Market Specialist, Northeast Region

Job Title

Market Specialist, Northeast Region

Location: role will sit in Boston and cover MA and RI

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 role:

This role is responsible for sales execution in our top on and off premise accounts, leading and achieving business plans and performance objectives within the assigned market. This position is responsible for the implementation and execution of strategic sales initiatives to increase business opportunities and generate revenue from key and target accounts, leading a distributor sales team, collaborating, integrating and communicating within the DNAB sales teams. The Market Specialist will spend approximately 80% of time executing sales in the field and 20% in office. The following reflects the essential functions for this job. Leadership may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or the needs of the business.

Role Responsibilities:

• Develop & maintain direct business relationships and execution in key On & Off premise accounts and local Chain Accounts

• Work closely with all distributor staff (sales rep, sales managers, DMs) to ensure proper execution and support for the brand within all channels by providing sales training to the sales team and all key distributor personnel.

• Distributor execution management through ride-alongs and market visits to address any issues or concerns as well as identify new areas of opportunities to build and educate consumers.

• Deliver annual, quarterly and monthly distributor programming execution to ensure proper management of depletions and plan for future growth and implement sales programming.

• Educate and build key relationships with bartenders and front-line representation of the brands.

• Achieve annual KPI's through meeting or exceeding company sales goals and timely execution of all company initiatives, programs, and procedures.

• Spend time each month surveying the market to ensure that distribution, pricing, POS, displays, programs, menus, and ads are executed to standard.

• Travel when appropriate to observe business conditions and to call on key buyers, distributor personnel, and interact and work with company sales personnel

• Achieve sales goals, menu goals, distribution objectives, increasing case volume, developing relationships, creating programs, growing new and existing business and managing business profitability.

• Manage tasting programs within the state, ensure brand education, executing brand standards and expectations, and reporting results while implementing improvements.

• Participate in trade and consumer tasting events, host dinners, distributor outings, liquid to lips tastings, staff training for all priority accounts, GSMs and QBRs.

• Build relationships with other Diageo commercial stakeholders to ensure connectivity and opportunities to amplify presence in all retail outlets.

• Ensure compliance all relevant regulations/company policies in all activities.

• Manage budgets related distribution initiatives/projects by tracking expenses against budgeted amounts ensuring cost-effectiveness.

• Utilize company systems for sales management tracking key account activity.

• Provide weekly accomplishment reports that include regional account updates, top 100 account updates, work-with schedules, competitive information and depletion reports for the market.

• 3+ years of experience in sales or distribution management within FMCG or beverage industry.

• Proficient using G-Suite, Excel, PowerPoint, Word, IRI Data, Nielsen Data. Background using VIP, KARMA, DIVER, MicroStrategy and experience using other internal data sources preferred

• Must have strong leadership, motivation and persuasive communication skills as well as the ability to close deals and influence distributor partners.
• Excellent organizational & communication skills (verbal & written)

• Good product knowledge and efficient time management skills with ability to prioritize tasks to meet deadlines.
• Ensuring state compliance, liquor laws with company policy.
• Self-starter with strong ability to influence with data and fact-based selling strategies.
• Ability to lift, push and pull 25 pounds on a regular basis

• Ability and desire to travel frequently for meetings, market visits and presentations.