Distributor Manager - MN/ND

Job Title
Distributor Manager – MN/ND

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 dedicated 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 people from all over the world, you’ll build brands consumers love.

We value each other and celebrate different perspectives. In our inclusive environment, you’ll have the backing needed for new ideas and learn from them. Harness your motivation and desire to grow as you make your mark. Let’s unlock a brighter future together!

About the role:

• Planning/leading wholesaler execution through achievement of 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.

• Role significantly influences the distributor teams, maintains a two-way collaborative dialogue emphasizing execution, teamwork and getting results.

• Has constructive conversations with distributor when performance is off track to ensure that we are building long term capabilities at the distributor

• The role will be based in MN with responsibility for entire Minnesota Diageo Beer distributor network including: (MN) Breakthru Beverage, Bernick’s, Schott, Dahlheimer, C&L, McKinnon & Beverage (ND) Bergseth, Jerome, Dakota, Magic City

• Market complexity will be high (all on/off premise, primarily independent market).

• Role has management responsibility for one indirect field rep report (3rd party resource)

Decision Making/Financial Responsibility:

• Management of 11 wholesaler branches 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 on volume/distribution/execution targets.

• Ensure alignment on all programs & goals

• Deliver shipments to contractual DSI obligations.

• Manage trade other and price spends to agreed-upon rate per case.

• Negotiate and maximize Beer & FMB wholesaler investment and evaluate impact.

• Develops and id’s sales forecasts/budgets through previous experiences and agreed forecasting techniques

Management Responsibility:

• Briefing wholesalers on plans/initiatives, monthly communication meetings and business reviews with distributor leadership, quarterly plans, general sales & kick-off meetings, ABPs

• Time in trade on working with the wholesaler – principle to sales rep level.

• Wholesaler management in person & via phone ensuring follow up and regular conversations re: performance/programming/issues/course correction as needed.

• This role will lead one third party (on/off premise) field sales rep

• Must handle relationship & event execution by MKTG/third party promo/sampling personnel

  Reports to Sales Director – Midwest Region

Financial/Business/Team admin:

• T&E, wholesaler invoices, budget reconciliation, performance review.

• Must maximize distribution opportunities to ensure performance goals are attained.

• Must understand and apply New Ways of Working to dynamics of customer management business, include channel dynamics, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.

   

Role Responsibilities:

• Delivery against all AOP & IBO objectives

  Effectively analyze and plan wholesaler business- monthly, quarterly, and annually

• Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf management, and quality measures

• Create and implement incentives and local volume driving programs to motivate wholesalers to execute against the key sales drivers by brand

  Plan and run investment (Beer & FMBs)

• Plan and execute kick-off meetings for new innovation and programming initiatives throughout the year

  Negotiate and price structures with wholesaler to ensure DBC pricing strategies are met and single FOB requirement is followed in market

• Participate in the creation of market competitive assessments with the sales teams to identify potential risks or opportunities.

• Negotiate and price structures with wholesaler to ensure DBC pricing strategies are met and single FOB requirement is followed in market

Experience / skills required:

• Extensive beer/wine/spirits commercial experience in or similar CPG selling experience.

• Wholesaler management; supervisory skills off premise sales in small and large format, independent liquor and/or on-premise

• Thorough understanding of competitive activity, market information, and quality standards. 

  Well-developed financial competence, with previous ownership of pricing and budgets.

• Strong knowledge of Distributor Operations. 

• Insight and understanding with both On and Off Trade. 

• Experience leading across multiple functions.

• Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance

• Well-developed financial skill, with previous ownership of pricing and budgets.

Skills

• Strong analytical skills; Understands & uses data in to inform decisions and drive action; Persuasive selling, problem solving; planning/organizing; proficiency in MS office; financial competence; excellent written/verbal communication; very positive; excellent negotiator; exhibits independence, resiliency, and tenacity. Process oriented. Understands and applies interdependencies across functions. Ability to engage, influence, and coordinate stakeholders who have different strategic initiatives.  

Flexible Working Statement: 
Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to handle your wellbeing and balance your priorities from day one.
Rewards & Benefits Statement: 

We recognise and value performance, offering our people a highly enticing Rewards and Benefits package.
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive environment, where everyone feels valued and that they can belong, is an important 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, attitudes, 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 gather 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.