Business Development Director, MA/CT

About the role:

To provide strategic leadership to the sales agenda by developing and implementing plans to achieve maximum performance in sales, profit, and people objectives.

• Develop and drive execution strategies and to ensure execution of strategic initiatives through distributors.
• Lead and cultivate a high performance, highly motivated sales culture.
• Engage senior leadership of our distributors to strengthen our relationships, drive mutual accountability and ensure collaboration on course correction when needed.

Role Responsibilities:

Accountable for:

• Delivery of the AOP – dNSV, NSV and Gross Margin
• Delivery of Outstanding Execution – PODs, Menus, Displays and Shelf
• Management of 4 Direct Reports and state oversight of extended team of Distributor BDMs, RGM, Trade Marketing, DHP, DRP, On Premise (~25people).
• Execution of price strategy in the marketplace
• Growth and Development of our People and Bringing our Purpose to Life
• Develops high-performing team through the coaching and development of direct report
• Drives high leaderships standards, nurtures a growth mindset, and fosters an environment in which speed and risk taking is prized
• Responsible for developing and implementing winning market share plans
• Enhances execution opportunities to ensure performance goals are attained and/or exceeded. Drives distributor accountability through performance management systems
• 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
• Builds effective ways of working with distributors to drive state sales agenda

Financial Responsibility:

• Responsible for dNSV, NSV, Gross Margin (trade spend plans)
• Works collaboratively with RGM to improve brand portfolio investment and evaluate impact
• Develops and identifies sales forecasts/budgets through previous experiences and forecasting techniques

Decision Making:

• Develops strategic sales agenda, drives plans, and delivers performance targets for the state
• Implements strategic direction to deliver sustainable profit achievement
• Controls and coordinates all aspects of operating budget and state pricing plans
• Drives, leads and measures distributor/broker performance through scorecard process, financial updates, shipment records, and depletions

Experience / skills required:

• Must have extensive leader and people management experience and knowledge of pricing execution strategy in the market.
• Undergraduate degree required and must have 10+ years of market development and selling experience with proven successes in achieving volume and profit targets
• Must have field sales and distributor management
• Consistent track record of leading and developing a high-performance sales team
• 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
• Understands supplier/distributor dynamics and product supply chain
• Must be performance and process oriented to understand how to use and implement metrics to measure performance

• Persuasive sell, negotiation, & problem solving
• Complete understanding of beverage alcohol business math
• Ability to seek out brand growth opportunities through the lens of detailed execution, brand marketing opportunities and activation that creates consumer engagement
• Outstanding platform skills in oral, written, and electronic communication
• Very positive; highly organized; excellent influencer; exhibits independence/needs little supervision; quick learner; and exhibits resiliency and tenacity in the face of challenge
• Moves with considerable pace, inspired to take action and possesses a steadfast appetite for continuous improvement

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.