Sales Specialist

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POST DATE 9/12/2016
END DATE 10/18/2016

DiversityWorking PA

Company
DiversityWorking
Job Classification
Full Time
Company Ref #
7281147
AJE Ref #
576150140
Location
PA
Job Type
Regular

JOB DESCRIPTION

APPLY
External Job TitleSales Specialist
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* AutoReqId
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* 52119BR
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* Function
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* Sales
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* Type of Job
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* Employee
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* Country
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* United States
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* Town/City
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* Off Site Pennsylvania
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* North America State/Province
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* Pennsylvania
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* External Job Description
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* Context/Scope:

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* To deliver excellent performance against the DGUSA portfolio through effective territory management, key customers and local DGUSA agencies.Execution Responsibilities:
+ Assist in the delivery of annual, quarterly and monthly execution targets for the assigned market (3 Wholesalers and approximately 200,000cs)+ Establish and manage an agreed upon wholesale universe to maximize sales opportunities using the QDVP3 model (Quality, Distribution, Visibility, Price, Promotion and Persuasion)+ Negotiate and maximize Beer & PAB presence in the on and off premise channels using the Persuasive Selling and 8 Step sales models+ Plan and manage trade A&P against proven growth driversPeople Management Responsibilities:
+ This role has no direct reports+ This role will be responsible for working with distributor personnel, Diageo Marketing and Finance teams and relevant agency personnel to achieve agreed upon goals+ Reports to Distributor Manager, Non Metro PennsylvaniaComplexity of Role:
+ Own the performance in wholesaler universe against National Execution Plan (NEP)+ Set goals and measure performance in account universe using internal resources, ie. Annual Business Planning Tool, Quarterly Business Reviews, Monthly Communication Meetings, Distributor Scorecard, Local A&P ROI, Monthly Flash Depletion Reports,+ Market complexity is MEDIUM, including interaction with 3 rd party agencies, on and off premise influence, growing Chain dynamic and a mid-level investment market with high program execution expectations+ Ability to work on own with minimal direction
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* Key Outputs:

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* + Daily/Weekly account level Pre Plans+ Develop account level goals for Quality, Distribution, Visibility, Price, Promotion and Persuasion (QDVP3)+ Develop and Deliver the Guinness Quality plans in the On Premise+ Influence and motivate wholesalers to execute against the key sales drivers by brand for the assigned territory.+ Plan and manage investment (Beer & PABs) for assigned territory+ Plan and execute kick-off meetings for new innovation and programming initiatives as needed+ Analyze on/off premise channels within territory to effectively plan and execute promotional activities+ Work with National Account and Retail Chain teams, as needed, to coordinate key account planning at wholesalers within the areas of responsibility.+ Identify local growth opportunities that tie into the NEP+ Provide grounded market insights including industry dynamics and competitive information
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* Qualifications and Experience Required:

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* + Undergraduate degree required. Must be a self-starter with a proven track record in influencing others with the use of fact based selling. Must be well organized and possess the ability to prioritize multiple initiatives. Able to generate ideas to develop the market.Knowledge:
Tier 2/mid-level market wholesaler management; consumer need states; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; proven influencing skills. Thorough understanding of competitive activity, market dynamics, and Quality standards. Understanding and application of data analysis. Uses and executes metrics to measure performanceSkills:
Persuasive selling, negotiation; problem solving; planning/organizing; proficiency in Microsoft office; financial acumen; superior written and electronic communication; extreme abilities to influence internal and external stakeholders; possess a positive outlook; excellent negotiator; exhibits independence, resiliency and tenacity. Process oriented. Understands and applies interdependencies across functions. Self starter, forward thinking change agent.
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* EEOC Statement (Only for US Users. For other markets, please leave blank)
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* Diageo is an Equal Opportunity Affirmative Action employer and is subject to federal regulations pertaining to employment. Diageo does not unlawfully discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, marital status, Protected veteran status, or any other basis prohibited under federal, state or local laws governing non-discrimination in employment in every location in which the Company has facilities. Diageo also provides reasonable accommodation for qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and any other state or local laws. .