This role provides information on the following topics:
· Performance goals / phasing – depletions, distribution, visibility, innovation.
· Monthly performance / gap management
· This role liaises with Georgia Sales Director to help manage P&L in their market: ~ $8MM Trade spend budget.
· Shipments, NSV, GP
· Budget/Pricing mgmt – FOB, trade spend, DA’s/Free Goods, T&E, invoice management
· Monthly Risk & Opportunity assessments
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This role requires management of the sales function and delivering volume and profit growth objectives. This role also helps lead all aspects of the sales function across Diageo and Distributors for the execution of our brands.
Key Outputs:
Sales Performance:
· Achieve volume & value growth targets - owns full delivery of the spirits plan
· In-market execution – reporting/management against KPI’s.
· Communicate monthly program calendar to distributor sales forces.
· AOP involvement – provide information on local market volume goals, pricing development, tactical budget development & identifying trade spend opportunities. Adjust based on half-year and year-end results.
· Risk Management - participate in the creation of market competitive assessments with the Diageo and distributor sales teams to identify any potential risks or opportunities.
· Provide insights into local market activities to Georgia Sales Director and Franchise Division Leadership.
· Participate in the creation of requests for materials/support/funding with the distributors needed to deliver plans.
· Meet & develop relationships with key accounts in market both off & on premise.
· Responsible for providing input to Georgia Sales Director with regards to financial responsibilities such as price structures/opportunity analysis, distributor margin analysis, A&P spends, etc.
Leads spirits innovation planning (forecasting, pricing, launches, programming) in collaboration with Commercial Director/Mgr and Georgia State Director.
Distributor Performance:
· Review sales and marketplace assessments and ensure distributors are on track for performance for spirits.
· Pull together all national selling material/tools/resources for distributor sales meetings and programming with support of distributor and Diageo marketing teams.
· Participate in creation of all marketing plan development/execution metrics for marketing activities with the distributor leadership and trade marketing.
· Proactively build the sales competencies that are needed to drive performance.
Qualifications and Experience Required:
· Commercial experience (3 - 5 years). Knowledge of financial metrics useful.
· Sales management experience including exposure to line and national/key accounts roles.
· Must have strong knowledge of distributor operations within the beverage alcohol industry.
· Insight and understanding with both On & Off Trade. Experience managing across multiple functions.
· Must have strong influencing, negotiation skills.
· Bachelors degree from accredited institution.
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