Director, Military, Drug and Regional

Diageo; Virginia (MN); On-site; USD 150,000 - 250,000; Full time

Job summary

Diageo seeks a Director for the Military Channel & Regional Accounts to guide the commercial strategy across the Military channel and oversee key regional retail partners. You will shape long-term customer plans, lead national negotiations and coach a high-performing team delivering exceptional commercial results.

The role requires deep Military Channel expertise, superb relationship building with customers, distributors, brokers and internal teams, and travel approx.

Qualifications

• Significant experience leading national Military channel relationships.
• Proven success developing Business Plans and negotiating complex customer agreements.
• Strong understanding of the three-tier beverage system and distributor management.

Responsibilities

• Own the national Military channel strategy across AAFES, NEXCOM, CGX and MCX, driving growth across Spirits globally.
• Lead annual Business Plans with Military customers and broker partners.
• Lead commercial planning, promotions and annual negotiations.
• Collaborate with our military broker to ensure flawless execution across Military channel globally.
• Identify emerging consumer trends and growth opportunities unique to the Military channel.

Skills

Military channel leadership

National account management

Negotiation

Distributor management

Strategic planning

Team leadership

Commercial acumen

Relationship building

Travel availability

Education

Bachelor's degree

Tools

Circana

Nielsen

Syndicated data

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 and Guinness to Tanqueray, Smirnoff and Don Julio, we craft brands chosen for life’s moments — from everyday connections to landmark celebrations.

Job Description

Director, Military, Drug and Regional

Location

Dallas, Texas or Norfolk, VA

About The Function

Sales is where our brands meet the real world.

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 Director, Military Channel & Regional Accounts is responsible for leading the company's commercial strategy across the Military channel while overseeing a portfolio of key regional retail customers.

This is a highly visible leadership role responsible for driving sustainable growth across one of the organization’s most strategic and unique routes to market. You'll shape long-term customer strategy, lead national negotiations, influence distributor execution, and coach a high-performing team focused on delivering outstanding commercial results.

Success in this role requires deep Military Channel expertise, exceptional customer leadership and the ability to build strong partnerships across customers, distributors, brokers and internal commercial teams. While Military experience is essential, familiarity with regional grocery and package liquor chains will enable you to maximize growth across the broader portfolio.

Military Channel Leadership (Spirits Portfolio)

• Own the national Military channel strategy across AAFES, NEXCOM, CGX and MCX, driving growth across Spirits globally.
• Develop annual Business Plans with Military customers and broker partners.
• Lead commercial planning, innovation launches, promotional strategy and annual negotiations.
• collaborate with our military broker to ensure flawless execution across Military channel globally.
• Identify emerging consumer trends and growth opportunities unique to the Military channel.

Regional Retail and Military Leadership (Beer Portfolio)

Lead a portfolio of strategic regional grocery and regional customers, including HEB, Publix, Wegmans, Food Lion, BevMo/Go Brands, WinCo Foods, Raley's and all 4 branches of the Military for the beer portfolio, among others. Build customer-centric growth plans that strengthen market position and create long‑term value.

Lead a Winning Team

You’ll lead and develop a team of four Key Account Managers responsible for Military Beer and strategic regional customers. This role calls for an inspiring leader who creates accountability, develops talent and builds a culture of commercial excellence. You'll play a critical role in shaping the next generation of leaders while driving exceptional business performance.

Experience/skills Required

• Significant experience leading national customer relationships within the Military channel (AAFES, NEXCOM, MCX, CGX, DeCA or similar).
• Proven success developing Business Plans and negotiating complex customer agreements.
• Strong understanding of the three‑tier beverage alcohol system and distributor management.
• Experience leading and developing high‑performing sales teams.
• Exceptional commercial acumen, influencing and negotiation skills.
• Maintain a strong presence in the market by building relationships with customers, competitors and consumers. Stay connected to evolving customer priorities, competitive activity and consumer trends to identify new growth opportunities. Travel approximately 40–50%.

Preferred

• Min of 5yrs of experience in sales and customer management across nat/reg customers, with Military Channel customer management experience preferred
• Experience managing regional grocery or package liquor chains.
• Experience working with Military brokers.
• Proficiency with Circana, Nielsen and syndicated data.
• Bachelor's degree.

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.

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.

Worker Type

Regular

Primary Location

Off Site Texas

Additional Locations

Off Site Virginia

Job Posting Start Date

2026-09-23

Salary Range

TEXAS: SALARY RANGE IS FROM $150,000 TO $250,000 (ANNUAL)

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.