Channel Manager, Barrels & Bulk Sales

diageo; Plainfield (IL); On-site; USD 120,000 - 170,000; Full time

Job summary

Diageo seeks a Bulk Whiskey & Barrel Channel Manager to drive bulk whiskey sales and manage the barrel supply chain across North America and global markets.

The role combines strategic planning, relationship management and operational execution to deliver growth and profitability, requiring deep industry knowledge and strong negotiation skills.

Qualifications

• Bachelor's degree in business, Marketing, Supply Chain, or related field; MBA preferred.
• 8–10 years in spirits or beverage alcohol industry with focus on bulk sales and/or supply chain management.
• Passion for and knowledge of bourbon.
• Operations experience in distillation and/or bulk sales (min 3 years), ideally 10 years in spirits industry.
• Strong leadership to manage barrel procurement and bulk sales support/customer service.
• Proven ability to develop strategies, manage pipelines, and close high-value deals.
• Advanced financial and analytical expertise guiding operational decisions.
• Cultivate partnerships to enhance efficiency and service levels.
• Understanding of supplier management and category strategy development.
• Strong contract management and pricing strategy capabilities.
• Able to interpret market trends and present data for decisions.
• Excellent communication across formats; travel and scheduling flexibility.
• Meticulous attention to detail in distillation processes and contracts.

Responsibilities

• Develop and implement a comprehensive bulk whiskey sales strategy aligned with business objectives.
• Oversee barrel procurement strategy and supplier relationships to ensure consistent supply and quality.
• Manage barrel sales programs for external customers, including pricing, contracts and delivery coordination.
• Build and maintain strong relationships with key accounts, suppliers, and contract distillation partners.

Skills

Leadership

Negotiation

Strategic sales

Data analysis

Communication skills

Travel flexibility

Education

Bachelor's degree in business, Marketing, Supply Chain, or related field

MBA preferred

Tools

SAP ERP

CRM systems

Microsoft Office

Job description

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 anda 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 setting the standard 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

Procurement shapes how we build and grow our brands through the partnerships, services and materials that support our business.

Managing over £12bn of spend, this team works across our global supply chain to bring value, drive efficiency and support sustainable growth. From supplier partnerships to innovation, their work has a direct impact on the quality and success of our brands.

You’ll collaborate with teams and partners around the world, helping deliver solutions that meet today's needs while shaping what comes next.

About this role

The Bulk Whiskey & Barrel Channel Manager is responsible for driving commercial success in two critical areas: bulk whiskey sales and barrel supply chain management. This role combines strategic planning, relationship management, and operational execution to deliver sustainable growth and profitability. The ideal candidate will have deep industry knowledge, strong negotiation skills, and the ability to manage complex supply and sales channels across North America and global markets.

Key Responsibilities

Bulk Whiskey Sales

• Develop and implement a comprehensive bulk whiskey sales strategy aligned with business objectives.
• Identify and target potential bulk customers, including distillers, brand owners, wholesalers, and retailers.
• Manage the full sales cycle: prospecting, quoting, contract negotiation, and order fulfillment.
• Set pricing strategies and negotiate high-value contracts to optimize profitability.
• Monitor market trends and competitor activity to identify growth opportunities.
• Prepare regular reports on sales performance, customer activity, and inventory movement.

Barrel Supply Chain & Sales

• Oversee barrel procurement strategy and supplier relationships to ensure consistent supply and quality.
• Collaborate with global procurement, supply chain, and manufacturing teams to align barrel availability with production and sales needs.
• Manage barrel sales programs for external customers, including pricing, contracts, and delivery coordination.
• Ensure compliance with all regulatory requirements and internal governance processes for barrel transactions.

Client & Partner Relationship Management

• Build and maintain strong relationships with key accounts, suppliers, and contract distillation partners.
• Serve as the primary point of contact for bulk whiskey and barrel customers, ensuring exceptional service and satisfaction.
• Represent the company at industry conferences, trade shows, and events to promote offerings, capture market intelligence, and build strategic relationships.

Experience/skills required:

• Bachelor's degree in business, Marketing, Supply Chain, or related field; MBA preferred.
• Minimum 8-10 years in spirits or beverage alcohol industry with a focus on bulk sales and/or supply chain management.
• A passion for and knowledge of the bourbon industry.
• Prior operations experience in distillation and/or bulk sales(minimum 3 years), ideally 10 years in spirits industry
• Strong leadership skills to manage and coach others handling barrel procurement and bulk sales support/customer service.
• Proven ability to develop strategies, manage pipelines, and close high-value deals.
• Apply advanced financial and analytical expertise to guide operational decisions, ensuring alignment with long-term business objectives and profitability goals.
• Cultivate and strengthen strategic partnerships that enhance operational efficiency and deliver exceptional customer service standards.
• Understanding of supplier management and category strategy development and execution.
• Strong contract management and pricing strategy capabilities.
• Skilled in interpreting market trends and demonstrating data for decision-making.
• Exceptional communication skills across all formats-oral, written, virtual, and in-person-ensuring clarity and influence in every interaction.
• Demonstrated flexibility with travel and scheduling, including the ability to work evenings and weekends to meet customer needs and deliver on commitments.
• Meticulous attention to detail, with precision as a strength in distillation processes and contract management.
• Proficiency in Microsoft Office, SAP ERP and CRM systems.

Travel Requirements

Domestic Travel: Frequent travel across North America to visit suppliers, customers, and manufacturing sites.

International Travel: Periodic travel t