State Manager - CA

Diageo; California; Hybrid; USD 116,000 - 193,000; Full time

Benefits offered by this job

Healthcare

Retirement

Disability coverage

Life Insurance

Wellness benefits

Parental leave

Job summary

Diageo is seeking a State Manager in California to own Total Market performance and lead distributor partnerships. You will drive AOP, depletions and DNSV, coaching distributor managers while partnering with the Sales Director to align market strategies.

The role demands strong leadership, deep market insight, and the ability to translate business plans into action across multiple distributors in the state.

Qualifications

• Experience leading distributor teams across a state market.
• Strong business planning and execution capabilities.
• Excellent relationship management with distributors and internal stakeholders.

Responsibilities

• Owns and delivers the state AOP and market performance.
• Leads distributor partnership development and capacity building.
• Directs BPMs, O&R processes, and ABPs within the fiscal year.
• Drives profitability through market planning, investments and prioritization.

Skills

Leadership

Business planning

Distributor management

Partnership building

Strategic thinking

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. 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

In our Top Tier DBC Markets the State Manager role will have Total Market Ownership in delivery of our DBC Commercial Mission. They will lead the development and delivery of the Market AOP including Depletions/DNSV and Execution Goals. The State Manager will lead the business performance management process internally to the SD/VP of Sales and Externally with Distributor Partners Including: developing AOP, executing BPMs, leading O&R Process, and ABP’s within the Fiscal Year. The State Manager operates in a player-coach capacity, maintaining responsibility for an assigned distributor territory, while providing commercial leadership across an assigned state. This role drives profitable growth through state business planning, Distributor Manager development, distributor partnership leadership, and execution of company priorities. As a key business partner to the Sales Director, the State Manager aligns market strategies, builds organizational capability, and delivers AOP and IBO objectives through others.

Organizational Relationships

Reports To: Sales Director

Direct Reports: Distributor Managers (3) Sales Specialists (4) Key Account Manager: Hispanic Focus (1)

Enthuse Marketing Allies Scope: California State Manager owns Total Market Annual Performance: Depletions of approx. 3.5M CE’s, $81M in DNSV and achievement of Execution Goals across 5 Distributors in Total. Operates in a player-coach capacity, retaining ownership of an assigned market/Distributors while providing leadership across the broader state.

Key Accountabilities

Success in this role is measured through both business performance and the effectiveness, engagement, and development of the Distributor Manager team. State Business Leadership Maintain full ownership of assigned market performance while providing leadership across the broader state. Lead development of an integrated state Annual Operating Plan (AOP) by aligning market-level opportunities, risks, and investment priorities. Partner with DMs to develop plans that support state and regional objectives. Present state business plans, recommendations, and performance updates to the Sales Director to support regional planning and decision-making. Drive achievement of volume, NSV, distribution, innovation, and execution goals across both assigned market and total state. Identify growth opportunities and resource needs across markets and recommend prioritization to the Sales Director.

Leadership & Talent Development

Lead, coach, and develop DMs while continuing to model excellence through management of an assigned market. Conduct regular business reviews, coaching sessions, and field development with DMs. Workday, ARC, AIP process ownership for Team. Build leadership capability through feedback, development planning, and sharing of best practices.

Distributor Leadership

Maintain strategic relationships with distributor leadership within assigned market and across the state. Participate in key distributor meetings and executive-level discussions as needed. Resolve escalated issues and partner with the Sales Director on significant commercial opportunities or risks.

Commercial Performance Management

Monitor market performance, identify trends, and proactively address risks and opportunities. Ensure DMs have actionable plans to deliver AOP commitments. Challenge assumptions and elevate best practices across markets. Provide the Sales Director with consolidated performance insights, recommendations, and escalation of key business issues. Drive accountability for distribution, depletion, display, innovation, and activation performance. Use market insights to recommend execution priorities and resource needs to the Sales Director.

Financial Management

Support state AOP financial planning and performance tracking. Partner with Finance and the Sales Director to evaluate investment effectiveness and resource allocation.

Experience/skills required

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:

Benefits

• healthcare benefits
• retirement benefits
• short-term and long-term disability coverage
• basic life insurance
• wellness benefits
• industry leading parental leave, among others.

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.

Salary

CALIFORNIA: SALARY RANGE IS FROM $115.575 TO $192.625 (ANNUAL)

Employee Benefits (additional)

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.)

Company Overview

With more than 200 brands sold in over 180 countries, we are home to a diverse portfolio of drinks enjoyed around the world. Every day, our talented colleagues bring creativity, expertise and passion to the brands people know and love. From established favourites to exciting new launches, the brands we build are shaped by culture, connected to local communities and made for life’s moments. By understanding our consumers and building strong, trusted relationships with our customers, we help our brands remain relevant, distinctive, and accessible. Our founders, including Arthur Guinness, John Walker and Charles Tanqueray, were visionary entrepreneurs whose ambition and ingenuity helped shape the drinks industry. Today, that pioneering spirit lives on through our people. Join us and you’ll work alongside talented colleagues from around the world, bringing together different perspectives, experiences and specialist skills. Together, you’ll challenge convention, explore new possibilities and help shape a more inclusive and sustainable future. You’ll be empowered to learn, grow, thrive, and make a lasting impact.

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