National Accounts Director at Constellation Brands in Dallas, Texas

Job Description:

Job Description

Company Summary

We’re the producers, creators and marketers of beer, wine and spirts brands that people love. At Constellation Brands, we’re driven to push boundaries and think beyond today to deliver products and experiences that resonate now, tomorrow and well into the future. Because of this approach, we’re the fastest-growing large CPG company in the U.S. at retail, with operations in the U.S., Mexico, New Zealand and Italy. Our premium portfolio of iconic brands like Corona Extra, Modelo Especial, Kim Crawford, Robert Mondavi, Meiomi, The Prisoner, SVEDKA Vodka, High West Whiskey, and more drive industry-leading growth for us today. But we’re just getting started. Our ability to stay on the forefront of consumer trends has fueled our success since our founding in 1945 and will guide us in creating the next generation of products and experiences Worth Reaching For.

Position Summary

The National Accounts Director is responsible for the execution of the annual chain business plan with performance measures for sales, distribution, display execution and value added programming for one major key account.  Provides account performance updates on actual results vs. goals on a trimester and annual basis.  Maintains a positive working relationship and communication with local decision maker(s), wholesalers Constellation Brands Field Sales involved with the account.  Executes the chain selling process utilizing all syndicated data as well as provided internal data to develop fact based presentations / solutions for the off-premise account.  Manages budget process to ensure a ROI in accordance with corporate expectations.  This position supervises eight direct reports responsible for supporting the key assigned account.

Responsibilities

• Functions as the Lead for the assigned off-premise account(s), within the National Accounts Off-Premise Business Unit for Constellation Brands, Beer Division.


• Develop, align and execute Joint Business Plan with assigned retailer to include volume, distribution, pricing, space, feature and display goals.


• Manage the selection, staffing, management and development of the National Accounts Managers he/she supervises in order to meet sales and profit plan.


• Conduct key market visits with distributor chain account management during key weeks and holidays.


• Responsible for conducting regular sales calls on key executives and decision makers above the buyer level within the assigned account to influence category tactics and achieve sales KPI’s.


• Manage all chain account activity to include presentations of sales programs, feature & display, assortment, space, pricing and business reviews to the local decision maker(s).


• Develop, sell and implement custom created promotional programs for the account.  Coordinate these efforts with the Constellation Brands field sales, trade marketing and wholesaler personnel.


• Lead team to plan, conduct and coordinate retail accountability at the distributor level.


• Develop and maintain wholesaler follow-through reports for the purpose of correcting and evaluating any execution and sales issues.


• Lead Team to communicate, coordinate and follow through with General Manager, Market Development Managers and wholesaler personnel on execution of all chain activity.


• Aligns with the key Business Unit Leaders against pricing, key week execution and all business matters that relate to their customer.


• Manage travel, expense and Constellation Brands tactical funds budget allocations, ROI, and other financial responsibilities. Execute against account plans and retail budget in order to maximize set sales goals.


• Performs additional duties and responsibilities as required.

Minimum Qualifications

• A Bachelor’s degree preferred or equivalent job experience in the consumer products industry.


• A minimum of 8 years sales experience in the beverage alcohol industry (malt beverage preferred) with two years of experience at the supplier level. A strong understanding of category management is required.


• Proven track record in building good relationships with customers as well as internal associates.


• Demonstrated ability to take the initiative to gather and use customer feedback to identify customer and market needs and challenges.


• Demonstrated diligence and ability to follow through on all commitments (internal and external stakeholders).


• Excellent written and oral communication skills and must be able to communicate effectively across all levels of the organization.


• Demonstrated ability to achieve performance goals with a minimum of direction.


• Proven analytical skills and understanding of syndicated data and its applicability to the beer category is required.


• Management and leadership skills sufficient to effectively build and develop capabilities of resources under his/her supervision to meet business objectives.


• Computer literacy with the ability to learn and use various software including Microsoft Word, Excel and PowerPoint, and e-mail programs such as IBM Lotus Notes.


• Demonstrated technical skills required for the preparation of professional and effective sales presentations.


• Ability to use Business Information Tools such as Cognos 7 and 8 (SMART and The BAR), and specialized customer tools.  Ability to learn and use other internal systems such as Retail Vision and Ad Track.


• Ability to travel a minimum of 50% of his/her working time, including up to 5 hrs driving time.

Preferred Qualifications

• Management skills in order to effective develop the skills and capabilities of resources under his/her supervision to meet business objectives (if applicable).

Physical Requirements/Work Environment

• 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.


• Must be able to work in an office environment primarily but periodically required to work in a warehouse environment with variable temperatures and lighting


• Should be able to lift 40 lbs. on occasion

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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).