Performance Director, Ohio/Iowa

Job Description :

Job Title: Performance Director, Ohio/Iowa

Location: Ohio

About Diageo:

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your enthusiasm and use your curiosity as you explore, collaborate and innovate.

Together with dedicated people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter future.

Join us to create a career worth celebrating!

About the Function:

Our Sales team loves 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 realize your fullest potential.

About the role:
Diageo is seeking an experienced and results-oriented Sales Performance leader to drive the growth of our spirits business in Ohio and Iowa. This role will direct and partner with expansive internal and external teams to deliver best in class omni-channel execution.

This role demands strong analytical acumen, exceptional leadership, and the ability to build and influence relationships across a broad set of partners. You will identify growth opportunities and translate them into impactful sales strategies. In this pivotal position, you will lead the development and delivery of share-winning plans across high- and low-proof categories in both on- and off-premise channels, optimizing sales performance and route-to-market execution across a diverse brand portfolio.

The complexity of the role requires a candidate who demonstrates agility, exceptional organizational discipline, and the ability to gain alignment across stakeholders to deliver consistent growth and executional excellence. This role is responsible for managing the state of Ohio, working within a complex market with low-proof regional chains and high-proof OHLC business, with direct oversight of 2 Business Development Managers and 1 Low Proof Manager. The role is also responsible for overseeing the state of Iowa, mentoring a State Manager to create and implement share winning plans.

Role Responsibilities:

·       Sales Strategy Development: Effective collaboration with key stakeholders to develop and implement comprehensive sales strategies across channels, tailored to the specific market dynamics in the region.

·       Financial Literacy: Strong grasp of retail pricing, including margin analysis, and the impact of promotional pricing on short-term and long-term portfolio growth strategies.

·       Leadership: Lead, mentor, and motivate a team of 4 internal direct reports plus external teams, fostering a culture of high performance, accountability, and continuous improvement.

·       Stakeholder Engagement: Cultivate strong relationships with liquor control board representatives and Strategic Accounts teams to increase product assortment and placement, while skillfully navigating the parameters of the customer processes and timelines, to yield revenue growth for both Diageo and customers. Build and maintain strong relationships with the broker, distributor and key retailers in both channels to enhance brand visibility and drive market share.

·       Market Intelligence: Consistently gather market intelligence through regular market assessments to understand consumer trends, competitive landscape, and regulatory considerations in the beverage alcohol industry.

·       Cross-Functional Collaboration: Highly effective leader that works collaboratively with Trade Development, Brand Marketing, supply chain, RGM, Finance, and Strategic Accounts teams to align sales initiatives with overall business objectives.

·       Supply Management: Collaborate on a frequent basis with the Supply Planning team to ensure state level programming is accounted for in inventory replenishment. Ensure all items are properly set-up per customer requirements to avoid inventory delays.

Management Responsibility:

The OH/IA Performance Director reports to the SVP, Control States. This role will influence local sales teams and serve as the primary Diageo partner to the OHLC. They will lead all planning activities, shape the annual operating plan, and own and drive monthly business reviews to ensure delivery against key performance objectives.

·       Management of four L5 direct reports

·       Develop annual volume, revenue and trade spend plans for Ohio delivering over 1M cases / $150M dnsv and oversight of Iowa delivering 300k cases / $40M dnsv

·       Strategically help shape A&P spend to improve investment based on insights, analytics, market nuances and commercial strategy.

·       Develop customer specific programs based on MBP’s/National Calendar activity.

·       Deploy National Programs – break down and simplify national programs into monthly/quarterly priorities and provide distributor/broker with information needed for them activate effectively.

·       Share positive mentality that consistently develops collaborative plans with brand teams and other central partners to ensure we have the tactics to win in control markets.

Experience / skills required:

·       Understanding of the OHLC ways of working and OH / IA route to market complexities

·       Consistent track record of leading and developing a high-performance sales team

·       Forecasting, budget & financial control management – working with Anaplan/GPS or similar planning systems to cascade and track forecasts

·       Must have strong influencing and negotiation skills across a sophisticated and matrixed corporate environment

·       Must be performance and process oriented to understand how to use and implement metrics to measure performance

·       Outstanding platform skills in oral, written, and electronic communication

·       Very positive; highly organized; excellent influencer; exhibits independence/needs little supervision; quick learner; and exhibits resiliency and tenacity in the face of challenge

·       Moves with considerable pace, inspired to take action and possesses a steadfast appetite for continuous improvement

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 recognize and value performance, offering our people an attractive Rewards and Benefits package.

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive environment, 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 environment that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mentalities, 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 new heights 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 gather 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 :

Regular

Primary Location:

Off Site Ohio

Additional Locations :

Job Posting Start Date :

2026-04-21

Salary Range:

Minimum Salary:

$144750

Maximum Salary:

$241250

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.