[Hiring] Director, Military, Drug and Regional @Diageo

Role Description

The Director, Military Channel & Regional Accounts is responsible for leading the company's commercial strategy across the Military channel while overseeing a portfolio of key regional retail customers. This is a highly visible leadership role responsible for driving sustainable growth across one of the organization's most strategic and unique routes to market. You'll shape long-term customer strategy, lead national negotiations, influence distributor execution, and coach a high-performing team focused on delivering outstanding commercial results.

Success in this role requires deep Military Channel expertise, exceptional customer leadership, and the ability to build strong partnerships across customers, distributors, brokers, and internal commercial teams. While Military experience is essential, familiarity with regional grocery and package liquor chains will enable you to maximize growth across the broader portfolio.

Military Channel Leadership (Spirits Portfolio)

• Own the national Military channel strategy across AAFES, NEXCOM, CGX and MCX, driving growth across Spirits globally.
• Develop annual Business Plans with Military customers and broker partners.
• Lead commercial planning, innovation launches, promotional strategy and annual negotiations.
• Collaborate with our military broker to ensure flawless execution across Military channel globally.
• Identify emerging consumer trends and growth opportunities unique to the Military channel.

Regional Retail and Military Leadership (Beer Portfolio)

• Lead a portfolio of strategic regional grocery and regional customers, including HEB, Publix, Wegmans, Food Lion, BevMo/Go Brands, WinCo Foods, Raley's and all 4 branches of the Military for the beer portfolio, among others.
• Build customer-centric growth plans that strengthen market position and create long-term value.

Lead a Winning Team

You'll lead and develop a team of four Key Account Managers responsible for Military Beer and strategic regional customers. This role calls for an inspiring leader who creates accountability, develops talent, and builds a culture of commercial excellence. You'll play a critical role in shaping the next generation of leaders while driving exceptional business performance.

Qualifications

• Significant experience leading national customer relationships within the Military channel (AAFES, NEXCOM, MCX, CGX, DeCA or similar).
• Proven success developing Business Plans and negotiating complex customer agreements.
• Strong understanding of the three-tier beverage alcohol system and distributor management.
• Experience leading and developing high-performing sales teams.
• Exceptional commercial acumen, influencing and negotiation skills.
• Maintain a strong presence in the market by building relationships with customers, competitors and consumers. Stay connected to evolving customer priorities, competitive activity, and consumer trends to identify new growth opportunities.
• Travel approximately 40–50%.

Preferred

• Min of 5 years of experience in sales and customer management across national/regional customers, with Military Channel customer management experience preferred.
• Experience managing regional grocery or package liquor chains.
• Experience working with Military brokers.
• Proficiency with Circana, Nielsen and syndicated data.
• Bachelor's degree.

Benefits

• Flexibility to manage your wellbeing and balance your priorities.
• Highly competitive Rewards and Benefits package.
• Healthcare benefits, retirement benefits, short-term and long-term disability coverage, basic life insurance, wellness benefits and industry-leading parental leave.