General Manager Sales Director

Job Description

Position Summary

The General Manager Director is responsible for driving Constellation sales performance in a specific geographic territory through effective business planning, Wholesaler execution support, retail execution oversight, customer relationship management, people leadership and budget management. The incumbent will function as a strategic partner to the Business Unit VP in Business Unit development, analysis and growth; and will supervise four to seven direct reports responsible for managing multiple Wholesalers within his/her area of responsibility.

Responsibilities

Management Responsibilities

• Manage the selection, staffing, management and development of the Sales Team he/she supervises in order to meet sales and profit plan.
• Direct and implement training and development initiatives related to the Field Sales team and to Wholesalers under management.
• Manage and direct a network of Wholesalers including execution of Constellation's Retail Vision and Wholesaler Standards and Practices.
• Identify and provide resources to address market specific business development opportunities.
• Overseeing the support and follow through of the National and key Regional On-Premise accounts (e.g. program execution including closing mandated distribution gaps).

• Serve as a strategic partner to the Business Unit VP in Business Unit development, analysis and growth.
• In conjunction with Key Account and National Account leaders, develop drive schedule recommendations for upcoming year.
• Develop the region sales plan (including operating budget, profit plan) to support the Business Unit and National sales goals.
• Conduct business unit breakout sessions for area of responsibility in conjunction with the National Sales Meeting.
• Conduct key DMA "Road Show" presentations i.e. share appropriate presentation at meetings with key Wholesalers.
• In partnership with Market Development Managers (MDMs) complete ABP/Trimester planning meetings at Wholesalers including volume, distribution, Constellation Tactical Funds (CTF) budgets. (If applicable in larger markets) Local Marketing Funds (LMF) with BU Field Marketing Directors.

• Develop monthly and trimester Plans according to the National and Business Unit priority calendar.
• Develop mutually agreed volume and distribution goals for Wholesalers that support the achievement of BU and National plan.
• Determine programming, Constellation Tactical Fund (CTF), Wholesaler Tactical expenditure levels and Local Marketing Funds (in conjunction with BU Field Marketing Director).

• Review and approve MDM recommendations on price changes to be put forward for Constellation Revenue Management team, BU Finance/Pricing Director and ultimately to BU VP for consideration.
• Applies knowledge of retail pricing dynamics, competitive and Constellation Brands.
• Observe pricing execution and develop recommendations to maximize volume and product mix.
• Understand and execute the suggested pricing strategy for the CBBD portfolio in the territory.

• Develop CTF investment strategy for area of responsibility.
• Review, manage and approve investment strategies and business plans developed by MDMs for Wholesalers.

• 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.
• Execute new product rollout plans.
• Uncover new product volume opportunities for portfolio.
• Identify priority markets for new product rollouts.

• Define sales objectives for volume driving initiatives.
• Identify performance gaps to plan and recommend corrective actions.
• Make final recommendations on initiatives to pursue.
• Manage and assume accountability for plan execution (plan communication, recommend tactics and resources, gain commitment from Wholesalers).
• Post Initiative review vs. defined objectives.

• Manages Wholesaler network to prescribed inventory levels.
• Approve recommendations from MDMs on course of action to follow to address code date/aging inventory problems.

• A Bachelor's degree. An MBA is preferred.
• A minimum of five years experience managing other sales organization resources is preferred.
• A minimum of eight years sales region management experience, working with all levels of Wholesalers and buyers. Cross-functional experience with National Accounts and Field Marketing preferred. Experience calling on chain account and large Wholesalers.
• Experience negotiating contracts.
• Experience working with syndicated data (IRI/Nielsen), category management knowledge, and strong analytical and reporting skills.
• Experience in the malt beverage industry is preferred. Experience working in multiple geographic experience locations preferred.
• Ability to travel a minimum of 60% of working time, including up to 5 hrs driving time.

• Ability to understand and interpret legal documentation.

• 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.
• Recognized as an effective people manager that develops the skills and capabilities of front line sales resources over time and delivers optimal performance from those under his/her supervision.
• Demonstrated sales and marketing budget management skills.
• Demonstrated 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 region.
• Demonstrated solid analytical and math skills.
• Computer literacy with the ability to skillfully use software applications including Microsoft Word, PowerPoint and Excel and e-mail programs such as Outlook.
• Ability to utilize Business information reporting tools.

• 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.