Territory Manager, East Toronto - Durham & surrounding areas

Activate programming and brand concepts for the On Premise channel. Achieve volume, profit, market share, consumer trial and brand equity as per the Canadian market plan. Approach business through the Total Beverage Alcohol (TBA) Agenda and capture new growth opportunities within the territory. Grow Diageo brand distribution with the right brands in the right accounts. Execute marketing promotions to ensure brand trial and equity with target consumers.

Decision Making

Target perspective customers and create winning budget proposals to capture new business

Determine which customers have the greatest Return on Investment, spend the budget accordingly

Financial Responsibility

Responsible for maximizing the effectiveness of Diageo resources, Travel and Expense, regional budgets and unit volume

Deliver unit volume while maintaining the appropriate trading profit

Sign offs are required on amounts over $500 to $3000, varies by region.

Management Responsibility

Reports into the District Sales Manager

Responsible for their specified territory

•If applicable, manage Merchandisers (Band 7) and third party representatives

Complexity of Role

Working knowledge of Liquor License Act across market, retail route-to-market, beer operations and brand strategy

Strategically leverages budget dollars to increase brand exposure and to increase depletions

Analyzes information in SAMS and/or COGNOS to determine profitable brand distribution and new growth opportunities

Key Outputs/Deliverables

Managing Territory Coverage Plan to ensure excellent execution of time management and utilization of resources

Responsible for sell-in and execution of managed events in accordance with Diageo Marketing Code

Maintain and grow existing volume and distribution by building credible and long term relationships with On Premise customers

Exceptional execution of six Diageo Sales Drivers (Price, Promotion, Visibility, Quality, Distribution, Persuasion)

Uses regional funding for the existing account to create custom based promotion and re-evaluates the promotion success based on Return on Investment, volume and visibility

Create business plans for all existing accounts that receive regional funding, as well as the first fiscal business plan for all new accounts

Prospects, quantifies and qualifies new On Premise accounts visited to determine potential fit with Diageo

Provides product and brand marketing knowledge through sales aides and staff training seminars

Ensure distribution of Diageo brands in key purchasing areas within accounts.

SKU rationalization

Responsible for achieving 100% of cycle-planning objectives

Experience

Post-secondary education required

Minimum 2 to 3 years of Sales experience required

Strong working knowledge of Microsoft Office (Excel and PowerPoint) required, COGNOS an asset

Knowledge of Liquor Board Regulations, market trends and competition

Excellent written and verbal communication skills

Territory Manager, East Toronto - Durham & surrounding areas