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Diageo · 2 days ago

Director, Club Channel, U.S. Strategic Accounts

Aliso Viejo, CA

Full-time

Onsite

Director/Executive

$166K/yr - $277K/yr

10+ years exp

Diageo is the world’s leading premium drinks company, known for its extensive portfolio of brands sold globally. The Director of Club Channel will be responsible for developing and executing strategic plans for key customers, managing a team, and fostering strong relationships within the Club channel to drive growth and market presence.

Consumer GoodsFood and BeverageManufacturingWine And Spirits

Responsibilities

Strategic Leadership: Develop and execute the Club channel strategy, shaping the annual planning process across key customers operating in 37 markets, with 75% of the business concentrated in nine priority markets. Lead the alignment of growth objectives, innovation priorities, and category expansion opportunities

Customer Relationship Management: Foster strong partnerships with BJ’s, Costco, and Sam’s Club, grounded in a deep understanding of each customer’s business model and priorities

Team Leadership: Lead and develop a team of 3 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, and distributor partners to ensure cohesive, best‑in‑class execution across the Club channel. Maintain strong connectivity with ten buying offices nationwide

Market Presence: Maintain a strong market presence, staying close to key customers, competitors, and consumers (the 3 C’s), with travel estimated at 25-35%

Execution Excellence: Ensure this team works closely with our distributors and divisions to drive the highest level of execution across the Club channel

Commercial & Financial Management: Manage ~$2M A&P budget and influence ~$425M in RSV. Monitor performance against targets, identify course‑correcting actions, and drive share, distribution, and velocity growth. Lead planning processes and negotiations with Club partners

Opportunity & Risk Assessment: Lead ongoing assessment of opportunities and risks to ensure delivery of plan. Maintain upmost accuracy and discipline across forecasting, promotional planning, and M&E processes

Qualification

Sales analyticsCustomer managementLeadershipData analysisNegotiation skillsCoaching capabilitiesBusiness mathFact-based sellingCommunication skillsPresentation skills