Manager, On-Premise National Accts

About us  

With over 200 brands sold in nearly 180 countries, Diageo is home to some of the world’s most iconic drinks. From Johnnie Walker and Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life’s moments — from everyday connections to landmark celebrations. 

Bring your talent, curiosity and ambition, and strive for your personal best alongside people who challenge, support and learn from each other. Together, as one outstanding team, we keep learning, improving and raising the bar for our brands, our business and each other. 

Join us and play your part in making life’s moments mean a little more. 

About the Function

Sales is where our brands meet the real world. 

This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter. 

It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day. 

About this role 

The National Key Accounts Manager - On Premise is responsible for managing Diageo's strategic partnerships with national chain customers, driving profitable growth across the portfolio, and delivering best-in-class commercial execution. This role develops and executes customer business plans that align Diageo's priorities with customer objectives to accelerate distribution, menu presence, consumer engagement, and share growth.

The Manager serves as the primary day-to-day lead for assigned accounts, building strong relationships with key customer stakeholders and identifying opportunities to grow the business. Working cross-functionally with Sales, Marketing, Finance, Category Management, Customer Marketing, and distributor partners, this role ensures the successful execution of customer strategies and commercial initiatives.

Success in this role requires strong commercial acumen, strategic thinking, analytical capabilities, and the ability to influence both internal and external stakeholders. The National Key Accounts Manager is accountable for delivering business results, strengthening customer partnerships, and advancing Diageo's growth agenda through disciplined planning, collaboration, and execution.

Key Responsibilities

Strategic Account Leadership & Luxury Portfolio Growth

• Develop and execute multi-year strategic business plans for a portfolio of high-image and luxury on-premise customers.
• Drive profitable growth through expanded distribution, premiumization, reserve portfolio penetration, and increased share of wallet.
• Identify emerging hospitality trends, consumer behaviors, and cultural opportunities that support long-term growth.
• Establish Diageo as a strategic business partner, not simply a supplier, by aligning commercial objectives with customer priorities.
• Negotiate complex national agreements, strategic partnerships, sponsorships, and brand activation opportunities that maximize both commercial return and brand equity.

Executive Relationship Management

• Build trusted relationships with C-suite executives, beverage directors, culinary leaders, procurement stakeholders, ownership groups, and hospitality influencers.
• Serve as the executive point of contact for Diageo's most prestigious on-premise customers.
• Develop Joint Business Plans that create mutual value and deliver measurable business outcomes.
• Influence menu strategy, cocktail innovation, whiskey and tequila programs, back-bar standards, and experiential programming.
• Foster relationships that position Diageo as the preferred partner for innovation, luxury experiences, and industry leadership.

Luxury Brand Activation & Consumer Experience

• Lead the development of best-in-class consumer engagement programs that enhance brand visibility and create memorable guest experiences.
• Partner with marketing teams to bring luxury brands to life through elevated activations, experiential events, chef collaborations, mixology partnerships, VIP programming, and cultural moments.
• Ensure customer activations maintain luxury standards and reinforce premium brand positioning.
• Drive menu prominence, featured serves, signature cocktails, and experiential rituals that increase consumer consideration and purchase intent.
• Identify opportunities to integrate brands into key cultural moments, sporting events, entertainment platforms, and lifestyle experiences.

Commercial Excellence & Business Performance

• Own annual customer business planning, forecasting, investment strategy, and performance management.
• Deliver Annual Operating Plan objectives across volume, NSV, profit, market share, and distribution targets.
• Manage customer investment and promotional funding to ensure strong ROI and sustainable growth.
• Utilize consumer, category, syndicated, and customer data to develop actionable insights and growth strategies.
• Continuously assess account health, whitespace opportunities, competitive threats, and emerging industry trends.

Cross-Functional Leadership

• Collaborate across Sales, Luxury Brand Marketing, Customer Marketing, Finance, Revenue Growth Management, Category Development, and Distributor partners.
• Lead integrated customer planning that aligns commercial execution with brand priorities.
• Influence internal stakeholders to secure resources and support for strategic customer initiatives.
• Ensure flawless execution across all customer-facing programs and national activations.

Industry Leadership & Thought Partnership

• Represent Diageo at key industry events, hospitality conferences, luxury forums, and customer engagements.
• Serve as a subject matter expert on luxury hospitality trends, premium spirits, cocktail culture, and consumer occasions.
• Identify disruptive opportunities that strengthen Diageo's leadership position within the luxury on-premise channel.
• Develop thought leadership initiatives that deepen customer relationships and reinforce Diageo's reputation as an innovation leader.

Key Performance Indicators

• Delivery of annual volume, NSV, profit, and market share objectives.
• Incremental sales from strategic customer partnerships.
• Achievement of premiumization objectives.

• Growth in permanent menu placements and featured cocktail programs.
• Increased back-bar representation across priority brands.
• Successful execution of luxury activations and experiential programs.
• Consumer engagement, trial, and conversion metrics.

• Joint Business Plan execution.

• Development of future commercial talent.
• Team engagement and succession planning.
• Execution excellence across customer initiatives.

Experience/skills required

• Bachelor's degree required; MBA preferred.
• 7+ years of progressive commercial leadership experience within beverage alcohol, luxury consumer goods, hospitality, or premium lifestyle brands.
• Demonstrated success managing national accounts, luxury hospitality partnerships, or strategic customer relationships.
• Deep understanding of the on-premise channel, hospitality industry, and U.S. three-tier alcohol system.
• Proven experience leading high-level negotiations and long-term partnership agreements.
• Strong financial acumen and business planning capabilities.
• Exceptional executive presence and relationship-building skills.
• Experience collaborating across complex matrix organizations.
• Ability to influence senior leaders internally and externally.

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Leadership Competencies

• Strategic Commercial Leadership
• Customer-Centric Mindset
• Enterprise Collaboration
• Talent Development & Coaching
• Data-Driven Decision Making
• Financial & Business Acumen
• Influencing Without Authority
• Execution Excellence
• Change Leadership

Travel

• Approximately 40–50% domestic travel based on customer engagements, business reviews, market visits, and industry events.

Working with Us 

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 including:  

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible. 

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team. 

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more. 

Ready to bring your best? This could be your opportunity. 

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application. 

Recruitment Scam Warning 

Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money. 

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.