Area Manager Northern California/Pacific Northwest

Management of wholesaler network in Northern California. Responsible for Annual Operating Plan delivery of approximately 3M cases.

Meet/exceed monthly and quarterly execution targets.Deliver shipments and manage DSI obligations.

Manage wholesaler discount spends to agreed-upon RPC.Manage Local Marketing Fund (A&P Budgets) Negotiate and maximize wholesaler investment/programs and evaluate impact.Develop and identify grounded sales forecasts using history, market knowledge and agreed upon forecasting techniques. Reports directly to Pacific Region Sales Director, manages a team of 1 Sr. DM and 4 DM’s and is focused on developing external relationships with wholesaler Sales/Marketing teams (GM, VP, Sales Mgrs, Sales Reps, Chain Managers)

Regularly communicate with wholesalers on national/regional initiatives, quarterly plans, kick-off meetings, business reviews (QBRs), planning meetings (QBPs)Oversee the management and training of wholesalers on DGUSA portfolio and initiatives through wholesaler work-withs, joint sales calls on Key
Customers, monthly distributor meetings and quarterly “Top to Top” meetings

Must be able to plan for maximizing distribution, merchandising and volume opportunities to achieve desired outcomes.

Drives clear wholesaler accountability through performance management systems.

Must understand and apply three-tier structure (supplier, wholesaler, and retailer) to the dynamics of customer performance in the on and off premise as well as the region sub channels. Must have strong working knowledge of wholesaler/retailer margins and make price suggestions based on desired consumer price points. Must drive performance through understanding and application of market execution standards. (QDVP3.)

T&E, wholesaler invoices, A&P budget reconciliation, trade discount budget, monthly forecasting, shipments and depletions

People development/management.Manage and develop DM’s within market through on-going coaching and quarterly performance reviews

Must operate in a CARM complaint manner relating to the sales process as well as wholesaler and retailer execution and activation.

Must possess the capability to influence cross-functional partners in finance, operations, and marketing teams and collaborate effectively to achieve desired outcomesDrive effective collaboration between Area team, DGUSA internal support functions and external wholesalers/agents on the planning of and execution against monthly, quarterly, annual targets. Establish volume and QDVP3 goals, and scorecard progress against agreed upon goals.

Analyze and plan wholesaler business- monthly, quarterly, and annually. Oversee the development of wholesaler/retailer goals for Quality, Distribution, Visibility, Price, Promotion and Persuasion (QDVP3). Manage/Update price structure tool and communicate with wholesaler to ensure suggested pricing strategies are understood. Work with National Accounts and Chain teams to coordinate key account planning at wholesalers. Bachelor’s degree and must have 10+ years of market development, wholesaler management, and selling experience in the beverage industry or CPG industry. Wholesaler management; chain grocery and c store, independent liquor and on-premise; thorough understanding of wholesaler operations; proven supervisory skills. Thorough understanding of competitive activity, market information, and quality standards. Understands and applies data analysis in decision making. Possess strong administrative capabilities. Diageo product/history is recommended
Skills: develop, coach & inspire, persuasive selling, problem solving; planning/organizing; proficiency in Microsoft office; financial acumen; superior platform skills as well as written and electronic communication; extremely positive; excellent influencer/negotiator; exhibits independence, resiliency and tenacity.

Area Manager Northern California/Pacific Northwest