JOB DESCRIPTION

NATIONAL ACCOUNT MANAGER – Convenience Channel     

The National Account Manager – C-Store chain position will drive 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 successful candidate 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 shaping 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 also lead 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 flawless 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  (MBA Preferred)
• 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
• Proven success record of influencing and negotiating customer strategy and execution
• Deep understanding of sales analytics with IRI or Nielsen experience preferred
• Should work effectively within a matrix organization
• Experience working across a diverse adult beverage distributor network preferred