Business Development Director CO/AZ

Job Title: BUSINESS DEVELOPMENT DIRECTOR, CO/AZ (L4)

Off Site Colorado/Greater Denver

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:

The Business Development Director CO/AZ ensures excellence in the planning and execution of Market growth and profit in alignment with company business performance objectives for the Spirits business in assigned state.  This is primarily achieved through effectively leading, planning, directing, motivating, training and measuring the Distributor’s direct organizations. Owns the management of the trade marketing agenda to supplement the sales initiatives.

Role is responsible for embedding the Diageo’s vision set within our Distributor partner by providing clear direction and objectives.  Role significantly influences the distributor teams, maintains a two-way collaborative dialogue emphasizing teamwork and getting results.   

Role Responsibilities:

• Engage with state-level Distributor GM on ensuring delivery of category financial and executional performance in assigned states
• Identify and implement growth opportunities specific to category in assigned states, incorporating trends from the latest insights gathered from the field
• Identify and plan local-level activation events that build brand awareness and tell our unique stories to our core consumers
• Equip and empower Distributor Field Sales teams on creating the “perfect outlet”
• Accountable for execution and activation KPIs and market share growth in Strategic Accounts and Independent channels in market
• Identifies accounts with the greatest potential, allocates resources accordingly
• Deliver financial responsibilities by developing and driving Execution and Depletion performance strategies with cross-functional teams (RGM, Activation, On-Premise, National Accounts, Finance) and Distributors in accordance with national brand, customer, and channel strategies.
• Builds outstanding performance-based relationships with distributors and ensures Diageo’s route-to-market (RTM) is positioned to win for the short, medium, long term.  Is always evaluating RTM strategies and engaging internal support where needed to motivate change as required.
• Must have a strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as distributor economics and their individual business objectives
• Works with the VP of Performance, RGM & Distributor Managers to identify and deliver pricing strategies in market
• Ensures that Diageo is growing Market Share in the top accounts through the retail team & connection with distributors.

Financial Accountability

• Depletion-based P&L (dNSV, trade spend, dGP, dGM)
• Shipment-based P&L (NSV, GP, GM)
• Third party agency marketing budget
• Personal and team’s T&E expenses

Experience / skills required:

• Must have field sales, distributor management and leading teams experience
• Must have detailed knowledge of financial management, including working applications of financial planning, analysis, and strategy
• Must have skills in pricing analysis and efficiency. Must understand and apply data analysis to drive effective portfolio strategies
• Very positive; highly organized; excellent influencer; exhibits independence/needs little supervision; quick learner; and exhibits resiliency and tenacity in the face of challenge
• Understands supplier/distributor dynamics and product supply chain
• Persuasive sell, negotiation, & problem solving
• Ability to seek out brand growth opportunities through the lens of flawless execution, brand marketing opportunities and activation that creates consumer engagement
• Moves with considerable pace, inspired to take action and possesses a steadfast appetite for continuous improvement

Flexible Working Statement:

Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you’re supported from day one.

Rewards & Benefits Statement:

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

Diversity statement:

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 performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level 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 capture this information when you submit your application.

Salary Range:

Minimum Salary:

Maximum Salary:

At Diageo certain roles are eligible for additional rewards, including annual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits , short-term and long-term disability coverage, basic life insurance, wellness benefits and industry leading parental leave, among others.  (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work.)  The salary range displayed is the salary range for the role’s primary location.