Regional Key Account Manager - FL

About us  

With over 200 brands sold in nearly 180 countries, Diageo is home to some of the world’s most iconic drinks. From Johnnie Walker and Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life’s moments — from everyday connections to landmark celebrations. 

Bring your talent, curiosity and ambition, and strive for your personal best alongside people who challenge, support and learn from each other. Together, as one outstanding team, we keep learning, improving and raising the bar for our brands, our business and each other. 

Join us and play your part in making life’s moments mean a little more. 

About the Function

 Sales is where our brands meet the real world. 

This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter. 

It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.

About this role

The Regional Account Manager is responsible for leading the strategic development, selling, and execution of Diageo’s Spirits portfolio across assigned regional and national grocery customers. This role is pivotal in delivering commercial growth through strategic planning, customer programming, cross-functional collaboration, and flawless in-market execution.

You will serve as the key point of contact between the customer, Diageo’s internal teams, and distributor partners—developing customized joint business plans, driving programming and innovation sell-in, and ensuring business objectives are met across volume, revenue, share, and distribution.

Key Responsibilities

Commercial Strategy & Customer Planning

• Develop and execute Annual Operating Plans (AOP) for assigned accounts, aligning Diageo and customer growth goals.
• Build and maintain strong customer relationships across buying, merchandising, marketing, operations, and executive teams.
• Lead development and sell-in of quarterly programming, assortment reviews, and innovation launches to support the annual plan.
• Drive value creation through price mix optimization, promotion, and visibility.
• Assess risks and opportunities throughout the year and take corrective actions as needed to achieve goals.

Cross-Functional Leadership

• Serve as the hub between sales, shopper marketing, category development, eCommerce, insights, and business development teams to deliver holistic customer solutions.
• Collaborate with distributor key account personnel and Diageo Chain Development Directors to ensure local market alignment and execution.
• Partner with finance to manage and optimize A&P and trade spend—ensuring investments are aligned with customer and brand priorities and deliver strong ROI.

Performance Management & Analytics

• Deliver on key metrics: volume, net revenue, price mix, market share, distribution, and ROI.
• Track and analyze performance using internal and syndicated data sources (e.g., IRI, Nielsen, Circana).
• Lead monthly Business Performance Management (BPM) reviews and quarterly business assessments to report progress and guide future planning.
• Present results and strategic recommendations to internal stakeholders and senior leadership.

Key Outputs

• Achievement of volume, revenue, and market share targets
• Execution of tailored, customer-specific joint business plans
• Effective management of budgets and promotional investment
• Flawless execution of innovation launches and programming
• Development of robust relationships with key customers and distributor partners
• Regular business reviews and cross-functional performance reporting

Experience/skills required

• Bachelor’s degree required; MBA or equivalent business experience preferred
• 5+ years of experience in customer/account management within CPG, Beverage Alcohol, or a 3-tier sales environment
• Proven success in developing customer strategies, delivering results, and managing complex accounts
• Strong commercial acumen with budgeting, negotiation, and ROI management skills
• High proficiency in fact-based selling using data and insights (e.g., Nielsen, IRI, customer loyalty data)
• Exceptional communicator and influencer, capable of aligning multiple internal and external stakeholders
• Demonstrated ability to lead cross-functional teams and manage distributor collaboration across Open, Control, and Franchise states
• Must be comfortable with moderate to heavy travel (30–40%) for market visits, customer meetings, and program execution oversight

Working with Us 

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one. 

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package including:  

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible. 

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team. 

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more. 

Ready to bring your best? This could be your opportunity. 

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application. 

Recruitment Scam Warning 

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. 

At Diageo certain roles are eligible for additional rewards, including annual incentive payment and stock awards. US-based employees are eligible for healthcare benefits, retirement benefits , short-term and long-term disability coverage, basic life insurance, wellness benefits and industry leading parental leave, among others.  (Benefits/perks listed may vary depending on the nature of your employment with Diageo and the country where you work.)  The salary range displayed is the salary range for the role’s primary location.