Senior Director, Commercial

Dreaming big is in our DNA. It’s who we are as a company. It’s our culture. It’s our heritage. And more than ever, it’s our future. A future where we’re always looking forward. Always serving up new ways to meet life’s moments. A future where we keep dreaming bigger. We look for people with passion, talent, and curiosity, and provide them with the teammates, resources and opportunities to unleash their full potential. The power we create together – when we combine your strengths with ours – is unstoppable. Are you ready to join a team that dreams as big as you do?

SALARY: $160,000–$190,000 bonus and long-term incentive eligible

LOCATION: PA-largest markets are Philly and Pittsburgh (will need to reside in Philly or Pittsburgh)

COMPANY:   
Michelob ULTRA. Cutwater Spirits. Budweiser. Kona Brewing Co. Stella Artois. Bud Light. That’s right, over 100 of America’s most loved brands, to be exact. But there’s so much more to us than our top-notch portfolio of beers, seltzers, and more. We are powered by a 19,000-strong team that shares our passion to create a future with more cheers. We look for people with talent, curiosity, and commitment and provide teammates, resources and opportunities to unleash their full potential. The power we create together – when we combine your strengths with ours – is unstoppable. Are you ready to join a team that dreams as big as you do?  

ROLE SUMMARY:   
Lead the Commercial Strategy for your territory, PA, the largest territory in the Northeast Region. Manage a team of 12 direct reports,12 main house wholesalers and 4 non equity wholesalers from Philadelphia to Pittsburgh.

Manage the Pricing and Commercial Strategy for Retail chains + Indy Channel. 

Using a strategic, forward-thinking mindset, elevate AB’s role & presence with wholesalers in your specific market. Support wholesalers while driving commercial ownership and strategic oversight of the annual business plan.  

JOB RESPONSIBILITIES:  

• Lead the Commercial strategy for your territory, aligned with the strategic vision of the organization and demonstrate ambition and ability to deliver meaningful and consistent results  

• Build strong business relationships with key wholesalers and internal partners and ensure a alignment between company and customer objectives  

• Oversee Commercial plan development, Wholesaler Joint Business Plans (WJBP), and critical Commercial processes, including but not limited to:   

• Pricing strategy development & price increase sell-in  

• Cents per case audits  

• Forecasting Reviews  

• Manage end-to-end Wholesaler Management and relationships, including Wholesaler planning & performance routine/meetings (innovation, channel, and non-alc), Trimester planning & strategy implementation, and AOE & WEA assessments  

• Oversee and own the Sales, Share and Financial performance of dedicated main house wholesalers  

• Provide routine report-outs through the Sales Performance Reviews with senior management  

• Understand the market dynamics and industry-specific trends and landscapes to bring new insights and solutions to drive results and lead future growth   

• Manage the several Sports and experiential Sponsorships on the territory, negotiate wholesaler contributions and activation responsibilities

• Build a vision that inspires and motivates people around you, prioritizing development of our people and driving excellence amongst the team which is essential to Leading Future Growth   

• Full understanding and ability to leverage tools at your disposal to provide strategic oversight of the business: IRI, CSR, Business Objects, VIPR, RMIS, etc.  

• Support and manage pilot projects on an ad-hoc basis  

• Consistently models key leadership capabilities: an ownership mindset, drives transformation, thinks long-term, communicates effectively, culture ambassador, and prioritization of our people  

JOB QUALIFICATIONS: