Distributor Manager - Tennessee Diageo Beer & Pre-Mix

Job - Distributor Manager - Tennessee Diageo Beer & Pre-Mix

Salary range: $91,200 to $152,000 (Annual)

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. Join us for career defining opportunities that give you the chance to thrive.

Job Title
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Distributor Manager - Tennessee Diageo Beer & Pre-Mix

About Diageo
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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. 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.

About the role: Based in the Nashville, TN area, you will lead performance of the DBP 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 conditions: high complexity, high local marketing investments, 3rd party agency engagement – MKTG and Enthuse.

• Management of five distributors, building strong relationships with owner/senior management and sales reps.
• Deliver agreed upon AOP depletion targets, meet monthly and quarterly KPI’s, and ensure alignment on all programs & goals.
• Deliver shipments to contractual DSI obligations, handle trade and price spends to agreed-upon budgets, develop sales forecasts/budgets utilizing market insights and trend analysis.
• Inform wholesalers of programs and local initiatives.
• Conduct monthly, quarterly, annual planning meetings and business reviews with distributor leadership to ensure alignment.
• Spend time in trade actively selling into retail accounts/working with the wholesaler.
• Wholesaler management in person & virtually to track performance/programming/issues and lead 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 across C-store, grocery, club store, independents, on-premise; manage three-tier structure 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, sampling, pricing, shelf management, quality measures.
• Create, implement, and drive incentives to motivate wholesalers to execute against 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; coordinate key account planning with National Account and Retail Chain teams.

• 3+ years of experience in distributor management preferred.
• Extensive beer/wine/spirits commercial experience or similar CPG selling experience.
• Shown ability to engage, influence, and collaborate with wholesalers with diverse strategic goals.
• Strong self-starter with 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.