National Account Manager, Diageo

Convenience West

$105.1-175.2k

Junior and Mid level

Los Angeles

Office located in Aliso Viejo, CA

Alcoholic beverage company

Job no longer available

Alcoholic beverage company

1001+ employees

B2CRetailFoodManufacturing

Job no longer available

$105.1-175.2k

Junior and Mid level

Los Angeles

Office located in Aliso Viejo, CA

1001+ employees

B2CRetailFoodManufacturing

Company mission

To be one of the best performing, most trusted and respected consumer products companies in the world.

Job

Company

Role

Who you are

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

What the job involves

This role reports directly into Stephanie Goette, Chain Director – Convenience, Drug and Dollar Channel
The NAM 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
The NAM 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
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
Assist in the design and develop customized annual plans that use priority sales drivers to deliver Diageo financial and volume targets
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

Our take

Multinational beverage company Diageo was the result of a merger between Guinness and Grand Metropolitan, a leisure and property conglomerate, in 1997. Spearheaded by then-Guiness executives Anthony Greener and Philip Yea, the merger sent stocks skyrocketing and by December of the same year, Diageo was listed on the London Stock Exchange.

As the owner of many of the global leaders in alcoholic beverages (think Ciroc, Smirnoff, and Tanqueray), Diageo has made a number of savvy acquisitions and sell-offs, expanding its portfolio beyond Europe and into the Americas, the Middle East, and Asia.

Over the past decade, however, it has had to face the rise of craft and independent brewing, with companies like Brewdog becoming new competitors. Rather than acquiring these craft beer companies, Diageo has focused on branding Guinness in a way that fits the craft mould. This involved initiatives like The Brewers Project.

During the early 2020s, Diageo also weathered an alcohol sales decline but has bounced back with a renewed focus on cold brew coffee liqueurs and Guinness blends, as well as further acquisitions that have included that of actor Ryan Reynolds’ Aviation Gin.