Distributor Manager - Tennessee Diageo Beer & Pre-Mix

Job Description :

Job Title

Distributor Manager - Tennessee Diageo Beer & Pre-Mix

Location: Nashville

About Diageo

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Every day, over 30,000 talented people come together at Diageo to create the magic behind our much-loved brands.  Join us and you’ll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you’ll build brands consumers love.

We value each other and celebrate different perspectives. In our inclusive culture, you’ll have the backing needed for new ideas and learn from them. Harness your passion and desire to grow as you make your mark. Let’s unlock a brighter, more exciting future together!

About the role:

• The role will be based in the Nashville, TN area and will lead performance of the DBP (Diageo Beer and Pre-Mix) portfolio throughout the state, calling on our five distributor partners.

• Planning and leading wholesaler execution through achieving monthly, quarterly, and annual business plan targets. Sets goals, drives accountability for wholesaler execution, and uses metrics to measure performance and processes. This is primarily achieved through effectively leading, planning, directing, motivating, training, and measuring the distributor organizations.

• The role significantly influences the distributor teams and Diageo Beer & Pre-Mix chain teams by emphasizing teamwork, execution, and getting results.

• Anticipate ever changing business trends to maximize performance and mitigate risks.

• Market complexity will be high

• • on/off premise, chain/independent mix

  • high local marketing investments

  • 3rd party agency engagement – MKTG and Enthuse

Role Responsibilities:

Decision Making/Financial Responsibility:

• Management of five distributors with interaction and strong relationship building with owner/senior management through to the sales reps.

• Deliver agreed upon AOP depletion targets.

• Meet monthly and quarterly KPI’s.

• Ensure alignment on all programs & goals.

• Deliver shipments to contractual DSI obligations.

• Handle trade and price spends to agreed-upon budgets.  

• Develops sales forecasts/budgets utilizing market insights and analyzing trends.

Management Responsibility:

• Inform wholesalers programs and local initiatives.

• Conduct monthly, quarterly, annual planning meetings and business reviews with distributor leadership to ensure alignment.

• Time in trade actively selling into retail accounts/working with the wholesaler.

• Wholesaler management in person & virtually to track performance/programming/issues and lead the course corrections as needed.

• Lead local event planning/sampling and execution with distributor and 3rd party agency (MKTG).

Financial/Business/Team admin:

• T&E, wholesaler invoices, budget reconciliation, performance review.

• Customer management:  channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.

Key Outputs:

• Deliver against AOP & IBO’s for the DBC portfolio.

• Analyze and plan wholesaler business- monthly, quarterly, and annually

• Develop wholesaler/retailer goals for visibility, distribution, display execution promotions/samplings pricing shelf management quality measures

• Create, implement, and drive incentives to motivate wholesalers to execute against the key sales drivers by brand.

• Plan and manage investment (Beer & Pre-Mix).

• Plan and execute kick-off meetings for innovation and programming initiatives throughout the year.

• Negotiate price structure with wholesaler to ensure pricing strategies are met.

• Analyze segment retail accounts in on/off premise channels to focus activities effectively. Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.

Experience / skills required:

• Bachelor’s degree required.

• 3+ years of experience in distributor management preferred.

• Extensive beer/wine/spirits commercial experience in or similar CPG selling experience.

• Shown ability to engage, influence, and collaborate with wholesalers with diverse strategic goals.

• Strong self-starter with a track record of using fact-based selling to drive results.

• Exceptional organizational and prioritization skills, capable of leading multiple projects.

• Proficient in Microsoft Excel, PowerPoint, Teams, VIP, and Nielsen.

• Insight and understanding with both On and Off Trade. 

Flexible Working Statement:

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

Rewards & Benefits Statement:

We recognise and value performance, offering our people a highly competitive Rewards and Employee Benefits package.

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, perspectives, 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 collect this information when you submit your application.

Worker Type :

Regular

Primary Location:

Off Site Tennessee

Additional Locations :

Job Posting Start Date :

2025-11-26

Salary Range:

Minimum Salary:

$91200

Maximum Salary:

$152000

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.