Job Abstract

Diageo is a world-class leader in beverage alcohol with an outstanding collection of brands across spirits and beer! Diageo has over 200 outstanding brands – old and new, large and small, global and local, with brands sold in 180 countries at almost every price point, in every category to meet consumer demand.

Diageo is the leading spirit player in every region of the world, highlighting a broad portfolio of both international and local brands. Diageo leads the top two largest spirit brands in the world, Johnnie Walker and Smirnoff, and 20 of the world’s top 100 spirit brands. Its portfolio includes Crown Royal, Cîroc and Ketel One vodkas, Captain Morgan, Buchanans, Don Julio, Casamigo’s, Tanqueray, Baileys and Guinness!

NATIONAL ACCOUNT MANAGER – Convenience Channel   

The National Account Manager – C-Store chain position will lead the selling, communication, and strategic development of Diageo’s Beer Company business across multiple chains. This position leads the day-to-day relationship between each customer, Diageo and the local distributor teams.

They will work closely with a cross functional team of shopper marketing, category development, sales analytics, e-Commerce, insights and local distributor(s) to deliver plans that resonate with their customers.  The NAM will assist the Chain Director in crafting the overall account strategy and lead the annual planning for these customers.  The NAM will also lead all quarterly programming development, innovation sell in and communication of activities to ensure achievement of Diageo’s business goals.

The NAM will drive the collaboration, planning and the execution of priority sales drivers including promotion, distribution & visibility.  In addition, they will work with the customer marketing, Local internal team, and distributor key account managers to ensure plan delivery, local market execution, and share growth.   

This role reports directly into Stephanie Goette, Chain Director – Convenience, Drug and Dollar Channel

Duties and Responsibilities

• Deliver against annual Share distribution and volume targets as well as lead appropriate measurement & evaluation of investment as needed
• Develop and implement annual operating plan for each chain, aligning customer and Diageo growth goals and opportunities, prioritizing accounts based on overall opportunities 
• Develop strong relationships within each customer, wiring Diageo effectively into the buying, merchandising, marketing, operations, and exec teams
• Develop, sell-in, and communicate quarterly programming plans, assortment reviews, innovation opportunities and customer-specific initiatives that support the overall annual plan   
• Lead the communication process across a cross-functional team, which includes shopper marketing, sales analytics, category development, e-Comm, Diageo sales team and distributor partners
• Work closely with Diageo sales team and distributors to ensure detailed execution of customer initiatives
• Lead opportunity and risk assessment process throughout the year to ensure course correction as needed to hit the annual plan; Deliver on all monthly BPM requirements

• Strategic Planning: Assist in the design and develop customized annual plans that use priority sales drivers to deliver Diageo financial and volume targets.
• Financial Management:  Assist in Leading A&P/Trade spends, ensuring budgets are strategically aligned with brand and customer strategies and delivering Return On Investment targets.  Lead communication with local business units to ensure alignment between Chain A&P/Trade spends and existing local spends. 

Qualifications and Experience Required:

• 4 Year College Degree Required 

• Experience required calling on regional or national account customers, preferably in CPG or 3-tier categories like Alcohol Beverage
• Self-motivated, strategic, goal oriented, with a passion for winning
• Strong communication and influencing skills internally and externally are a must
• Fact based selling skills are critical; equally critical are business analytics & analysis skills to identify trends and opportunities across the chain customer base.
• Advanced organizational, interpersonal, negotiation, time management, fiscal management and presentation skills required
• Position will require travel for customer meetings and account calls to ensure local market / wholesaler collaboration
• Shown success record of influencing and negotiating customer strategy and execution
• Deep understanding of sales analytics with IRI or Nielsen experience preferred
• Work effectively within a matrix organization
• Experience working across a diverse adult beverage distributor network preferred

Salary Range:

Minimum Salary:

Maximum Salary:

At Diageo certain roles are eligible for additional rewards, including annual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits , short-term and long-term disability coverage, basic life insurance, wellness benefits and industry leading parental leave, among others.  (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work.)  The salary range displayed is the salary range for the role’s primary location.