State Manager - Illinois/STL

Job Description :
About us
With over 200 brands sold in nearly 180 countries, Diageo is home to some of the world’s most iconic drinks. From Johnnie Walker anda Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life’s moments — from everyday connections to landmark celebrations.
Bring your talent, curiosity and ambition, and strive for your personal best alongside people who challenge, support and learn from each other. Together, as one outstanding team, we keep learning, improving and raising the bar for our brands, our business and each other.
Join us and play your part in making life’s moments mean a little more.
About the Function:
Sales is where our brands meet the real world.
This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter.
It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.
Diageo Beer Company State Manager - ILLINOIS/STL
About this role:
In our Credible DBC Markets the State Manager role will have Total Market Ownership in delivery of our DBC Commercial Mission. They will lead the development and delivery of the Market AOP including Depletions/DNSV and Execution Goals. The State Manager will lead the business performance management process internally to the SD/VP of Sales and Externally with Distributor Partners Including: developing AOP, accomplishing BPM’s, leading O&R Process, and ABP’s within the Fiscal Year.
The State Manager operates in a player-coach capacity, maintaining responsibility for an assigned distributor territory, while providing commercial leadership across an assigned state.
This role drives profitable growth through state business planning, Distributor Manager development, distributor partnership leadership, and execution of company priorities. As a key business partner to the Sales Director, the State Manager aligns market strategies, builds organizational capability, and delivers AOP and IBO objectives through others.
Organizational Relationships:
Reports To:
Sales Director
Direct Reports:
Distributor Managers – St. Louis/Outstate IL (1)
Sales Specialists (2)
Enthuse Sales/Marketing Allies (7)
Scope:
Illinois State Manager owns Total Market Annual Performance: Depletions of approx. 1.5M CE’s, $32M in DNSV and achievement of Execution Goals across 14 Distributors in Illinois and St. Louis market.
Operates in a player-coach capacity, retaining ownership of an assigned market/Distributors while providing leadership across the broader state.
Direct Business Performance Management across 7 Chicago Distributors delivering approx. 1.1M Depletions, $21M DNSV.
Accountable for assigned market performance, consolidated state results, and alignment to regional objectives.
Ownership of Key Market Expansion Growth Plan for Guinness and SMICE
Lead & manage all Illinois communication between Enthuse Activation Velocity Team/ Allies and Local Market Team to driving Results
Leads state AOP and O&R & Monthly BPM Process, consolidating market plans and recommendations for Sales Director review and regional planning.
Owns Budgets & Budget Management Process for Illinois Market related to T&E, A&P and Trade Spend
Drives consistency in execution, performance management, and distributor engagement across markets.
Develops Distributor Manager capability through coaching, support, and accountability.
Serves as the primary liaison between Distributor Managers and the Sales Director, advancing risks, sharing insights, and aligning priorities.
Key Accountabilities:
Success in this role is measured through both business performance and the effectiveness, engagement, and development of the Distributor Manager team.
State Business Leadership
Maintain full ownership of assigned market performance while providing leadership across the broader state.
Lead development of an integrated state Annual Operating Plan (AOP) by aligning market-level opportunities, risks, and investment priorities.
Partner with DMs to develop plans that support state and regional objectives.
Present state business plans, recommendations, and performance updates to the Sales Director to support regional planning and decision-making.
Drive achievement of volume, NSV, distribution, innovation, and execution goals across both assigned market and total state.
Identify growth opportunities and resource needs across markets and recommend prioritization to the Sales Director.
Leadership & Talent Development
Lead, coach, and develop DMs while continuing to model excellence through management of an assigned market.
Conduct regular business reviews, coaching sessions, and field development with DMs or equivalent experience. Workday, ARC, AIP process ownership for Team.
Build leadership capability through feedback, development planning, and best-practice sharing.
Distributor Leadership
Maintain strategic relationships with distributor leadership within assigned market and across the state.
Participate in key distributor meetings and executive-level discussions as needed.
Resolve advanced issues and partner with the Sales Director on significant commercial opportunities or risks.
Commercial Performance Management
Monitor market performance, identify trends, and proactively address risks and opportunities.
Ensure DMs have actionable plans to deliver AOP commitments.
Challenge assumptions and elevate guidelines across markets.
Provide the Sales Director with consolidated performance insights, recommendations, and customer concern of key business issues.
Drive accountability for distribution, depletion, display, innovation, and activation performance. Use market insights to recommend execution priorities and resource needs to the Sales Director.
Financial Management