Regional Vice President, Sales - SGWS West

pment of Constellation Brands wine and spirits business in both Off and On Premise within a specific geography for US Wholesale. Constellation Brands is building the preeminent investor grade Wine and Spirits selling division in the market and is looking for the best fine wine and craft spirits professionals in the industry. The position will have 5 primary responsibilities:

• This role demands a comprehensive understanding of the fine wine and craft spirits marketplace with the ability to guide and communicate between distributor partners, regional teams and national account teams

• Leading and developing a high-performance team culture, that fosters open communication and accountability for results

• Leading sales teams that are responsible for achieving our business objectives and to enhance brand equity in both premises working with distributor leads at state level as well as account leads responsible for a defined set of accounts aligned to brand prioritization, strategy and resources provided

• Develop and implement strategic sales plans to achieve regional sales targets and objectives by analyzing market trends, competitor activities and customer needs to identify opportunities for growth

• Collaboration with both marketing and finance to develop and execute regional marketing campaigns as well as managing regional sales budgets to ensure effective allocation of resources across pricing, programming, regional marketing, and market and account specific programs

Responsibilities

Sales Planning and Process, Business Strategy

• Full Wholesale P&L responsibility for the specified territory

• Partner with the Sr Vice President and VP of Commercial Enablement to develop and achieve region sales performance targets

  • Provide insights and recommendations for improvements

• Partner with the Sr Vice President and VP of Commercial Enablement to develop annual Collaborative Business Plans, Periodic Tactical Business Plans, and appropriately partner with Distributor Sales Managers on the management of Collaborative Business Plans.

• Partnering with the Brand General Managers, communicate and implement CBI brand strategy, standards and prioritization with CBI Sales Team; including appropriate focus on the on and off premise target account lists

• Set expectations with key distributor personnel and monitor distribution, shipments, and other sales activities, conducting weekly progress checks of distributor performance.

• Develop pricing strategies through review of (CPRs) competitive pricing reports and work with both national and regional finance leads to make adjustments where necessary

• Negotiate, design and execute regional promotional plan

• Effective communication with CBI departments including channel, finance, marketing and S&OP

• Foster and leverage strong personal relationships with all levels of distributor and account management including key C-Level decision makers

• Manage product launches: pricing, inventory, execution strategy, tracking, and measurement

• Ensure CBI brand standards and guidelines are followed

Market Activation and Regional Account Management

• Provide in-market leadership to CBI and distributor sales teams to achieve revenue and gross profit goals and build brand equity in the market

• Leverage account relationships and brand building activities to foster trade advocacy.

• Ensure price integrity and execution standards are being upheld by CBI staff

• Deliver annual sales plan within resource guidelines as outlined in the CBI annual operating plan

• Provide market intelligence to regional performance manager (RPM) to perform break-even analysis on programming (as applicable)

• Directly manage key prestige regional accounts, developing and cultivating strong relationships and leveraging those relationships to explore business opportunities

• Plan and oversight of non price budget. Negotiate budget with distributor and manage through Director's

• Provide S&OP input, forecasting and product allocation

• 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 CBI functions (Marketing, PR, Strategic Insights, National Accounts)

People Management and Development

• Source, hire, coach, mentor and develop CBI sales teams including State Leads, Channel Leads, Account Managers, and Spirits KAMs

• Set performance direction and ensure continued open dialogue concerning performance

• Network and identify outside talent for potential opportunities within CBI

• Lead Talent Reviews and Succession Planning

• Participate in National Sales Meeting and other development initiatives, including leadership training, wine education, systems training, and professional skills development

Minimum Qualifications

• Bachelor's Degree required

• Fine Wine and/or craft spirits credentials (e.g. WSET, Court of Sommeliers, etc.) preferred

• Deep understanding of how to build fine wine and craft spirits brands in the marketplace

• Effective communication and team building skills required

• Ability to influence and persuade others to manage business effectively

• Proven track record in team performance

• Effective understanding of budgeting creation and management

• Strong analytical and analysis skills required

• Strong computer skills necessary

Physical Requirements

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 and be able to drive a car and travel via plan/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. Lifting may be required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Location
Los Angeles, California

Additional Locations
Field Office - CA - Alameda/Contra Costa/San Benito, Field Office - CA - Inyo/Tulare/Kings/Kern/Riverside/San Bernardino/San Luis Obispo, Field Office - CA - Monterey/Santa Cruz, Field Office - CA - Napa/Sonoma/Solano, Field Office - CA - San Francisco/San Mateo/Santa Clara/Marin, Field Office - CA - San Joaquin/Madera/El Dorado/Fresno/Mariposa/Merced/Nevada/Placer/Sacramento/Stanislaus/Tuolumne/Yolo

Job Type
Full time

Job Area
Sales

The salary range for this role is:
$175,100.00 - $291,800.00

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).