Director, Key Accounts - Beer Division

Constellation Brands
Oct 06, 2016
Oct 19, 2016
Employer Type
Direct Employer
Employment Type
Full Time
Position Summary:

* * This position can be located within anywhere within the United States **

Individual is responsible for Constellation Brands Beer Division retail sales to targeted Key Accounts in the On-Premise sales channel. Target accounts include Key Accounts and strategic regional accounts. Execute channel priorities and key Marketing programs in key accounts to achieve annual business plan. Develop team to utilize available fact-based sales tools and best practice department processes. Ensure effective communication across all stakeholders and build sales plans to address market opportunities. Oversee development of individual annual account plans that include promotional, distribution and budget objectives aligned with Constellation Beers' overall On-Premise sales strategy.

Key Responsibilities:

* Drives strategic sales initiatives and programs in targeted key accounts to maximize Constellation's annual sales and profit plan. Establish go-to-market strategies that are aligned with priorities and annual business plan goals to deliver Sales/Distribution/Profit plan. Ensure Key Account plans are properly managed across designated franchise groups.

* Oversees the selection, management, direction and development of direct reports.

* Develops and executes performance measures including planning and assigning work/responsibilities developing goals/objectives and managing overall performance of the Key Accounts Team.

* Builds and maintains strong relationships with Constellation Brands Beer Division core On-Premise Key Account Customers.

* Assists in establishing Best-In-Class sales processes including a fact based, consultative selling approach and post-program recaps. Oversees development of professional sales presentations???actively coaching on ways Key Account Managers can continuously improve content and delivery to become preferred vendor.

* Develops, targets and tracks all sales team budgets. Leads rigorous and frequent evaluation across team to ensure all resources including CTF, T&E and Marketing funds are deployed to generate highest ROI. Measures effectiveness of promotional and other volume, profit driving initiatives and suggests new approaches to overcome obstacles and improve impact on sales and financial results.

* Builds strong and effective relationships across entire Gold Network including retailers, wholesalers and Constellation associates. Communicate effectively with open and productive dialogue with all stakeholders regarding strategy, results and requested support. Act as a subject matter expert and segment champion while educating and motivating to deliver superior execution.

* Analyzes current and potential retail call points by reviewing key metrics and uncovering opportunities to grow volume. Prioritizes and focuses on strategic accounts that possess growth potential and significantly influence the brand preference of Constellation Beers' target consumer demographic (Millennials and Hispanics).

* Partners with Gold Network and Insights & Analytics Teams to manage and disseminate all relative information from Constellation's syndicated data sources including Compass 2.0, Nielsen, Technomic, IQ, IRI and any other third party information. Provides market intelligence to continuously improve Constellation's approach to the On-Premise including Retail Vision/RSS. Provides needed insights and intelligence as requested.

* Works with V.P. of On-Premise National Accounts to select, operate and guide Constellation's participation in select retailer and industry events including chain, G.M. meetings, annual conferences, etc.

* Performs additional duties and responsibilities as required.

Job Requirements


* Bachelor's degree required.

* A minimum of ten years sales experience in the beverage alcohol industry (malt beverage preferred) with a minimum of three years' experience selling to chain accounts. Minimum of two years' experience managing a sales team is preferred.

* Proven track record in building and maintaining good relationships with retail and inte