Assistant Vice President, Sales - On Premise (Century)

Description

Leading the On - Premise Channel by driving execution of effective Channel Plan, including strategic imperatives, brand KPI’s and revenue targets. Develops and guides high performing KAM & PS Teams to execute KPI & Sales Goals for the Diageo/MHUSA Portfolio.

Key Accountabilities

• Communication of all KPI’s to ensure the strategic coverage of all on-premise outlets in the state of MA
• Drive Volume and profit growth in the Excel on-premise channel on an annual, monthly, customer and brand basis through appropriate channel management, including United Division On Premise coverage
• Development of team of Key Account Managers through delivery of territory KPI’s
• Create and deploy long term strategic vision with Key Local Account Groups
• Drive focused sales attention and share of mind to the Diageo/MH Portfolios to ensure appropriate annual and monthly priorities and on-premise brand passion and ownership
• Facilitate the development and manage the implementation of the on-premise annual plans/KPI’s for the marketplace through Excel VP
• Develop with the team actionable key account roadmaps/plans and attain account by account level objectives
• Communicate all Diageo/MH brand strategies across selling divisions: Excel, United and Connoisseur for On Premise
• Identify and capitalize on marketplace competitive concerns and opportunity gaps while maintaining a cost/benefit positive focus
• Increase the quality/quantity of accepted innovative business building proposals
• Apply comprehensive market, brand and consumer information to generate proposals
• Troubleshoot and support team on complex customer issues
• Meet and exceed customer expectations on fundamental business needs
• Assist in managing relationships with Key Local Customers
• Identify and adopt key management best practices
• Facilitate development of tools, technology and infrastructure to support on-premise selling
• Train, coach and manage team of Key Account Managers to deliver the maximum impact in the marketplace
• Ensure communication of all annual imperatives and all monthly programs to Excel, United and Connoisseur Divisions for On Premise
• Conduct and set agenda for monthly meetings with Excel and Century VP’s, then Excel management team
• Communicate and present to all selling divisions, getting buy-in and accountability for accomplishing all KPI’s
• Coordinate the establishment of volume growth and profit targets for on-premise outlets in territory managed through On Premise Sales Divisions – Excel, United and Connoisseur Divisions
• Develop with Excel VP and Century VP annual On-Premise Plan (depletion objectives, budgets and programming needs) across all brands that will deliver market on-premise depletion targets and achieve specific Diageo/MH Brand Strategy Imperatives
• Monitor investment in on-premise channel and outlets and adopt corrective action to achieve return on investment objectives
• Provide local market on-premise expertise to the planning process by actively seeking to provide input into the planning process and actively assessing the results in the On-Premise channel specific development, recruitment or redeployment needs
• Engage in relationship building activities with buyers for all assigned groups
• Develop consumer driven/customer focused solutions executed by the Key Account Managers and Portfolio Specialists
• Writing monthly programs
• GP Analysis of all suggested programs, pre-execution
• Experience with price structures and deal levels
• Ensures execution of effective On-Premise Channel Plan, including Martignetti/Century Division strategic imperatives and Local KPI’s, in line with Fiscal Year Operating Plan
• Manages resolution of execution-related issues within the On-Premise Marketplace
• Collaborates with Diageo/MH Market Managers to set tactical direction, goals, and programming for the On-Premise Channel.
• Owns, plans and recaps ON Premise Tactical Budget
• Measures/rewards performance; manages incentive-based programs for Key Account Managers & Full Book Sales Teams

Requirements

Knowledge/Skills/Abilities:

• Ensures execution of effective On-Premise Channel Plan, including Martignetti/Century Division strategic imperatives and Local KPI’s, in line with Fiscal Year Operating Plan
• Manages resolution of execution-related issues within the On-Premise Marketplace
• Collaborates with Diageo/MH Market Managers to set tactical direction, goals, and programming for the On-Premise Channel.
• Owns, plans and recaps ON Premise Tactical Budget
• Measures/rewards performance; manages incentive-based programs for Key Account Managers & Full Book Sales Teams

Education/Experience/Training:

• Bachelor’s Degree or equivalent
• 1-2 years’ experience managing direct reports
• 3-4 years’ experience calling on On-Premise accounts
• Budget, Sales and Marketing experience

Martignetti Companies prides itself on being a company where you can bring your best self to work every day. We strive to be an employer of choice where everyone feels they belong. We act on our commitment to Diversity, Equity & Inclusion by offering a substantial benefits package that includes generous paid time off, medical, dental, and vision insurance, a comprehensive 401K plan, and employee discounts. All are welcome to apply to work for a company that believes its employees are its greatest asset!

Martignetti Companies is an equal opportunity employer. We provide equal employment opportunities to all employees and applicants regardless of race, color, religion, age, sex, gender, sexual orientation, national origin, ancestry, disability, genetics, veteran status, or any other characteristic protected by state, federal, and local laws. We also comply with applicable state and local laws governing nondiscrimination in employment in every location where we have facilities.

EEO M/F/D/V 

NOTE: This job description covers the essentials but isn’t exhaustive. Employees may be asked to take on additional tasks or duties to help meet the evolving needs of our organization.