Director, Club Channel, U.S. Strategic Accounts

Company

Diageo

Aliso Viejo, CA

Director, Club Channel, U.S. Strategic Accounts

Southern California

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!

• Strategic Leadership:
  Develop and execute the Club channel strategy, shaping the annual planning process across key customers operating in 37 markets, with 75% of the business concentrated in nine priority markets. Lead the alignment of growth objectives, innovation priorities, and category expansion opportunities.
• Customer Relationship Management:
  Foster strong partnerships with BJ's, Costco, and Sam's Club, grounded in a deep understanding of each customer's business model and priorities.
• Team Leadership:
  Lead and develop a team of 3 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, and distributor partners to ensure cohesive, best‑in‑class execution across the Club channel. Maintain strong connectivity with ten buying offices nationwide.
• Market Presence:
  Maintain a strong market presence, staying close to key customers, competitors, and consumers (the 3 C's), with travel estimated at 25‑35%.
• Execution Excellence:
  Ensure this team works closely with our distributors and divisions to drive the highest level of execution across the Club channel.
• Commercial & Financial Management:
  Manage ~$2M A&P budget and influence ~$425M in RSV. Monitor performance against targets, identify course‑correcting actions, and drive share, distribution, and velocity growth. Lead planning processes and negotiations with Club partners.
• Opportunity & Risk Assessment:
  Lead ongoing assessment of opportunities and risks to ensure delivery of plan. Maintain utmost accuracy and discipline across forecasting, promotional planning, and M&E processes.

• Bachelor's degree required; MBA preferred
• Min of 10yrs of experience in sales and customer management across nat/reg customers
• 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

Flexibility is key to our success. Talk to us about what flexibility means to you so that you're supported to manage your wellbeing and balance your priorities from day one.

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package.

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, 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 culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best…