Chain Director

Job Description

Position Summary

This position is responsible for developing, executing and achieving the Annual Business Plan (ABP) for all Business Unit (BU) regional chain business within a geographic area of responsibility and for driving sales through effective business planning, coordination with National and Key Accounts, retail execution oversight, customer relationship management, people leadership and budget management. 

Additionally, the incumbent will manage a team of Key Account Managers responsible for selling and executing sales and marketing programs in local, regional and national chain accounts, in addition to the leadership of the BU Space Management team focused on the local and regional execution of Constellation’s space programs and initiatives.

Responsibilities

• Serve as a strategic partner to the Business Unit VP and geographic GM’s in the Business Unit for development and growth of regional BU chains to achieve volume, distribution, space and ad feature goals for the ABP.

• Lead our regional chain selling strategy to include fact based and objective selling approach in leading the high end of the beer category. Develop and manage syndicated data tools to provide insights to key internal and external customers.

• Collaborate with Marketing, Legal and Business Unit leadership to develop strategies and programs, and identify opportunities that position the brand portfolio effectively across local and regional chain accounts

• Manage the selection, staffing and development of the Key Account Managers (KAMs) to meet sales and profit plan, while building a strong pipeline of talent for leadership and strategic roles in the Sales Organization.

• Inspire and motivate talent to deliver results through creativity, passion and innovation.

• Direct and implement training and development initiatives related to the Key Account team.

• Identify and provide resources to address chain/market specific business opportunities.

• Overseeing the support, communication and collaboration with the National Chain Sales Organization (NSO) and key Regional Off-Premise accounts, internal field sales team and the distributor network to achieve company priorities.

• Translate National Account programming to the local and regional accounts.

• Conduct Business Unit breakout sessions and Distributor chain summits for area of responsibility in relation to the National Sales Meeting.

• Conduct key DMA "Road Show" presentations for Key Chain Wholesaler Markets i.e. educate key wholesaler chain personnel on market/chain insights and analytics, giving them the tools to execute key initiatives.

• In partnership with GM’s / MDM’s contribute key category insights (utilize syndicated data) and action plans to the ABP/Trimester planning meetings at Distributors to include action plans to drive volume and distribution.

• Drive Constellation’s space management strategy in the field for chains and distributors for the assigned Business Unit (BU) through the management of the Space Execution Manager and Specialist with distributors and the field sales team. Improve distributor space capabilities to achieve space goals for holding power, brand blocking, adjacencies and current space to exceed market share on local basis. Document results and collaborate with BU leadership on performance gaps.

• Influence short- and long-term category management approach within Key Accounts.

• Advocate for Key Accounts to distributors and internal partners (MDMs, GMs, BU VPs).

• Direct promotional and feature activity within Key Accounts and communicate details to internal partners to ensure effective execution.

• Support monthly and trimester plans regarding off-premise chain programs according to the National and EBU priority calendar.

• Collaborate on mutually agreed volume and distribution goals for wholesalers that support the achievement of BU and National plan in key chain markets.

• Identify priority chain accounts/markets for new product rollouts, executing assigned levels of distribution for precise targeting and exact execution.

Pricing and Budgeting

• Review and collaborate with GM recommendations on price changes to be put forward for Constellation Revenue Management team, BU Finance/Pricing Director and ultimately to BU VP for consideration.

• Apply knowledge of retail pricing dynamics to ensure that the pricing strategy is properly executed at retail.

• Observe pricing execution and develop recommendations to maximize volume and product mix.

• Review, manage and approve investment strategies and business plans developed by KAM’s for Key Accounts, to include business cases and ROI.

• Effectively allocate CTF and LMF budgets and deploy sales resources to maximize return on investment (ROI).

• Lead analysis of ROI within team.

• In conjunction with BU Field Marketing Director and BU VP develop LMF investment strategy for area of responsibility.

• Identify target packages and/or benchmark packages for pricing opportunities utilizing syndicated data.

• Post initiative review vs. defined objectives, i.e. create ad recap tools, track and measure distribution authorizations and display support of feature.

Complete other duties as assigned.

Minimum Qualifications

• A Bachelor’s degree.

• 8 years of sales experience in the beverage alcohol industry (malt beverage preferred) with 6 years experience selling to Key Accounts.

• Former director-level or people management experience required.

• Multiple channel sales experience to include grocery, drug, liquor, club, mass and c-store.

• Category management skills and experience.

• Experience with syndicated data to include IRI, Nielsen, Spectra and Market Track.

• Ability to utilize and analyze business information reporting tools, especially IRI Advantage / Unify and IQ (internal depletions system).

• Advanced knowledge of a variety of retail sales reporting tools.

Preferred Qualifications

• MBA is preferred.

• Demonstrated leadership skills, including effective people management and career development.

• Demonstrated ability to take the initiative and be proactive in identifying chain/customer issues, recommending solutions.

• Strong planning, organization, analytical and math skills.

• High level of proficiency in Excel and Power Point.

• Computer literacy with the ability to skillfully use software applications including Microsoft Word, Excel and PowerPoint, and e-mail programs such as Outlook.

• Ability to travel a minimum of 50 – 60% of his/her working time, including up to 5 hrs. driving time. (3/4 weeks a month extended travel).

• Demonstrated ability to take the initiative and be proactive in identifying customer issues, recommending solutions and executing effectively to ensure resolution.

• Proven track record in building good relationships with customers as well as internal associates

• Strong sales and marketing budget management skills.

• Diligence and ability to follow through on all commitments (to internal and external stakeholders).

• Excellent oral, written, and interpersonal communication skills.

• Demonstrated ability to achieve performance goals with a minimum of direction.

• Strong planning skills to manage a business across a geographic area.

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

Additional Locations

Job Type

Job Area

The salary range for this role is:

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).