Director of Sales- Wine and Spirits

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 needs and challenges.
• Demonstrated diligence and ability to follow through on all commitments (internal and external stakeholders).
• Excellent written and oral communication skills and must be able to communicate effectively across all levels of the organization.
• Demonstrated ability to achieve performance goals with a minimum of direction.
• Proven analytical skills and understanding of syndicated data and its applicability to the wine & spirits category is required.
• Management and leadership skills enough to effectively build and develop capabilities of resources under his/her supervision to meet business objectives.
• Computer literacy with the ability to learn and use various software including Microsoft Word, Excel and PowerPoint, IRI and e-mail programs.
• Demonstrated technical skills required for the preparation of professional and effective sales presentations.
• Ability to travel a minimum of 50% of his/her working time, including up to 5 hrs driving time.

Preferred Qualifications

• Management skills in order to effectively develop the skills and capabilities of resources under his/her supervision to meet business objectives (if applicable).

Physical Requirements/Work Environment

• Work Environment:
  • Must be able to stand, walk, sit.
  • Must be able to move up to 55 lbs.
  • Use hands to handle or feel; reach with hands and arms.
  • Climb or balance stairs/ladders.
  • Stoop, kneel, crouch or crawl; talk and hear.
  • Must have close vision, distant vision, and ability to adjust focus, peripheral vision.
  • Must be able to stand for extended periods of time.
  • Must have a valid driver’s license, be able to drive a car and travel via plane/train as needed.
  
  
• Must be at least 21 years of age. Must be able to sit and/or stand for long periods of time and work on a computer for extended periods. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Location
Los Angeles, California

Additional Locations
Long Beach, California, San Diego, California, San Francisco, California

Job Type
Full time

Job Area
Sales

The salary range for this role is:
$155,200.00 – $253,200.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. Our compensation is based on cost of labor. For remote locations or positions open to multiple locations, the pay range may reflect several US geographic markets, including the lowest geographic market minimum to the highest geographic market maximum. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but not limited to, the prevailing minimum wage for the location, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs. At Constellation Brands, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

Equal Opportunity

Constellation Brands is committed to a continuing program of equal employment opportunity. All persons have equal employment opportunities with Constellation Brands, regardless of their sex, race, color, age, religion, creed, sexual orientation, national origin or citizenship, ancestry, physical or mental disability, medical condition (cancer or genetic characteristics), marital status, gender (including gender identity or gender expression), familial status, military or veteran status, genetic information, pregnancy, childbirth, breastfeeding, or related conditions (or any other group or category within the framework of the applicable discrimination laws and regulations).

Not sure you meet all qualifications? Research shows that women and members of other under-represented groups tend to not apply to jobs when they think they may not meet every qualification, when, in fact, they often do! We are committed to creating a diverse and inclusive environment and strongly encourage you to apply.

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