Director, Distributor Strategy

Constellation Brands - San Francisco, CA

Full-time | Contract
Job Description

Company Summary

If you have taken a moment to unwind with a bottle of beer, toast with glass of wine, or celebrate with a cocktail, chances are that you have shared that moment with Constellation Brands. We are passionate producers of iconic beer, wine and spirits brands that consumers love. From Corona Extra, to Robert Mondavi Wines, to SVEDKA Vodka, we produce over 100 premium brands with sales in nearly 100 countries, making us the number one multi-category beverage alcohol company in the U.S.

Position Summary

Lead route to market strategy, design, and implementation for Constellation Brands - Wine and Spirits Division – aligned to long-term organizational growth aspirations. Provide thought leadership and market level analytics, insights, and strategy to shape distributor partnership agreements and internal resource decisions. Manage the development and maintenance of sales and distributor/broker strategies, contracts and programs which drive multi-billion in revenue.


Sales & Route-to-Market Strategy

Sales & RTM Strategy Alignment: Develop Sales & RTM Strategy for the US Business to appropriately align with organizational ambition. Develop a commercial operating model to optimize CBI’s marketing and sales efforts in executing brand positioning in market
Marketplace Assessment: Develop insights driven approach to understand industry dynamics and landscape – identifying consumer trends, competitive activity, channel adjustments, and customer evolution. Identify current and historical demand drivers to the business and align organization to capture growth against these demand drivers
Account Segmentation & Strategy: Develop account segmentation strategy to best capture marketplace growth, develop long-term brand equity, and outperform marketplace trends. Maintain account segmentation to increase efficiency of field-sales efforts and effectiveness of points of distribution
Commercial Capabilities: Understand and evaluate commercial capabilities and develop plan to improve organizational capabilities regarding commercial planning, effectiveness, performance, and technology
Distribution Network Design: Partner with Commercial Leadership to identify opportunities to improve the organizational route-to-market model.
Distributor/Broker Contract Negotiations and Management

Executive Discussions: Lead the development of executive level presentations for ‘top-to-top’ meetings between CBI and our distributor/broker partners
Contract Management: Effectively manage distributor/broker contract development, negotiation strategy/process, and ongoing management / enforcement to ensure marketplace growth is captured. Direct the development of economic models that assess alternative term adjustments to determine the cost/benefit to support negotiations with new broker/distributors and refinements to existing agreements
Negotiation Process: Develop and implement contract negotiation process. Strategically identify key terms for negotiation, create a storyline/pitch supporting the term adjustments, and effectively negotiate optimal contractual outcome
Cross-Functional Engagement: Leverage key cross-functional partners within the CBI organization (Legal, Sales, Finance, Marketing, HR, etc.) to effectively negotiate and implement contractual terms
Distributor Management

Distributor Focus: Lead the alignment of Distributor sales priorities with CBI strategic priorities by working with Marketing, Sales, US Commercial Strategy and Finance teams. Effectively manage contractual terms (investment, resources, & focus/quotas)
Annual Growth Targets: Ensure the delivery of annual growth targets for distributor/broker contracts based upon agreed upon terms. Partner with Finance / Sales organization to ensure alignment between distributor and CBI regional targets. Facilitate the development of strategy for annual sales execution metrics, targets and strategic initiatives along with all necessary tracking
Incentive Development: Design multi-million dollar national/local distributor incentives to drive distributor focus on CBI’s strategic priorities
Team Management

Provide vision & direct the Sales & Distributor Strategy team in the delivery of all organizational objectives
Lead team to deliver high caliber executive board level information to assist in executive strategic decision-making process
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
Create a document and communications management system to deliver and track all formal communications to distributors/brokers
Key Relationships

Executives across all key functions inclusive of: Sales, Marketing, Finance, Operations, Human Resources, and external distributor/broker partners

Minimum Qualifications

MBA degree required
5-10 years post-MBA strategy consulting with top tier firm or sales/corporate strategy function
BevAl/CPG experience preferred
Understanding of complex 3-tier beverage-alcohol system preferred
Strong financial understanding/acumen
Ability to direct a team to solve top-level organizational issues and set strategic direction
Ability to clearly communicate complex issues and solutions at the executive level
Mastery-level of Excel and PowerPoint
Presentation design, construction & delivery skills
Leadership skills
Analytical problem-solving skills
Experience in sales & marketing functions
Stakeholder Management & Negotiation skills
Influencing others and successful navigator in matrix organization
Must be authorized to work in the United States
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 sit and stand for extended periods of time and work on a computer for extended periods
Must have a valid driver’s license and be able to drive a car and travel via plane/train as needed
Must be at least 21 years of age
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

San Francisco, California
Additional Locations

Job Type

Full time
Job Area

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).