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Area Sales Manager, Florida

12:33:00 PM
Context/Scope:

To deliver excellent performance at retail through effective management of wholesaler customer and DGUSA sales team.

Financial Responsibility

  • Management of 1 wholesalers with interaction and strong relationship building with owner/senior management through to the sales reps 
  • Has responsibility for the P&L for the defined area 
  • Responsible for anywhere between 1-2 M cases 
  • Reports to Sales Director 
  • Deliver agreed-upon ABP depletion targets. Meet monthly and quarterly execution targets 
  • Deliver shipments to contractual DSI obligations. 
  • Manage trade other and price spends for the defined area,to agreed-upon rate per case. 
  • Negotiate and maximize Beer & PAB wholesaler investment and evaluate impact 
  • Develops and identifies sales forecasts/budgets through previous experiences and agreed forecasting techniques

Complexity of Role

  • Planning/leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets for entire area. 
  • Sets goals, follows-up and uses metrics to measure performance and process, ie. Scorecard for DM’s within the area 
  • Has 4 DM’s reporting into the role 
  • Market complexity may be High (on/off mix, price controlled state Min 3 ABP wholesalers etc)

Key Outputs:

· Analyze and plan wholesaler business- monthly, quarterly, and annually
· Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf management, and quality measures (QDVP3)
· Create and implement incentives to motivate wholesalers to execute against the key sales drivers by brand for the entire area.
· Plan and manage investment (Beer & PABs)
· Plan and execute kick-off meetings for new innovation and programming initiatives throughout the year
· Negotiate a price structure with wholesaler to ensure pricing strategies are hit
· Analyze segment retail accounts in on/off premise channels to focus activities effectively.
· Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers for the area of responsibility.

Qualifications and Experience Required:

Undergraduate required. MBA preferred. Must have 4-6 years of market development and selling experience.

Knowledge
Wholesaler management in a major market; consumer need states; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; designing and executing radio merchandising activities; proven supervisory skills. Must know Diageo Products/history. Thorough understanding of "New Ways of Working;" as well as competitive activity, market information, and quality standards. Understands and applies data analysis and administration. Uses and executes metrics to measure performance, such as Scorecard.

Skills
Persuasive selling, negotiation; 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. Process oriented. Understands and applies interdependencies across functions. High performance standards.

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