Description
Diageo is seeking a Regional Account Manager to lead the strategic development, selling, and execution of its Beer portfolio across assigned regional grocery customers.
The successful candidate will be responsible for:
Commercial Strategy & Customer Planning
- Developing and executing Annual Operating Plans (AOP) for assigned accounts
- Building and maintaining strong customer relationships
- Leading development and sell-in of quarterly programming, assortment reviews, and innovation launches
- Driving value creation through price mix optimization, promotion, and visibility
- Assessing risks and opportunities throughout the year and taking corrective actions as needed
Cross-Functional Leadership
- Serving as the hub between sales, shopper marketing, category development, eCommerce, insights, and business development teams
- Collaborating with distributor key account personnel and Diageo Chain Directors
- Partnering with finance to manage and optimize A&P and trade spend
Performance Management & Analytics
- Delivering on key metrics: volume, net revenue, price mix, market share, distribution, and ROI
- Tracking and analyzing performance using internal and syndicated data sources
- Leading monthly Business Performance Management (BPM) reviews and quarterly business assessments
- Presenting results and strategic recommendations to internal stakeholders and senior leadership
Key Outputs
- Achievement of volume, revenue, and market share targets
- Execution of tailored, customer-specific joint business plans
- Effective management of budgets and promotional investment
- Flawless execution of innovation launches and programming
- Development of robust relationships with key customers and distributor partners
- Regular business reviews and cross-functional performance reporting
Experience/skills Required:
- Bachelor’s degree required; MBA or equivalent business experience preferred
- 5+ years of experience in customer/account management within CPG, Beverage Alcohol, or a 3-tier sales environment
- Proven success in developing customer strategies, delivering results, and managing complex accounts
- Strong commercial acumen with budgeting, negotiation, and ROI management skills
- High proficiency in fact-based selling using data and insights
- Exceptional communicator and influencer, capable of aligning multiple internal and external stakeholders