Business Development Director, Pennsylvania

About the Role

Key Responsibilities

• Develop and implement comprehensive sales strategies across channels in collaboration with RGM, 3rd Party Agencies, and Diageo Broker, tailored to regional market dynamics.
• Maintain a strong understanding of retail pricing, margin analysis, and promotional pricing impacts on long-term portfolio growth.
• Lead, mentor, and motivate broker and third-party teams to foster high performance, accountability, and continuous improvement.
• Cultivate and maintain relationships with liquor control board representatives to increase listings, one-time buys, holiday items, and luxury items, while navigating customer processes and timelines to generate revenue growth.
• Build and sustain relationships with brokers and key retailers to enhance brand visibility and drive market share.
• Gather market intelligence through regular assessments to understand consumer trends, competitive landscape, and regulatory considerations.
• Collaborate effectively with Trade Development, Brand Marketing, Supply Chain, RGM, and Finance teams to align sales initiatives with business objectives.
• Coordinate with Supply Planning to ensure inventory replenishment aligns with state-level programming, and serve as liaison between Diageo Supply team and PLCB Inventory team to minimize penalties and optimize shipments.
• Develop annual volume, revenue, and trade spend plans for a market contributing over $300M in retail sales value and 1.1M cases.
• Shape A&P spend based on insights, analytics, market nuances, and commercial strategy.
• Create customer-specific programs based on MBP's/National Calendar activity and deploy national programs into actionable priorities for distributors and brokers.
• Lead planning activities and contribute to the annual operating plan and ongoing business reviews.

Requirements

• Progressive sales and people management experience, ideally in a 2- or 3-tier market environment.
• Understanding of Pennsylvania Liquor Control Board operations and route-to-market complexities.
• Experience in team leadership, mentoring, and talent development.
• Proficiency in forecasting, budgeting, and financial control management, including experience with planning systems like Anaplan.
• Trade Marketing and/or Brand Management experience, including Key Account and Shopper marketing execution.
• Insight into both On and Off Trade business drivers and growth strategies.
• Strong influencing and negotiation skills within a sophisticated, matrixed corporate environment.

Nice to Have

• Experience working with retail and wholesale channels in the beverage alcohol industry.
• Knowledge of market assessment tools and data analysis techniques.
• Familiarity with regulatory considerations in the beverage alcohol sector.

Qualifications

• Educational background or experience in sales management, preferably in beverage or consumer goods industries.
• Experience with financial planning and analysis tools.
• Proven ability to develop and execute strategic sales plans.

Benefits & Perks

• Competitive salary range between $144,750 and $241,250.
• Eligibility for additional rewards including annual incentive payments and stock awards.
• Comprehensive healthcare benefits, retirement plans, short-term and long-term disability coverage, basic life insurance, wellness benefits, and parental leave.
• Flexible working arrangements including part-time and compressed hours.