Regional Vice President, Sales - SGWS West

Company Summary

Constellation Brands is a leading international producer and marketer of beer, wine, and spirits with operations in the U. S. , Mexico, New Zealand, and Italy. Our mission is to build brands that people love, pushing boundaries to think beyond today because we believe that elevating human connections is Worth Reaching For. Our Wine & Spirits Division strives to lead the high-end market with a world-class portfolio of premium and fine wines and craft spirits that reflect authenticity, passion, and uncompromising standards-from soil to glass. Our success is powered by a high-performing, entrepreneurial team that moves with agility, works collaboratively, and is driven to win while growing their careers in a dynamic, rewarding environment.

Position Summary

The Regional Vice President, US Wholesale Sales role is critical in the development 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 an.