[Hiring] Regional Key Account Manager @Diageo

Role Description

The Regional Account Manager is responsible for leading the strategic development, selling, and execution of Diageo’s Spirits portfolio across assigned regional and national grocery customers. This role is pivotal in delivering commercial growth through strategic planning, customer programming, cross-functional collaboration, and flawless in-market execution.

You will serve as the key point of contact between the customer, Diageo’s internal teams, and distributor partners—developing customized joint business plans, driving programming and innovation sell-in, and ensuring business objectives are met across volume, revenue, share, and distribution.

Key Responsibilities

• Commercial Strategy & Customer Planning
  • Develop and execute Annual Operating Plans (AOP) for assigned accounts, aligning Diageo and customer growth goals.
  • Build and maintain strong customer relationships across buying, merchandising, marketing, operations, and executive teams.
  • Lead development and sell-in of quarterly programming, assortment reviews, and innovation launches to support the annual plan.
  • Drive value creation through price mix optimization, promotion, and visibility.
  • Assess risks and opportunities throughout the year and take corrective actions as needed to achieve goals.
• Cross-Functional Leadership
  • Serve as the hub between sales, shopper marketing, category development, eCommerce, insights, and business development teams to deliver holistic customer solutions.
  • Collaborate with distributor key account personnel and Diageo Chain Development Directors to ensure local market alignment and execution.
  • Partner with finance to manage and optimize A&P and trade spend—ensuring investments are aligned with customer and brand priorities and deliver strong ROI.
• Performance Management & Analytics
  • Deliver on key metrics: volume, net revenue, price mix, market share, distribution, and ROI.
  • Track and analyze performance using internal and syndicated data sources (e.g., IRI, Nielsen, Circana).
  • Lead monthly Business Performance Management (BPM) reviews and quarterly business assessments to report progress and guide future planning.
  • Present results and strategic recommendations to internal stakeholders and senior leadership.

Qualifications

• Bachelor’s degree required; MBA or equivalent business experience preferred.
• 5+ years of experience in customer/account management within CPG, Beverage Alcohol, or a 3-tier sales environment.
• Proven success in developing customer strategies, delivering results, and managing complex accounts.
• Strong commercial acumen with budgeting, negotiation, and ROI management skills.
• High proficiency in fact-based selling using data and insights (e.g., Nielsen, IRI, customer loyalty data).
• Exceptional communicator and influencer, capable of aligning multiple internal and external stakeholders.
• Demonstrated ability to lead cross-functional teams and manage distributor collaboration across Open, Control, and Franchise states.
• Must be comfortable with moderate to heavy travel (30–40%) for market visits, customer meetings, and program execution oversight.

Benefits

• Highly competitive Rewards and Benefits package.
• Healthcare benefits.
• Retirement benefits.
• Short-term and long-term disability coverage.
• Basic life insurance.
• Wellness benefits.
• Industry-leading parental leave.