Director of Sales- Wine and Spirits

Job Description

Company Summary

If you have taken a moment to unwind with a bottle of beer, toast with glass of wine, or celebrate with a cocktail, chances are that you have shared that moment with Constellation Brands.  We are passionate producers of iconic beer, wine and spirits brands that consumers love.  From Corona Extra, to Robert Mondavi Wines, to SVEKDA Vodka, we produce over 100 premium brands with sales in nearly 100 countries, making us the number one multi-category beverage alcohol company in the U.S.

Position Summary

The CA Chain Sales Director is responsible for the execution of the annual CA Chain Account business plan with performance measures for sales, distribution execution, new product development and value added programming for Regional & National Chain accounts.  Provides account performance updates on actual results vs. goals on a monthly, quarterly and annual basis.  Maintains a positive working relationship and communication with local decision maker(s), distributors, Constellation Brands Field Sales involved with the account.  Executes the Chain Strategy by utilizing all syndicated data as well as provided internal data to develop fact based presentations / solutions for the CA National & Regional Chain accounts.  Manages budget process to ensure a ROI in accordance with corporate expectations.  This position supervises two to four direct reports responsible for supporting the key assigned account.

Responsibilities

• Functions as the Lead for the assigned CA Chain account(s), within the National Accounts Chain Division for Constellation Brands, Wine & Spirits.

• Responsible for dRev volume, distribution, planner and ad gains in assigned accounts to develop and achieve region sales performance targets 

• Develop annual Collaborative Business Plans, Periodic Tactical Business Plans, and appropriately partner with National Account Team and Regional National Account Managers on the management of Collaborative Business Plans.

• Monitor YTD progress vs. plan and monitors team’s performance against plan; conduct weekly progress checks of distributor performance. 

• Develop pricing strategies through review of (CPRs) competitive pricing reports 

• Manage the selection, staffing, management and development of the Regional National Account Managers he/she supervises in order to meet sales and profit plan.

• Conduct key market visits with distributor chain account management during key weeks and holidays.

• Responsible for conducting quarterly sales calls on key executives and decision makers above the buyer level within the assigned account to secure sales and chain programs on an ongoing basis.

• Manage all Chain account activity to include presentations of sales programs, price leadership programs, value-added programs, product sales information, pricing and business reviews to the local decision maker(s).

• Develop, sell and implement custom created promotional programs for the account.  Coordinate these efforts with the Constellation Brands field sales, marketing departments and distributor personnel.

• Plan, conduct and coordinate Chain strategies and drive accountability at the distributor level.

• Develop and maintain distributor follow-through reports for the purpose of correcting and evaluating any execution and sales issues.

• Communicate, coordinate and follow through with Sr. Sales Director/Region VP/General Managers, National Account Directors and distributor personnel on execution of all chain activity. 

• Aligns with the key National Account Managers/Directors against pricing, key week execution and all business matters that relate to their customer.

• Manage travel, expense and Constellation Brands tactical funds budget allocations, ROI, and other financial responsibilities. Execute against account plans and on premise budget in order to maximize set sales goals.

• Performs additional duties and responsibilities as required.

Minimum Qualifications

• A Bachelor’s degree preferred or equivalent job experience in the consumer products industry.
• A minimum of 10 years National Chain Account sales experience in the beverage alcohol industry with two years of experience at the supplier level.
• Proven track record in building good relationships with customers as well as internal associates.
• Demonstrated ability to take the initiative to gather and use customer feedback to identify customer and market nee