Director - State Sales, On Premise TX

Job Description

Job Description

Company Summary

Constellation Brands is a leading international producer and marketer of beer, wine, and spirits with operations in the U.S., Mexico, New Zealand, and Italy. Our mission is to build brands that people love, pushing boundaries to think beyond today because we believe that elevating human connections is Worth Reaching For. Our Wine & Spirits Division strives to lead the high-end market with a world-class portfolio of premium and fine wines and craft spirits that reflect authenticity, passion, and uncompromising standards-from soil to glass. Our success is powered by a high-performing, entrepreneurial team that moves with agility, works collaboratively, and is driven to win while growing their careers in a dynamic, rewarding environment.

• This role demands a comprehensive understanding of the fine wine and craft spirits marketplace with the ability to communicate between distributor partners, regional teams and national account teams
• Sales leadership with distributors and markets within sales region and owning the local relationship with distributor leaders (Presidents, GM's, VPs)
• Leading sales teams that are responsible for achieving our business objectives and to enhance brand equity in both premises working with distributor leads at state level as well as account leads responsible for a defined set of accounts aligned to brand prioritization, strategy and resources provided
• Implementation of comprehensive sales strategies to achieve revenue and growth targets while fostering a collaborative and results culture

• Develop and achieve region sales performance targets
• Ensure sales processes are fully implemented and practiced by all
• Develop annual Collaborative Business Plans, Periodic Tactical Business Plans, and appropriately partner with State Leads 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.
• Set expectations with key distributor personnel on distribution, shipments, and other sales activities
• Develop pricing strategies through review of (CPRs) competitive pricing reports
• Responsible for communicating Constellation Brands brand strategy, standards and prioritization to Constellation Brands Sales Team; including appropriate focus on fine wine, off premise and on premise business
• Negotiate, design and execute regional promotional plan
• Effective communication with Constellation Brands departments including channel, finance, marketing and S&OP
• Manage product launches: pricing, inventory, execution strategy, tracking, and measurement
• Ensure CORE standards and guidelines are followed

• Participate and advise in business development matters, including sales calls, market blitzes and provide in-market Leadership to Constellation Brands and distributor sales teams
• Work directly with key on and off premise customers and maintain direct contact with key accounts within region
• Foster and leverage strong personal relationships with all levels of distributor and account management including ownership
• Partner with and provide strategic recommendations to Promotions, Brand Marketing, and Trade Marketing teams
• Participate in Company project teams as necessary
• Utilize and encourage your team to utilize Compass and other company communication and collaboration tools.

• Deliver annual sales plan and manage the budget
• Provide market intelligence to Regional Performance Managers (RPM) to perform break-even analysis on programming (as applicable)
• Review and approve POS/MAP requests in excess of state leads approved allocations
• Plan and oversight of non-price budget. Negotiate budget with distributor and manage through state leads
• Provide S&OP input, forecasting and product allocation
• Review and approve concur, pricing and non-price requests and partner appropriately with Trade Marketing, Finance and the RPM
• Review/manage distributor spending/banks and A/R reconciliation, in compliance to specific contractual agreements and company guidelines
• Review and approve SIP requests
• Communicate competitive market changes and trends to appropriate Constellation Brands functions (Marketing, PR, Strategic Insights, Channel)

• Source, hire, coach, develop and manage performance of team members
• Network and identify outside talent for potential opportunities within Constellation Brands
• Succession Planning
• Participate in National Sales Meeting and other training initiatives, including leadership training, wine education, systems training, etc

• Bachelor's Degree required or equivalent work experience
• 7-10 years of sales, marketing experience or general management experience
• Effective communication and team building skills required
• Strong computer skills necessary
• Ability to influence and persuade others to manage business effectively
• Proven track record in team performance
• Strong analytical and analysis skills required
• Effective understanding of budgeting creation and management

• 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 and be able to drive a car and travel via plan/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.