Promote From Within
- Mentor Program
- Access to Online Courses
- Lunch and Learns
- Internship Program
- Leadership Training Program
- Associate or Rotational Training Program
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Employee Resource Groups (ERG)
- Woman founded/led
Company Videos
Hear directly from employees about what it is like to work at Diageo.