Sr. Director- RGM Market Lead

Job Description

Position Summary

As the Revenue Growth Management (RGM) Markets Lead at Constellation Brands, Inc.’s Beer Division, you will play a crucial role in translating overall RGM vision and direction into market-centric strategies and stewarding implementation with commercial leadership across Beer Business Units (BU) and specific customer accounts. You will be responsible for leading the team operationalizing the Beer Division’s pricing, promotion, and price pack architecture strategies in local markets to realize Division financial objectives. You will serve as the voice of RGM across BU and National Account leadership and facilitate executive buy-in for RGM efforts, as well as develop cross-functional partnerships with key stakeholders, both internal and external, across BUs. You will elevate market-level insights and performance outcomes and identify opportunities to RGM, Finance, and Beer leadership to shape Beer Division’s pricing, promotion, and price pack architecture strategies and continue to position Constellation Brands for growth. The position requires deep knowledge of consumer goods and specifically beverage alcohol industry dynamics with an understanding of the three-tier distribution system; a strong analytical mindset and orientation; and exceptional communication skills, particularly translating analytical insights into compelling, influential narratives.

Responsibilities

Set RGM strategic direction and operating approach at a BU and market level: Translate national RGM strategy and define, communicate, and implement strategic roadmap for RGM organization to deliver BU-level financial and RGM goals. Strategic priorities for RGM include but are not limited to optimize BU sales and profitability; expand and mature in-market RGM strategy, operations, and analytical capabilities; and deepen market-specific connectivity and knowledge. Directly partner with BU and key distributor decision-makers to embed RGM insights and analysis into key business processes.

Collaborate cross-functionally within BU and across account teams: Build relationships and work closely with key functions within BUs, including Sales, Commercial Finance, Field Marketing, and IDS to operationalize RGM strategies and deliver market financial goals. Collaborate closely with teams generating key data insights (competitor, consumer) to ensure connectivity with RGM analysis and recommendations and alignment to in-market dynamics. Maintain close coordination with BU Sales National Accounts to develop pricing / product proposals for key accounts.

Operationalize pricing, product, and channel strategy: Manage RGM Market Team that deploys integrated, and data driven pricing, product, and channel / distributor / customer strategies, in collaboration with BU commercial teams. Partner with RGM Center of Excellence to integrate market dynamics and performance insights into strategy design and refine opportunity quantification and evaluation KPIs.

• Pricing: Guide team on collaborating with BU Sales and Commercial Finance leadership, utilizing pricing analytical tools and techniques, to tailor and operationalize national pricing strategy recommendations. Coach team to identify market and/or customer-specific opportunities. Evaluate the risk profile of proposed pricing tactics / initiatives.
• Promo: Translate national Promo playbook and guidelines to meet market-level requirements and implement with BUs through distributor partners. Support prioritization and assessment of strategic promotions that support strategic goals across BUs and/or key customer accounts.
• Price Pack Architecture (PPA): Guide strategic implementation of PPA playbook across BUs and/or key customer accounts to address market-level opportunities. Lead outcomes assessment and optimization of PPA strategy.

Develop and communicate actionable market / competitive insights: Guide team to identify key opportunities / insights across financial, market, competitor, and consumer data. Guide team to translate insights into actionable and compelling recommendations. Enable CBI Sales teams to influence distributor partners and key customers / accounts to implement the recommendations in market. Empower better decision-making by proactively integrating local market and/or brand dynamics into market-level RGM strategies.

Deepen connectivity between RGM and in-market commercial teams and key stakeholders: Lead the development and implementation of RGM Market Team to drive RGM strategies in BUs. Lead connection between BU and RGM teams, connecting the dots across processes, capabilities, and tools to help drive better decision making and strategies. 

Facilitate RGM tool implementation and reporting in-market: Partner with IDS and COE Tools & Reporting Leads to e