Director, Sales - Chicago
Constellation Brands - Chicago, IL

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Responsible for building Constellation Brands 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 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
  • Effective communication with Constellation Brands
departments including channel, finance, marketing and
  • Manage new product launches and ensure long term
development of NPD brands
  • 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 Constellation Brands and
distributor sales teams
  • Work directly with key on and off premise customers
and maintain direct contact with key accounts within
  • 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 Constellation Brands 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 Constellation Brands
  • Succession Planning
  • Participate in National Sales Meeting and other
training initiatives, including leadership training,
wine education, systems training, etc
QUALIFICATIONS: • Education/Experience- Bachelor's
Degree required or equivalent work experience; 7-10
years of wine and/or spirits sales, marketing experience
or general management experience
  • Technical - Strong computer skills necessary
  • Professional- Effective communication and team
building skills required. Ability to influence and
persuade others in order to manage business effectively.
Proven track record in team performance. Strong
analytical and analysis skills required and an effective
understanding of budget creation and management

  • Must be able to drive a car and travel via
plane/train, lift up to 45lbs
  • Frequent travel within assigned area of business
  • Primarily office environment but may be exposed to a
warehouse/distribution environment on a frequent basis
  • 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, ability to
adjust focus, peripheral and color vision
Open Date : 2012-11-14 14:00:00
Division/Department : Sales--Zone 11
% of Travel Required : 50-60%

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...