Sales Specialist, Houston

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 and 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.
About this role
Context/Scope
Sales Specialist, Diageo Beer Company - Ensures excellence in the delivery of plans and execution, in alignment with business performance objectives for the Diageo Beer & Pre-Mix (DBP). This is primarily achieved through effectively leading, planning, influencing, motivating, training, and measuring our distributor set within the greater Houston market.
Role Responsibilities:
Management Responsibility
No direct reports
Work with distributor personnel, relevant agencies (Enthuse/MKTG) to achieve agreed upon goals
Primarily field based – Greater Houston area
Reports to the Distributor Manager, Houston/State Manager - TX
Complexity Of Role
Lead wholesaler execution against quarterly & monthly business targets
Clearly communicate goals and ensure all tools are in place to support attainment of objectives
Market complexity is HIGH which includes interaction with 3rd party agencies, significant Chain and On-Premise influence, and a high investment market with heavy program execution expectations
Has constructive conversations with distributor partners when performance is off track to ensure we are building long term capabilities
Ability to work independently
Key Outputs/Results:
Daily/Weekly account level Pre Plans
Develop account level goals for Quality, Distribution, Visibility, Price, Promotion and Persuasion
Develop and deliver Guinness Quality Standards in the On Premise
Assist in the delivery of DBP’s annual, quarterly, and monthly execution targets for the assigned market
Influence and motivate wholesalers to implement against key sales drivers by brand for the territory
Reporting/management against Key Performance Indicators, National Execution Plan, Display Standards, Better Beer Industry benchmarks
Assist in the planning and execution of kick-off meetings for innovation and programming initiatives
Communicate monthly program calendars and drive execution within assigned distributor sales force
Ensure excellent retail execution is being achieved in assigned key Off Premise & On-Premise accounts within designated market area
Analyze on/off premise channels within territory to effectively plan and implement promotional activities
Provide grounded market insights including industry dynamics and competitive information
Plan and manage investment (Beer & FMBs) for assigned territory
Distributor Performance
Review sales and marketplace assessments and ensure on track performance
Develop gap close plans where necessary and identify local growth opportunities as they arise
Compile all national selling material/tools/resources for distributor general sales meetings and weekly team meetings
Complete monthly distributor review meetings to ensure alignment on all programs & goals
Build sales competencies & create strong working relationships
Financial Responsibility
Deliver agreed-upon ABP depletion targets, NSV & Profit Targets
Manage trade A&P budgets for the defined area based on agreed-upon rate per case
Identify potential opportunities and risks to sales forecasts using historical data and trends
Experience/skills required
Undergraduate degree required
Grounded commercial experience in Beer or Spirits preferred
Distributor experience, either managing or working within a beverage wholesaler landscape
Strong knowledge of distributor operations
Insight and understanding with both On and Off Trade
Proven track record of achieving sales goals and delivering outstanding results
Must be a self-starter with a proven track record of influencing others with the use of fact-based selling
Must be well organized and possess the ability to prioritize multiple initiatives
Ability to generate ideas to further develop assigned market
Proven track record for collaborating and holding other departments accountable for performance
Knowledge/Skills
Tier 1/major market wholesaler management; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; proven influencing skills. Thorough understanding of competitive activity, market dynamics, and quality standards. Understanding and application of data analysis. Uses and drives metrics to measure performance.
Persuasive selling, negotiation; problem solving; planning/organizing; proficiency in Microsoft office; financial acumen; superior written and electronic communication; proven ability to influence internal and external partners; possess a positive outlook; excellent negotiator; exhibits independence, resiliency, and tenacity. Process oriented. Self-starter, forward thinking change agent.
Working with Us
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.
We recognise and value performance, offering our people a highly competitive Rewards and Benefits package including:
Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible.
We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team.
Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more.
Ready to bring your best? This could be your opportunity.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.
Recruitment Scam Warning
Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money.
Worker Type :