National Accounts Manager - West

Diageo is the world's leading premium drinks business with an outstanding collection of beverage alcohol brands across spirits, wine and beer categories. These brands include: Johnnie Walker, Guinness, Smirnoff, J&B, Baileys, Cuervo, Tanqueray, Captain Morgan, and Beaulieu Vineyard and Sterling Vineyards wines. Diageo is a global company, trading in more than 200 countries around the world. The company is listed on both the New York Stock Exchange (DEO) and the London Stock Exchange (DGE). For more information about Diageo, its people, brands and performance, visit us at www.diageo.com Purpose:
Responsible for the day-to-day implementation and execution (distributor) for Diageo total portfolio of brands at the national account level. Role to manage the tactical tools that drive decisions at the customer level such as promotional times, merchandising opportunities, distribution opportunities and key customer divisional support people. This role takes the customer annual plan and drives the execution thru the distributor at the national account divisional level.

Decision Making:
1. Execute Annual Account Plan
2. Annual Budget

Financial Responsibility:
Responsible for achieving AOP spending plan and monitoring the monthly invoices to ensure no overspend.
Monitor and communicate monthly volume forecasts that will achieve our plan number
Proposals relative to business spending needs that will drive incremental volume

Management Responsibility:
Responsible for a multitude of Sales activities, including but not limited to the following:
1. Manage the Diageo day-to-day selling efforts of designated National Account
2. Take the customers' and Diageo's initiatives and strategies and communicate to the cluster sales to gain buy-in to maximize implementation. Utilize the NAC system on a regular basis.
3. Provide local market intelligence to Director to help create the customer's 5I's document.
4. Implement the promotional plan for designated national account to include:
The optimal weekly promotional plan based upon seasonality indices
Tactical promotional plan - Frequency & depth of feature activity
Utilize the completed national account plan to create the local DABP customer volume plan. Complete DABP by local division.
5. Provide market input into the account planning process.
6. Lead in understanding the major competitive activity at the market level.
7. Lead in executing and communicating the marketing POS happening at store level with the national account.
8. Communicate marketplace changes in tactical implementation (pricing, merchandising, competitive brand, consumer activity)
9. Work with manager to create PFG's and Career Development Plans. Participate in quarterly Call-Over meetings with Manager and work to create an established succession plan.

Complexity of Role:
Role requirements include working within the national accounts' promotional planning cycle, managing with the local chain teams our promotional activities, presenting new consumer information as it pertains to new opportunities in the account, working/communicating with our Diageo distributor team and maintaining detailed knowledge of what's happening at the store level.
Implement the account created specific program plans with cluster sales for local market implementation and work with distributor partner for flawless execution.
Recommend consumer driven national account programs that drive efficient and effective local and national programming.
Implement customer brand plans with cluster marketing teams resulting in consistent customer activation and promotional implementation

Key Outputs/Deliverables:
Achieve annual performance Promise and KRA's
Manage execution of annual account plan
Execute annual account plans by off premise national account customer to reflect brand and customer strategies and support the delivery of business goals.
Coordinate all account specific activities across Diageo clusters and distributors
GAME Planning - deliver against promotional activation, and customer performance (promotion, pricing, brand equity).
Provide input to all account specific category management initiatives

Qualifications
Experience:
College graduate with 5-7 years relevant experience that should include:
A minimum of 5 years account management experience with major markets and key customers
Sales / customer management experience with a major CPG company and/or 3 tier Distribution experience
Working cross-functionally within organization

Diageo is an Equal Opportunity Employer committed to equal, fair, and non-discriminatory treatment of all employees as well as candidates for employment. Our benefits include, but are not limited to: paid holidays, competitive compensation packages; health insurance; and 401K.