Sales Director, CA & HI

Sales Director, California & Hawaii, Diageo Beer Company USA

Level: Level 4

Location: San Francisco, CA

Reports to: VP, National Sales, Diageo Beer Company USA

About Us: With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter, more exciting future!

Join us to create a career worth celebrating!

About the Function: Sales

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realize your fullest potential.

About the Team:

DIAGEO BEER COMPANY USA VALUES:

• QUALITY – of product, of marketing, of relationships, or execution
• INTEGRITY – doing what we say, when we say we're going to do it
• PASSION – we care so much about our brands, our products and our people that we can't help but perform above expectation

About the Role:

Purpose of Role:

To be accountable for Diageo Beer Company USA's full P&L sales performance across the two states (CA, HI) while leading a team of 10: 4 Distributor Managers, 1 Regional Account Manager, 1 Revenue Growth Manager and 4 Sales Specialists, to deliver great execution and profitable growth for Diageo and our distributor partners. To own relationships and performance across the Region to achieve sales targets, grow share, and deliver execution of priority sales drivers including quality, promotion, distribution, visibility.

This role will be pivotal in taking DBC's distributor relationships in the Region to the next level and will grow our people and their capabilities allowing us to use data and analytics to turn insights into great execution.

Financial:

This role has direct P&L responsibilities and will be instrumental in driving NSV and Market Share growth targets for Diageo Beer Pre-Mix. The California & Hawaii Markets are a combined approx .4M case business that will deliver approx .$90M in NSV this year.

Market Complexity:

The California Region is dynamic and constantly evolving, currently facing some challenging external factors that are having an impact on our business and across total TBA. We are partnered with Reyes as our Distributors wholesaler; operating out of more than a handful of branches across the 2 states, which we have aggregated into designated DM markets, each handled by one Distributor Manager (DM):

• Southern Coast CA/Hawaii
• Northern CA
• Greater LA
• East California/Valley wide

Leadership Responsibility:

The Sales Director, California has four core areas of leadership responsibility: leading sales performance in the Region, leading and developing the team of direct reports, owning and deepening DBC USA's relationship with wholesaler partners, and being a voice in the leadership of DBC USA nationally.

The successful candidate must develop and deliver an annual plan that prioritizes sales drivers to deliver DBC financial & volume targets. The annual plan will include brand level sales & marketing activity and coordination of key Diageo functions. It will ensure that all resources are improved to drive efficient and effective growth.

The Sales Director will work with team to align on individual development plans and help each team member define their strategy to continue to grow and achieve their long-term professional goals.

The successful candidate engage cross-functional collaborators & external agencies (Inspira, Marketing, Finance, Distributors, Retail Outlets, etc.) to ensure all sales drivers are in place and implemented.

They will make critical business decisions to deliver our plan (Depletions, P&L and share).

Role Responsibilities:

• Deliver our plan – depletions, Depletion P&L and market share growth. Ensure we are quickly identifying and addressing any gaps and proactively finding opportunities to close any risks.
• Grow our people and continue to build the strong entrepreneurial and inclusive culture that has driven strong growth at Diageo Beer Pre-Mix.
• Deliver strong execution including distribution, display execution, MPA, etc.
• Collaborate and build positive relationships with our distributors to drive accountability and deliver our Annual Operating Plan and overall Business Growth.
• Work with RGM on pricing and promotion to optimize net sales and profit.

Experience/skills required:

• Min of 10 years in FMCG/ Beverage Alcohol.
• Experience and specific examples of strong leadership, people management and people development.
• A proven sales professional who has demonstrated success in defining and implementing sales strategies that have resulted in profit and market share growth.
• Strategic problem solver who has proven track record to build possibilities and gain broad support of a team to achieve short- & long-term results.
• Advanced commercial skill and a problem solver who has experience with analytics and turning insights into useful executional targets.
• Ability to impact and influence a cross-organizational team (Diageo, Distributor, retail and external vendors).
• An individual with a passion for both personal and team success who has a track record of breakthrough achievement and developing leadership & proficiency in their team.

Barriers to success in role:

• Lack of subject matter expertise or ability to engage and influence key internal and external collaborators
• Deficient of negotiating, fact-based selling, and/or strong communicating skills
• Inability to effectively lead and develop a team of sales professionals
• Inability to see a clear view of the future end state which will enable us to be benchmarked externally as leading capability
• Lack of drive to be a "change agent"
• Lack of integrity and commitment to seeing through critical results, internally & externally

Flexible Working Statement:

Flexibility is key to our success. Talk to us about what flexibility means to you so that you're supported to manage your wellbeing and balance your priorities from day one.

Diversity Statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you.

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