Convenience Chain Director, Small Format

Job Description :

Job Title : Chain Director, Small Format (C-Store, Drug and Dollar)

About us:

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

About the role:

Leader of the Small Format national account team across the US.  Responsible for the largest channel in the beer industry and the largest growth opportunity we have at Diageo Beer Company.   Owns the DBC strategy and execution for the convenience, drug and dollar channels, including helping shape innovation, our investment and ways of working.  Work with Small Format Chains such as 7 Eleven, Circle K, Casey’s, Sheetz, Wawa, RaceTrac, BP and other regional c-store chains as well as Walgreens, CVS and Dollar General. Identify opportunities that will help shape the Diageo Beer & PreMix business for today and the future by building and refining our channel strategies, guiding the national account managers through the account planning process and building upon our customer relationships.  This Chain Director will lead a team of 9 people (8 NAM’s and 1 Sales Analytics Manager) to ensure we are delivering our growth ambition. 

Location & Travel: Open to CST or EST major cities to support the significant travel required by this role. This role can be situated out of Dallas, TX, Des Moines, IA, Chicago, IL, or Charlotte NC.

Financial Responsibility

The role has direct P&L responsibilities and will be instrumental in driving NSV and Market Share growth targets for Diageo Beer & PreMix.  The C-Store, Drug and Dollar chains is currently roughly 25% of the business with a significant opportunity for growth. This Director is responsible for managing the team that sells in programs and distribution to national/regional accounts, which will deliver the volume, NSV and profit plan.

Complexity of Role

Hold a solid understanding of business, financials, products/services, the market environment(s), and the needs of assigned accounts; help develop colleagues' understanding across Diageo Beer & PreMix; recognized as an expert in all areas of the conv, drug and dollar channels. Complexity is high (territory/account, products/services, sales or account management process); need to have experience in leading a large team across a large geographic area.

Management Responsibility

• Exude high level of authority/opportunity to set goals, programs and incentives to achieve our goals.  Need to be able to work through complexity with agility to motivate customers and distributors.  Should have the ability inspire a team to stretch further to deliver the DBC growth ambition.
• Plans and builds channel strategies and manages own resources within Diageo standards and compliance. Works with Sales Directors/Distributor Manager teams who are the key interface with our distributor partners. 

Decision Making

Anticipates & finds opportunities or issues and provides solutions to ensure we are delivering against sales objectives.

Decisions are guided by policies, procedures and business plan; receives guidance from VP Sales & VP Chain Accounts.

Role Responsibilities :

• Delivery of our plan - depletions, depletion P&L and distribution targets across the Small Format channel
• Build channel strategies and guide the team through building impactful annual account plans to reflect brand and customer strategies and support the delivery of business goals
• Build upon account penetration plans to create and deepen strong business relationships with our retail partners.
• Coordinate all account specific activities across DBC Regions and distributors
• Execution - deliver against promotional activation, and customer performance (share, volume growth, POD growth, feature/display growth)
• Provide input to all account specific category management initiatives
• Lead the communication process across the channel which includes programming and executional metrics including regularly monitoring and communicating performance against distribution, display execution, planogram space and volume
• Grow our people and ensure team members have a clear understanding of their role and stated performance objectives and personal development themes. Lead and build upon team engagement.
• Consistently work with distributors and attend QBR’s, QBP’s and ABP’s.
• Collaborate with the field sales directors in building AOPs and identifying gaps and opportunities during O & Rs.
• Must be strategic and forward thinking. Must always be looking for opportunities to drive the business
• Have the ability to develop strong business relationships both internally and externally.

Experience/skills required :

• Preferred Director level with people management experience
• Bachelor’s Degree or equivalent
• Minimum 5 to 7 years relevant management experience required, preferably in Consumer-Packaged Goods, Beverages preferred
• Strong C Store Experience and customer relationships in the convenience channel, preferred
• Must have 3 tier experience working with chain customers and distributors.  Deep understanding of distributor operations including pricing and programming.
• Experience with chains such as 7 Eleven, Circle K, Casey's, Wawa, Walgreens and Dollar General, preferred
• Beverage alcohol or CPG account management experience including customer planning. Proven success influencing and negotiating customer strategy and execution.
• Good written & verbal communication skills
• Strong familiarity with IRI and Nielsen tools
• Good working knowledge of Microsoft Office (Excel & PowerPoint)

Flexible Working Statement:

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this. We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you.

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.

Worker Type :

Regular

Primary Location:

Diageo North America Dallas Texas

Additional Locations :

Off Site Illinois, Off Site Iowa, Off Site North Carolina

Job Posting Start Date :

2025-04-08

Salary Range:

Minimum Salary:

$137513

Maximum Salary:

$229188

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.