Conference - Commercial, National Accounts Manager, Kroger
Context/Scope:
Diageo is the world`s leading premium drinks business with an outstanding collection of beverage alcohol brands across spirits, beer and wine. These brands include Johnnie Walker, Crown Royal, J&B, Windsor, Buchanan`s and Bushmills whiskies, Smirnoff, Ciroc and Ketel One vodkas, Baileys, Captain Morgan, Tanqueray and Guinness.
Purpose of Role:
Responsible for the development and implementation of annual spirits & wine customer plans for the Kroger West Region (Ralphs, Food 4 Less, Fred Meyer & QFC divisions). Maximize performance for Diageo spirits & wine brands within the Kroger West Region through execution of priority sales drivers, including promotion, distribution, visibility, etc. Lead and manage the direct link between Diageo and the western divisional Adult Beverage Managers. Coordinate spirits/wine planning & initiatives with the local Diageo business units and key wholesaler partners.
Key Outputs:
Strategic Planning
Design and develop customized annual plans that utilize priority sales drivers to deliver Diageo financial and volume targets. The spirits & wine annual plans will include brand level sales and marketing activity with extensive coordination between the western divisional AdultBev Managers, local business units and key wholesalers.
Financial Management
Manage the Kroger West Region spirits & wine A&P spends, ensuring budgets are strategically aligned with brand and customer strategies and delivering ROI targets. He/she will also lead communication with local business units to ensure alignment between Kroger A&P spends and existing local spends. The Sr. Account Executive will review planned/committed A&P spends quarterly with the Team Lead and Finance Manager.
Account Management
Responsible for a multitude of Sales activities, including but not limited to the following:
Qualifications and Experience Required:
Diageo is the world`s leading premium drinks business with an outstanding collection of beverage alcohol brands across spirits, beer and wine. These brands include Johnnie Walker, Crown Royal, J&B, Windsor, Buchanan`s and Bushmills whiskies, Smirnoff, Ciroc and Ketel One vodkas, Baileys, Captain Morgan, Tanqueray and Guinness.
Purpose of Role:
Responsible for the development and implementation of annual spirits & wine customer plans for the Kroger West Region (Ralphs, Food 4 Less, Fred Meyer & QFC divisions). Maximize performance for Diageo spirits & wine brands within the Kroger West Region through execution of priority sales drivers, including promotion, distribution, visibility, etc. Lead and manage the direct link between Diageo and the western divisional Adult Beverage Managers. Coordinate spirits/wine planning & initiatives with the local Diageo business units and key wholesaler partners.
Key Outputs:
Strategic Planning
Design and develop customized annual plans that utilize priority sales drivers to deliver Diageo financial and volume targets. The spirits & wine annual plans will include brand level sales and marketing activity with extensive coordination between the western divisional AdultBev Managers, local business units and key wholesalers.
Financial Management
Manage the Kroger West Region spirits & wine A&P spends, ensuring budgets are strategically aligned with brand and customer strategies and delivering ROI targets. He/she will also lead communication with local business units to ensure alignment between Kroger A&P spends and existing local spends. The Sr. Account Executive will review planned/committed A&P spends quarterly with the Team Lead and Finance Manager.
Account Management
Responsible for a multitude of Sales activities, including but not limited to the following:
- Principle point of contact for Diageo’s spirits & wine portfolio for Ralphs, Food 4 Less, Fred Meyer & QFC; also the Kroger Team principle point of contact for the local Diageo divisions and wholesalers.
- Collaborate with local business units and wholesalers to secure Feature & Display activity commitments within each western Kroger Division to deliver account share & visibility goals.
- Taking ownership of divisional & store level execution of Feature, Display and Promotional activity. Sr. Account Executive will be responsible for tracking compliance and working with local markets & wholesalers in gap closure.
- Driving fair share of Diageo spirits & wine distribution across all Kroger planograms, using the Category Development, Marketing and Wholesaler Teams to build fact-based rationale and assist with sell-in & execution. This also includes delivering best-in-class innovation sell-in and acceptance.
- Working with the Category Development & CP&A Teams on Measure & Evaluation (M&E) of promotional initiatives to ensure level of investment is consistent with level of results. Develop clearly defined targets to be obtained.
Qualifications and Experience Required:
- College graduate highly preferred, plus seven+ years relevant experience with minimum of 5 years sales/customer management experience with a major CPG company and/or 3 tier Distribution experience.
- Advanced communication, negotiating & fact-based selling skills are critical to this role. Sr. Account Executive will be responsible for conducting collaborative planning and execution across multiple spirits & wine business units and wholesalers covering four western Kroger divisions.
- Position will require travel to the Los Angeles, Portland and Seattle markets for account calls and to ensure local market/wholesaler collaboration.
- Sr. Account Executive will need strong data analysis and management skills in order to monitor and report account spirits and wine trends and activities across the Kroger West Region.
- Sr. Account Executive is expected to be extremely self-motivated and goal-oriented.
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