State Director is responsible for managing Diageo business in PA, which will deliver over 1 Million cases and over $125 million dollars in DNSV in F17. This Director role is responsible for embedding the vision set within the Diageo and Broker Team by providing clear direction and objectives. Role significantly influences the broker teams, maintains a two way collaborative dialogue emphasizing teamwork and getting results.
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Provides information into the following:
• Performance goals / phasing – depletions, distribution, visibility, innovation,
• Monthly performance / gap management
Liaises with Division VP to help manage P&L in their market:
• Shipments, NSV, GP, OH
• Budget mgmt. – FOB, trade spending and discounting, T&E, invoice mgmt.
• Monthly R&Os, CARM compliance
Decision Making:
Role requires management of the sales function and delivering volume and profit growth objectives. Also leads all aspects of the sales function across Diageo and Broker for the execution of our brands. The following capabilities for decision making are required:
· Analytical Rigor – is curious and questioning, rigorously analyzes issues. Balance caution and confidence in decision-making
· Anticipates problems or issues. Appreciate the relative importance of issues. Scans the environment on ongoing basis and notices changes.
· Creates framework to structure thinking. Sees situations in new and novel ways. Provides clarity on complex issues without oversimplifying them.
Key Outputs/Deliverables:
Sales Performance:
· Achieve point/volume/NSV growth targets
· Reporting/management against KPI’s
· Communicate monthly program calendar to distributor sales force.
· AOP involvement – provide information on local market volume goals, pricing development, tactical marketing budget development. Risk Management. Adjust based on year end results.
· Participate in the creation of market competitive assessments with the sales teams to identify potential risks or opportunities.
· Provide insights into the local market activities to Sales Leads.
· Participate in the creation of requests for materials/support/funding with the broker needed to deliver plans.
· Provide input into the finance responsibilities such as price structures, margin negotiations/ A&P, OH reporting etc.
Broker Performance:
· Review sales and marketplace assessments and ensure on track for performance.
· Pull together all national selling material/tools/resources for broker sales meetings and programming.
· Participate in creation of all marketing plan development/execution metrics for marketing activities with the teams.
· Approve and oversee all Transformational Priority development/execution metrics and activities with the Broker Management Team and Broker Trade marketing.
· Build sales competencies.
Experience:
· Commercial experience (3-5 years). Knowledge of financial metrics.
· Sales Management Experience including exposure to line and national/key accounts roles.
· Strong knowledge of Broker Operations.
· Insight and understanding with both On and Off Trade. Experience managing across multiple functions.
· Engage, influence, and coordinate stakeholders who have different strategic initiatives.
Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance
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