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).

Sales Planning

• 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.

Monthly & Trimester Planning

In partnership with Market Development Managers (MDMs):

• 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).

Pricing

• 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.

CTF Budgets

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

LMF Budgets

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

New Products

• 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.

Volume Driving Initiatives

• 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.

Supply Chain

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

Complete other duties as assigned.

Minimum Qualifications

• 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 40-50% of working time, including up to 5 hrs driving time.
   

Preferred Qualifications

• 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.

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

Alexandria, Virginia

Additional Locations

Field Office - MD, Field Office - VA, Field Office - Washington DC, Field Office - WV

Job Type

Full time

Job Area

Sales

The salary range for this role is:

$154,100.00 - $258,400.00

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).