Director, Sales
Constellation Brands - San Jose, CA

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Job Description
Responsible for building Constellation Brands, Inc. (“CBI”) business with the trade, developing distributor relationships within the specified marketplace and providing leadership to the Field Sales Managers in the region to deliver on company's sales objectives and goals.

Sales Planning and Process, Business Strategy
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 Field Sales 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.
• 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 CBI brand strategy, standards and prioritization to CBI Sales Team; including appropriate focus on fine wine, off premise and on premise business
• Negotiate, design and execute regional promotional plan
• Effective communication with CBI 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
In Market Activities and Relationship Development
Participate and advise in business development matters, including sales calls, market blitzes and provide in-market Leadership to CBI 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
Financial Administrations and Analysis
Deliver annual sales plan and manage the budget
• Provide market intelligence to Sales Operations Manager (SOM) to perform break-even analysis on programming (as applicable)
• Review and approve POS/MAP requests in excess of Field Sales Manager approved allocations
• Plan and oversight of non price budget. Negotiate budget with distributor and manage through FSMs
• 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 SOM
• 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 CBI functions (Marketing, PR, Strategic Insights, Channel)
People Management and Development
Source, hire, coach, develop and manage performance of team members
• Network and identify outside talent for potential opportunities within CBI
• 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 in the Alcohol Beverage Industry
• Effective communication and team building skills required
• Strong computer skills necessary
• Ability to influence and persuade others in order to manage business effectively
• Pr oven track record in team performance
• Strong analytical and analysis skills required
• Effective understanding of budgeting creation and management
Adaptability Communication
• Attitude Creativity and Innovation
• Building Productive Relationships Leadership
• Gaining Commitment Initiating Action
• Quality and Work Standard Decision Making
Valid driver's license with the ability to be insured by CBI
• Ability to lift up to 45lbs regularly
• Ability to travel regularly and stay overnight as business necessary
• Must be able to stand, walk, sit; use hands to finger, handle or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch or crawl; talk and hear
• Must have close vision, distant vision, and ability to adjust focus, peripheral and color vision
The purpose of this summary is to describe the essential job functions and the level of work performed by individuals assigned to this position. This description is not an exhaustive list of all job duties performed by this position. Management reserves the right to modify, add or remove duties from particular jobs and assign other duties as necessary.

About this company
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Constellation Brands (NYSE: STZ and STZ.B) is a leading international producer and marketer of beer, wine and spirits with operations in the...