Sales Director, Spirits - WA/AK
Constellation Brands - Seattle, WA

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Job Description:POSITION SUMMARY:
Responsible for building Constellation 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. This role is based
in Seattle and has responsibility for Washington and
Alaska.

RESPONSIBILITIES:
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 CWUS brand strategy,
standards and prioritization to CWUS Sales Team;
including appropriate focus on fine wine, off
premise and on premise business
  • Negotiate, design and execute regional promotional
plan
  • Effective communication with CWUS 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 CWUS 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
  • Communicate competitive market changes and trends to
appropriate CWUS 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 CWUS
  • Succession Planning
  • Participate in National Sales Meeting and other
training initiatives, including leadership training,
wine education, systems training, etc

QUALIFICATIONS:
  • Bachelor's Degree required
  • 7-10 years of sales, distributor management experience
and general management experience
  • Wine/spirits industry experience required
  • Ability to influence and persuade others in order to
manage business effectively
  • Proven track record in achieving sales goals and
executing marketing programs that support corporate
initiates
  • Strong analytical and analysis skills required
  • Effective understanding of budgeting creation and
management
  • Program and budget development, implementation,
management and strategic decision making experience
  • Demonstrated ability in customer management within
specific territory
  • Keen understanding of the three-tier distribution
system
  • Proven experience and strong abilities in educating
and motivating others to manage business effectively
  • Strong computer skills necessary
PHYSICAL REQUIREMENTS/OTHER:
  • Valid driver's license with the ability to be insured
by CWUS
  • Ability to lift up to 45 lbs 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
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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
  • Communicate competitive market changes and trends to
appropriate CWUS 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 CWUS
  • Succession Planning
  • Participate in National Sales Meeting and other
training initiatives, including leadership training,
wine education, systems training, etc
Open Date : 2013-02-06 14:00:00
Division/Department : Sales--Zone 12
% of Travel Required : 30-40%

About this company
33 reviews
Constellation Brands, Inc. is an international producer and marketer of beverage alcohol with a portfolio of wine brands complemented by...