Area Sales Manager, Southern California

Purpose
Responsible for achieving sales goals within a defined geographic area. Develops sales plans and budgets for achieving sales goals. This individual is responsible for the day-to-day activities of the field sales organization. Typically supervises activities of sales force.

Responsible for achieving sales goals through assigned distributors/customers. Develops sales plans and budgets for achieving sales goals. Supervises activities and sales force effectiveness in the market place of sales force

Financial Responsibility
Manage operating budget and responsible business entertainment

Complexity of Role
Has a solid understanding of business, financials, products/services, the market environment, and the needs of assigned accounts; may help develop colleagues' understanding; may be recognized as an expert in one area.
Complexity is high (territory/account, products/services, sales or account management process); may serve as team lead.

Management Responsibility
Has high level of authority/opportunity to set and negotiate product/service terms.
Plans own territory or account approach and manages own resources within Diageo standards.

Manages a team of 3-8.

Decision Making
Anticipates & identifies opportunities or issues that potentially could add value or prevent the business from meeting/exceeding or under delivering against sales objectives.

Decisions are guided by policies, procedures and business plan; receives guidance from senior manager.

Key Outputs/Deliverables
1. Lead Diageo selling efforts through Regional buying offices for all new products, promotions and programming.
2. Manage and direct the activities of in market sales personnel to achieve target results.
3. Work with Distributors/Customers to understand / influence their selling capabilities, resource allocation, and coverage strategy and plans.
4. Create and implement incentives to motivate distributors to execute against key sales drivers by brand.
5. Analyze On/Off Premise strategy plans to maximize market activity effectiveness.

Experience
· College degree or equivalent work experience required
· Minimum 3 to 5 years relevant experience required, preferably in Consumer Packaged Goods or Beverage Category
· Proven selling experience including thorough understanding of retail and distributor operations
· Analysis of market and competitive data and application of insights to drive sales
· Sales forecasting, budgeting and planning techniques
· Proven success building relationships with customers to successfully influence and negotiate in complex situations.
· Experience managing price structures and recommended pricing.
· Good communication skills

Outstanding leadership capabilities

Area Sales Manager, Southern California