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: $162,400 - $192,850, bonus and long-term incentive eligible

COMPANY:  

We are home to the nation’s most iconic beer and beyond beer brands, including Michelob ULTRA – America’s #1 top-selling beer – as well as Busch Light, Budweiser, Bud Light, Stella Artois, Cutwater Spirits, and industry-leading craft brands. From our longstanding efforts to support American farmers, military, veterans, and first responders, to emergency drinking water donations and responsible drinking programs, we are guided by our commitment to the communities we call home and the 65,000 hardworking Americans who bring our beer to life. We are powered by a team that shares our passion to create a future with more cheers. Are you ready to join a team that dreams as big as you do?

ROLE SUMMARY:  

Partner directly with dedicated main house wholesalers, cultivating a strategic relationship at a higher level of the wholesaler organization. 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  

• 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: 

• Bachelor’s Degree highly preferred

• 10+ years of Sales and/or Marketing experience preferably in the beverage or consumer package goods industry; brings thorough knowledge of company products and industry best practices 

• Ability to understand and develop strategic direction and plans to drive results 

• Strong leadership skills with the ability to develop and engage people to build a high-performance sales team 

• Strong internal and external customer service and communication skills  

• Demonstrated ability to build and maintain relationships with employees, customers, and all external partners 

• Ability to thrive in a highly c