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Open States Sales & Execution Director
Diageo
New York, NY, United States
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Job Description:
Open States Sales & Execution Director - Upsate NY
Job Description Purpose:
Role is responsible for embedding the execution tools and sales capabilities, within the Diageo Dedicated Distributor network, required to drive a step change in Diageo brand physical availability and in-outlet visibility.
Management Responsibility:
Reports to the SVP of Open States Execution
Financial Responsibility:
• AOP & O&R Communication – Provides Execution performance goals and results to the Performance Management Team Region Vice President to assist in management of P&L in their markets
• Budget Management – responsible for individual T&E budget as well as Market Tactical Budgets
Complexity of Role:
Role supports local Distributor sales teams and works collaboratively with distributor management team to deliver Execution performance goals.
• Embeds strategic imperatives’ and leads the sales team by outlining roles and responsibilities, expectations and deliverables, goals and objectives.
• Ensures all tools are in place to support attainment of goals.
• Clearly communicates goals, and then holds the distributor accountable to achieve and be responsible for end results.
• Has constructive conversations with distributor when performance is off track to ensure that we are building long term capabilities at the distributor.
Key Deliverables:
Independent Accounts
• Trax Compliance: Ensure Distributors are Meeting Trax Audit Frequency Compliance as Measured by EDGE.
• Increase Physical Availability: Increase Performance against Total Outlet Standards; POD’s, Displays and Back Bar as Measured by EDGE.
• Grow Share: Grow Display & Menu Share as Measured by EDGE. Grow Ad Share as Measured by MarketTrack.
• Expand Set to Standard Outlets: Increase Total Outlets Scored at 100% against either POD’s or Activation as Measured by EDGE.
• Drive Innovation: Achieve Scale of Tiered Launches and Execute Against Targeted Incubator Brands as Measured by VIP.
Chain Programming
• Drive Compliance to Promotional Programming: Maximize Activity Secured by National Accounts as Measured by EDGE.
• Drive Compliance to Innovation Authorizations: Maximize Authorizations Secured by National Accounts as Measured by EDGE.
• Drive Compliance to Shelf Standards: Maximize Standards Communicated by National Customer as Measured by EDGE.
• Demonstrate Value: Work with Diageo Analytics Team to Communicate Value of Performance against Activity.
Capabilities
• Build Distributor Team capabilities through Diageo Way of World Class Selling
Experience:
Acquired Functional Skills
• Commercial experience, preferably in Consumer Product Goods
• Strong knowledge of Distributor Management / Operations
• Experience with Key Customer Management (either Regional or National)
• Knowledge of / Comfort with, Analytics, Category Management, Financial Metrics
Demonstrable Leadership Skills
• Engagement – dynamic individual with the ability to build trust quickly
• Influence – ability to guide key stakeholders who potentially have competing agendas
• Prioritization – effectively identifies and communicates high value opportunities
• Simplification – minimizes low value activities to maximize effectiveness and impact of their team
• Collaboration - experience managing projects or initiatives across multiple functions
• Orchestration – proven track record of coordinating a group of individuals around a shared ambition, and holding them accountable for performance
Worker Type :Regular
Primary Location:Off Site New York