Distributor Manager - Tennessee Diageo Beer & Pre-Mix

Job Title

Distributor Manager - Tennessee Diageo Beer & Pre-Mix

Location: Nashville

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 role will be based in the Nashville, TN area and will lead performance of the DBP (Diageo Beer and Pre-Mix) portfolio throughout the state, calling on our five distributor partners.
• Planning and leading wholesaler execution through achieving 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.
• The role significantly influences the distributor teams and Diageo Beer & Pre-Mix chain teams by emphasizing teamwork, execution, and getting results.
• Anticipate ever changing business trends to maximize performance and mitigate risks.
• Market complexity will be high
• • on/off premise, chain/independent mix
  • high local marketing investments
  • 3rd party agency engagement - MKTG and Enthuse

• Management of five 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 KPI's.
• Ensure alignment on all programs & goals.
• Deliver shipments to contractual DSI obligations.
• Handle trade and price spends to agreed-upon budgets.
• Develops sales forecasts/budgets utilizing market insights and analyzing trends.

• Inform wholesalers programs and local initiatives.
• Conduct monthly, quarterly, annual planning meetings and business reviews with distributor leadership to ensure alignment.
• Time in trade actively selling into retail accounts/working with the wholesaler.
• 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 quality measures
• Create, implement, and drive incentives to motivate wholesalers to execute against the key sales drivers by brand.
• Plan and manage investment (Beer & Pre-Mix).
• Plan and execute 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.

• Bachelor's degree required.
• 3+ years of experience in distributor management preferred.
• Extensive beer/wine/spirits commercial experience in or similar CPG selling experience.
• Shown ability to engage, influence, and collaborate with wholesalers with diverse strategic goals.
• Strong self-starter with a track record of using fact-based selling to drive results.
• Exceptional organizational and prioritization skills, capable of leading multiple projects.
• Proficient in Microsoft Excel, PowerPoint, Teams, VIP, and Nielsen.
• Insight and understanding with both On and Off Trade.