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Dallas, Texas, United States · On-site
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Dallas, Texas, United States · Remote OK
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Dallas, Texas, United States · On-site
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Dallas, Texas, United States · On-site
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Dallas, Texas, United States · On-site
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Dallas, Texas, United States · On-site
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The Director is accountable for achieving the annual financial plan and growth targets for Military and Regional Grocery/Package Liquor accounts. This includes leading a team of Key Account Managers and managing strategic relationships with major retailers and distributors.
A bachelor's degree and at least 5 years of experience in sales and customer management are required, with preference for military channel experience. Candidates must possess strong leadership skills and proficiency in sales analytics tools like Circana and Nielsen.
Job Description :
Job Title
Director, Military and Regional Accounts
Location: Dallas, Texas
Level: L4
With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your enthusiasm and use your curiosity as you explore, collaborate and innovate.
Together with dedicated people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter future.
Join us to create a career worth celebrating!
Purpose/Scope of Role:
The Director Military and Regional Grocery & Package Liquor is accountable for achieving the overall FY Plan within the assigned customer base. Responsibilities encompass developing and executing annual customer plans for designated accounts. This role leads Diageo's sales efforts, ensuring delivery of annual NSV, profit targets, share goals, tactical priorities, and advancing people development. The Director maximizes the performance of Diageo’s total portfolio of brands within the designated accounts through the execution of priority sales levers, including distribution, availability, assortment, pricing, promotion, visibility, merchandising, and execution excellence to deliver sustainable growth and outstanding customer experiences.
Responsibilities:
Strategic Leadership: Develop and execute the Global Military (Spirits + Beer) & Regional Grocery/Package Liquor (Beer Only) strategies, shaping the annual planning process across key customers operating across multiple markets in the US and abroad (Military). Lead the alignment of growth objectives, innovation priorities, and category expansion opportunities.
Customer Relationship & Business Management: Build and nurture enduring relationships with each customer grounded in a deep understanding of their business models and priorities that position us as the supplier of choice and trusted partner, delivering exceptional customer experiences, creating shared value, and identifying opportunities for long-term growth. Negotiate and implement joint business plans with HEB (and Publix as a secondary JBP potential account). This Director role will have the Military (spirits) channel and it’s four branches as a direct call point responsibility while managing 4 Key Account Managers who will be responsible for Military (beer) and key regional accounts including but not limited to Publix, HEB, Food Lion, Wegmans, Stater Bros, BevMo/Go Brands, Hannaford, ABC, SEG, Raleys, WinCo Foods, etc…
Team Leadership: Lead and develop a team of 4 direct reports. Two NAMs covering Costco regions (East/West) and one covering Sam’s Club and BJ’s Wholesale Club. This role will require a hands-on leader who sets a high bar, leans into coaching, and builds a true performance-driven culture. You’ll be expected to elevate capability, sharpen commercial instincts, and actively grow the next generation of NAM talent. The team will look to you for clear standards, real-time feedback, and the structure needed to win consistently.
Cross‑Functional & Distributor Collaboration: Work closely with Performance Management, Chain Development, Shopper Marketing, Category Development, Revenue Management, Supply, Region Field Teams, Military Broker and both spirits and beer distributor partners to drive alignment and ensure cohesive, best‑in‑class execution across the assigned accounts. Maintain strong connectivity with key retailers.
Market Presence: Maintain a strong market presence, staying close to key customers (retailer, broker and distributor), competitors, and consumers (the 3 C’s), with travel estimated at 40-50%.
Execution Excellence: Ensure this team works closely with our distributors (and Military Broker) and regions across spirits and beer to drive the highest level of execution across the accounts.
Commercial & Financial Management: Manage your allocated A&P & Fixed Trade Spend budget to drive consistent growth across the accounts. Monitor performance against targets, identify course‑correcting actions, and drive share, distribution, and velocity growth. Lead planning processes and negotiations with key retailers.
Opportunity & Risk Assessment: Lead ongoing assessment of opportunities and risks to ensure delivery of plan. Maintain upmost accuracy and discipline across forecasting, promotional planning, M&E processes and budgets.
Experience / skills required:
Bachelor’s degree required
Min of 5yrs of experience in sales and customer management across nat/reg customers, with Military Channel customer management experience preferred
Strong leadership and coaching capabilities with experience managing direct reports
Proactive self-starter who thinks and acts like an owner, with a strong track record of bringing imaginative ideas to life
Exceptional communication, negotiation, and presentation skills
Proficiency in sales analytics; experience with Circana and Nielsen preferred
Expertise in data analysis, business math, and fact‑based selling
Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re supported to handle your wellbeing and balance your priorities from day one.
We recognize and value performance, offering our people an attractive Rewards and Benefits package.
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive environment, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive environment that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mentalities, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to new heights and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you!
If you require a reasonable adjustment, please ensure that you gather this information when you submit your application.
Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money.
Minimum Salary
$144,750.00
Maximum Salary
$241,250.00
Worker Type :
RegularPrimary Location:
Off Site TexasAdditional Locations :
Diageo North America Dallas TexasJob Posting Start Date :
2026-06-30Diageo's official LinkedIn account. We're a global leader in premium drinks, across spirits and beer, a business built on the principles and foundations laid by the giants of the industry. With over 200 brands sold in 180 countries, our portfolio has remarkable breadth. From centuries-old names to exciting new entrants, and global giants to local legends, we're building the very best brands out there, and with over 30,000 talented people based in over 135 countries, we're a truly global company. With such diversity, we're able to truly represent our broad consumer base and think differently about the future. To maintain our position as leaders in the alcoholic beverage market, we always invest in the future and are mindful of the impact we have. Because just like the legends of our past, we're here to raise the bar – for people as well as the planet.
Offices: Lakeside Drive, Park Royal, London, NW10 7HQ, GB · 162 Blues Point Rd, Sydney, NSW 2060, AU · 24440 W 143rd St, Plainfield, IL 60544, US · Banbeath Place, Leven, Scotland KY8 5HD, GB · 396 Alhambra Circle, Coral Gables, FL 33134, US
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