Business Development Manager RI

Business Development Manager RI

About us: 

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company! Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future!  

About the role:

This role will drive the embedding the vision set for Diageo and the assigned distributor base by providing clear direction and objectives to deliver upon our mutual business objectives. This role has significant influence with our distributors. We are trusted to maintain a collaborative dialogue, emphasizing teamwork and executional excellence in coordination with the New Jersey Business Development Director.

Financial Responsibility:

• This role provides information on the following topics:
• Performance/execution goals / phasing – depletions, distribution, visibility, innovation.
• Monthly performance / gap management.
• This role collaborates closely with the New Jersey Business Development Director to run the RI P&L including trade spend and tactical budgets.
• Deliver upon shipments target for both NSV, GP.
• RGM mgmt – manage the portfolio pricing strategy in coordination with our RGM team including FOB and trade spend to deliver upon our gross margin and price mix objectives.
• Monthly opportunity & risk assessments

Complexity of Role:

• Role must lead all aspects of local sales teams and work with distributor management / sales teams to deliver performance goals.
• Responsible for implementing strategic initiatives and leading the sales function in the state by clearly outlining roles & responsibilities, expectations, and deliverables to agree upon goals and objectives.
• Ensure all tools are in place to support attainment of goals and objectives.
• Able to establish relationships where goals are clearly communicated, allowing distributors to achieve and drive end results.
• Comfortable with having constructive conversations with distributors to improve executional performance. Our aim is to build long term capabilities within our distributor network.

Decision Making:

• This role requires management of the sales function and delivering volume and profit/dNSV growth objectives.
• This role also helps lead all aspects of the sales function across Diageo and distributors for the execution of our brands.
• The ability to move with pace, adapt, and make quick decisions that are data driven is imperative to success in this role.

Role Responsibilities:

• Achieve annual operating plan for spirits.
• Achieve annual price mix and gross margin targets.
• Achieve POD, menu, and display targets.
• In-market execution – reporting/management against Key Performance Indicators.
• Owns the development and implementation of on and off premise annual plans and Key Performance Indicators.
• Communicate monthly program calendar to distributor sales force.
• AOP/Plan development & maintenance – provide information on local market volume goals, pricing strategy, tactical budget plans, & identifying trade spend opportunities. Maintain agility to adjust based on quarterly results.
• Develops pricing and promotional plans using acute financial acumen, market knowledge, and keen analytical skills to drive DNSV growth across all segments, brands, and packages.
• Opportunity & Risk Management - participate in the creation of market competitive assessments with the Diageo and distributor sales teams to identify any potential opportunities or risks.
• Provide insights into local market activities to Nevada PD and Independent Division leadership.
• Participate in the creation of requests for materials/support/funding with the distributors needed to deliver plans.
• Meet & develop relationships with key on & off premise distributor personnel and accounts.
• Responsible for providing input to New Jersey BDD with regards to financial responsibilities such as price models, opportunity analysis, margin analysis, A&P spends, etc.
• Leads spirits innovation planning (forecasting, pricing, kickoff meetings, programming, etc) in collaboration with Commercial Director, Activation Manager, and New Jersey BDD.

Distributor Performance:

• Review sales and marketplace objectives & ensure distributors are on track to deliver.
• Develop and implement programming that drives delivery of market DNSV and strategic brand imperatives.
• Pull together all national selling material/tools/resources for distributor sales meetings and programming with support of distributor and Diageo activation teams.
• Communicate brand strategies to distributor personnel.  Work collaboratively with distributor to localize brand strategies into relevant, executable, and profitable work plans.
• Participate in creation of all activation plan development/execution metrics for activation activities with the distributor leadership and trade marketing.
• Proactively build the sales competencies that are needed to drive performance.

Experience / skills required:

• Commercial experience (3 - 5 years). Knowledge of financial metrics essential.
• Sales management experience including exposure to key accounts.
• Hold strong knowledge of distributor operations within the beverage alcohol industry.
• Insight and understanding with both on & off trade experience leading across multiple functions.
• Exude strong influencing and negotiation skills.
• Bachelor’s degree from accredited institution.