Sales Specialist, ATL

Role: Sales Specialist, Atlanta

Location: Atlanta

Role reports to Distributor Manager, GA

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

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 this role 

Context/Scope
Sales Specialist Diageo Beer & Premix  - Ensures excellence in the delivery of plans and execution, in alignment with business performance objectives for the Diageo Beer & Pre-Mix (DBP). This is primarily achieved through effectively leading, planning, influencing, motivating, training, and measuring our distributor set within the Atlanta market.

 
Role Responsibilities:
Management Responsibility

• Work with distributor personnel, relevant agencies (Inspira/MKTG) to achieve agreed upon goals
• Primarily field based – Greater Atlanta area
• Reports to the Sr. Distributor Manager – Georgia

Complexity Of Role

• Lead wholesaler execution against quarterly & monthly business targets
• Clearly communicate goals and ensure all tools are in place to support attainment of objectives
• Market complexity is HIGH which includes interaction with 3rd party agencies, significant Chain and On-Premise influence, and a high investment market with heavy program execution expectations
• Has constructive conversations with distributor partners when performance is off track to ensure we are building long term capabilities
• Ability to work independently

Key Outputs/Results:

• Daily/Weekly account level Pre Plans
• Develop account level goals for Quality, Distribution, Visibility, Price, Promotion and Persuasion
• Develop and deliver Guinness Quality Standards in the On Premise
• Assist in the delivery of DBP’s annual, quarterly, and monthly execution targets for the assigned market
• Influence and motivate wholesalers to implement against key sales drivers by brand for the territory
• Reporting/management against Key Performance Indicators, National Execution Plan, Display Standards, Better Beer Industry benchmarks
• Assist in the planning and execution of kick-off meetings for innovation and programming initiatives
• Communicate monthly program calendars and drive execution within assigned distributor sales force
• Ensure excellent retail execution is being achieved in assigned key Off Premise & On-Premise accounts within designated market area
• Analyze on/off premise channels within territory to effectively plan and implement promotional activities
• Provide grounded market insights including industry dynamics and competitive information
• Plan and manage investment (Beer & FMBs) for assigned territory

Distributor Performance

• Review sales and marketplace assessments and ensure on track performance
• Develop gap close plans where necessary and identify local growth opportunities as they arise
• Compile all national selling material/tools/resources for distributor general sales meetings and weekly team meetings
• Complete monthly distributor review meetings to ensure alignment on all programs & goals
• Build sales competencies & create strong working relationships
   

Financial Responsibility

• Deliver agreed-upon ABP depletion targets, NSV & Profit Targets
• Manage trade A&P budgets for the defined area based on agreed-upon rate per case
• Identify potential opportunities and risks to sales forecasts using historical data and trends

Experience/skills required: 

• Undergraduate degree required
• Grounded commercial experience in Beer or Spirits preferred
• Distributor experience, either managing or working within a beverage wholesaler landscape
• Strong knowledge of distributor operations
• Insight and understanding with both On and Off Trade
• Proven track record of achieving sales goals and delivering outstanding results
• Must be a self-starter with a proven track record of influencing others with the use of fact-based selling
• Must be well organized and possess the ability to prioritize multiple initiatives
• Ability to generate ideas to further develop assigned market
• Proven track record for collaborating and holding other departments accountable for performance

Knowledge/Skills

• Tier 1/major market wholesaler management; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; proven influencing skills. Thorough understanding of competitive activity, market dynamics, and quality standards. Understanding and application of data analysis. Uses and drives metrics to measure performance.
• Persuasive selling, negotiation; problem solving; planning/organizing; proficiency in Microsoft office; financial acumen; superior written and electronic communication; proven ability to influence internal and external partners; possess a positive outlook; excellent negotiator; exhibits independence, resiliency, and tenacity. Process oriented. Self-starter, forward thinking change agent.

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.

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.