Conference - Commercial, State Director, Various Locations

Purpose:
Role is responsible for embedding the vision set within the Diageo and Distributor/Broker Team by providing clear direction and objectives. Role significantly influences the distributor/broker teams, maintains a two way collaborative dialogue emphasizing teamwork and getting results.


Financial Responsibility:
Provides information into the following:
Performance goals / phasing – depletions, distribution, visibility, innovation,
Monthly performance / gap management
Liaises with Division Head to help manage P&L in their market: 
Shipments, NSV, GP, OH
Budget mgmt – FOB, trade spend, T&E, invoice mgmt
Monthly R&Os, CARM compliance
Complexity of Role:
Role oversees local sales teams and work with distributor/broker management team to deliver performance goals.
Embeds strategic imperatives' and leads the sales team by outlining roles and responsibilities, expectations and deliverables, goals and objectives.
Ensure all tools are in place to support attainment of goals.
Clearly communicates goals, and then allow distributor/broker to achieve and be responsible for end results.
Has constructive conversations with distributor/broker when performance is off track to ensure that we are building long term capabilities at the distributor/broker. 

Management Responsibility:
Reports to the SVP or VP of the Division, 
Decision Making:
Role requires management of the sales function and delivering volume and profit growth objectives. Also leads all aspects of the sales function across Diageo and Distributor/Broker for the execution of our brands.The following capabilities for decision making are required:
·Analytical Rigor – is curious and questioning, rigorously analyzes issues. Balance caution and confidence in decision-making
· Anticipates problems or issues. Appreciate the relative importance of issues.Scans the environment on ongoing basis and notices changes.
·Creates framework to structure thinking.Sees situations in new and novel ways. Provides clarity on complex issues without oversimplifying them.

Key Outputs/Deliverables:
Sales Performance:
Achieve volume growth targets
Reporting/management against KPI's 
Communicate monthly program calendar to distributor sales force. 
AOP involvement – provide information on local market volume goals, pricing development, tactical marketing budget development. Risk Management.Adjust based on year end results.
Participate in the creation of market competitive assessments with the sales teams to identify potential risks or opportunities. 
Provide insights into the local market activities to Sales Leads. 
Participate in the creation of requests for materials/support/funding with the distributor/broker needed to deliver plans.
Provide input into the finance responsibilities such as price structures, margin negotiations/ A&P, OH reporting etc. 
Distributor Performance:
Review sales and marketplace assessments and ensure on track for performance.
Pull together all national selling material/tools/resources for distributor/broker sales meetings and programming.
Participate in creation of all marketing plan development/execution metrics for marketing activities with the teams.
Approve and oversee all Transformational Priority development/execution metrics and activities with the Distributor Management Team and Distributor Trade marketing.
Build sales competencies.


Experience:
Commercial experience (2 - 5 years).Knowledge of financial metrics.
Sales Management Experience including exposure to line and national/key accounts roles. 
Strong knowledge of Distributor Operations.
Insight and understanding with both On and Off Trade.Experience managing across multiple functions. 
Engage, influence, and coordinate stakeholders who have different strategic initiatives. 
Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance

Conference - Commercial, State Director, Various Locations