State Manager, Iowa

The role is responsible for embedding the vision set by the VP and Diageo’s processes and ways of working within their Broker Team. This role provides clear direction and sets stretch objectives through the Broker network.   This role has heavy influence with local broker teams and must maintain a two way collaborative dialogue that emphasizes teamwork and getting results.   

Financial Responsibility:

· This role provides information on the following topics:

· Performance goals / phasing – depletions, distribution, visibility, innovation, …

· Monthly performance / gap management

· This role liaises with VP and helps manage P&L in their market:

· Shipments, NSV, GP, OH

· Budget mgmt – FOB, trade spend, T&E, invoice mgmt

· Monthly R&Os, CARM compliance

Complexity of Role:

· This role must oversee local sales teams and work with broker management team to deliver performance goals.

· Responsible for executing strategic imperatives and leading the sales function in the state by clearly outlining roles and responsibilities, expectations and deliverables to agree upon goals and objectives. 

· Ensure all tools are in place to support attainment of goals and objectives. 

· Must be able to establish relationships where goals are clearly communicated, and then allow broker to achieve and be responsible for end results. 

· Be comfortable with having constructive conversations with broker when performance is off track in a way to ensure that we are building long term capabilities at the broker.

Decision Making:

This role requires management of the sales function and delivering volume and profit growth objectives. This role also helps lead all aspects of the sales function across Diageo and Broker for the execution of our brands. 

Key Outputs:

Sales Performance:

· Achieve volume growth targets

· In market execution – reporting/management against KPI’s.

· Communicate monthly program calendar to broker sales force.

· AOP involvement – provide information on local market volume goals, pricing development, tactical marketing budget development.  Adjust based on year end results.  

· Risk Management - participate in the creation of market competitive assessments with the Diageo and Broker sales teams to identify any potential risks or opportunities.

· Provide insights into local market activities to Sales Leadership.

· Participate in the creation of requests for materials/support/funding with the broker needed to deliver plans.

· Meet with necessary retail accounts in market. 

· Responsible for providing input into the finance responsibilities such as price structures, state margin analysis, A&P, OH reporting etc.

Broker Performance:

· Review sales and marketplace assessments and ensure broker is on track for performance.

· Pull together all national selling material/tools/resources for broker sales meetings and programming with support of Broker and Diageo marketing teams.

· Participate in creation of all marketing plan development/execution metrics for marketing activities with the Broker  leadership and  trade marketing

· Approve and oversee all Transformational Priority development/execution metrics and activities with broker leadership and Broker Trade marketing.

· Proactively build the sales competencies that are needed to drive performance.

Qualifications and Experience Required:

· Commercial experience (2 - 5 years). Knowledge of financial metrics useful.

· Sales Management Experience including exposure to line and national/key accounts roles.

· Must have strong knowledge of Broker Operations. 

· Insight and understanding with both On and Off Trade. Experience managing across multiple functions.

· Engaged, influenced, and coordinated stakeholders with different strategic initiatives.  

· Must have strong influencing, negotiation skills.

Must have proven track record for collaborating and holding other departments accountable for performance. 

State Manager, Iowa