Job Description :Director, WalmartLocation: Bentonville, Arkansas
Level: L4
Reports To: Vice President, Strategic Accounts - Off Premise
Direct Reports: Two Customer Business Managers
COMMERCIAL PHILOSOPHY, PURPOSE & CUSTOMER ENVIRONMENTCommercial Philosophy Know Their Business Like It's Ours. At Diageo Strategic Accounts, we believe the strongest customer partnerships are built through deep business understanding, disciplined commercial leadership, and measurable value creation.
With Walmart, success is achieved by connecting category leadership, shopper insight, operational excellence, and commercial execution to help Walmart deliver on its promise of Everyday Low Price, Every Day Low Cost, and an exceptional omnichannel shopping experience.
We earn the right to become Walmart's trusted growth partner by creating solutions that strengthen both Walmart's business and Diageo's long-term performance.
Purpose of the Role The Director, Customer Business Team serves as the General Manager for Diageo's Walmart Spirits and Beer business.
The role is accountable for leading enterprise customer strategy, commercial performance, organizational capability, and executive customer relationships while developing a high-performing commercial team that consistently delivers profitable growth across Walmart's physical and digital ecosystem.
Success is measured through business performance, customer partnership, organizational capability, and long-term value creation.
About the Role The Director leads Diageo's end-to-end commercial relationship with Walmart across the Spirits and Beer portfolios.
Working closely with Walmart merchants, replenishment teams, omnichannel partners, supply chain leadership, and distributor organizations, the Director develops integrated commercial strategies that strengthen category performance while advancing Diageo's long-term growth ambitions.
The role requires balancing strategic customer partnership, disciplined financial management, operational excellence, and organizational leadership within one of the world's most sophisticated retail environments.
Customer Environment Walmart operates at unmatched scale, requiring disciplined planning, operational precision, and enterprise collaboration.
Success requires leadership across:
The Director is expected to build enterprise relationships that enable Diageo to become Walmart's preferred category growth partner.
COMMERCIAL LEADERSHIP EXPECTATIONS 1. Lead With Their Business Lead enterprise understanding of Walmart's strategy, operating model, financial priorities, shopper expectations, and omnichannel evolution.
Create customer strategies that support Walmart's objectives while strengthening Diageo's long-term business.
What Great Looks Like The team consistently leads discussions around Walmart's business before Diageo's brands.
2. Transform Insight Into Strategy Convert shopper, category, customer, and marketplace insight into scalable enterprise commercial strategies.
Lead Annual Operating Planning, Joint Business Planning, modular reviews, innovation strategy, pricing architecture, and omnichannel growth planning.
What Great Looks Like Commercial strategies create measurable customer value while aligning resources across the broader Diageo organization.
3. Quantify Every Recommendation Ensure every recommendation clearly demonstrates customer value.
Connect commercial initiatives to:
What Great Looks Like Every recommendation strengthens Walmart's business case while advancing Diageo growth.
4. Win Through Execution Build the commercial operating system that consistently delivers execution excellence across Walmart.
Coordinate internal teams, distributors, replenishment, customer operations, supply chain, and field execution.
Create organizational discipline around planning, execution, and accountability.
What Great Looks Like Execution becomes predictable, scalable, and recognized as a competitive advantage.
5. Bring the Proof Create an organizational culture grounded in disciplined performance management.
Lead business reviews, customer scorecards, investment optimization, forecasting, and continuous improvement.
What Great Looks Like Commercial decisions improve because every investment is measured and every learning informs future strategy.
6. Shape What's Next Represent Walmart's voice throughout Diageo.
Influence:
What Great Looks Like Customer insight shapes enterprise commercial thinking well beyond the Walmart business.
CUSTOMER ENGAGEMENT & ORGANIZATIONAL EXCELLENCE The Director establishes the commercial standards that define how Diageo engages Walmart.
Every interaction should demonstrate preparation, financial credibility, operational excellence, and customer-first thinking.
The Director is responsible for creating organizational consistency across all customer engagements.
Expectations - Customer-specific business reviews
- Executive-ready storytelling
- Fact-based recommendations
- Clear financial rationale
- Action-oriented follow-up
- Cross-functional alignment
Every recommendation should answer one question:
"How does this make Walmart's business stronger?" PEOPLE LEADERSHIP & COMMERCIAL CAPABILITY The Director develops the commercial capability of the Walmart Customer Business Team.
Responsibilities include:
- Coaching two direct reports
- Building strategic thinking capability
- Developing financial acumen
- Strengthening executive communication
- Driving cross-functional leadership
- Building an inclusive, high-performing culture
The Director creates the commercial operating rhythm that enables sustained excellence.
LEADERSHIP EXPECTATIONS The Director models enterprise commercial leadership by:
- Knowing Walmart's business like it's our own.
- Leading with customer outcomes.
- Transforming insight into enterprise strategy.
- Building organizational capability.
- Influencing through collaboration.
- Creating clarity through disciplined communication.
- Developing future commercial leaders.
- Driving continuous improvement.
- Representing Walmart's voice throughout Diageo.
QUALIFICATIONS, SUCCESS MEASURES & ROLE SCOPE Professional Experience Demonstrated success leading enterprise customer businesses within large-scale retail environments.
Experience managing complex commercial organizations, executive customer relationships, cross-functional teams, and organizational capability.
Proven leadership of large customer P&Ls and strategic planning.
Measures of Success Business Customer Organization - Cross-functional Alignment
Enterprise - Organizational Capability
Role Scope The Director serves as the enterprise commercial leader for Diageo's Walmart Spirits and Beer business.
Responsibilities include:
- Overall Spirits & Beer P&L
- National customer strategy
- Executive Walmart relationships
- Cross-functional leadership
- Commercial investment stewardship
- Organizational capability development
- Enterprise customer influence
Success requires balancing enterprise customer strategy, organizational leadership, commercial excellence, and people development to deliver sustainable growth for Walmart and Diageo.
Flexible Working Statement:Flexibility is key to our success. Talk to us about what flexibility means to you, so that you're supported to handle your wellbeing and balance your priorities from day one.
Rewards & Benefits Statement:We recognize and value performance, offering our people an attractive Rewards and Benefits package.
