National Accounts Director

Job Description Position Summary The National Accounts Director (Sam's Club) 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 a direct report 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. Responsible for volume, distribution and display goals in assigned area. 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 quarterly sales calls on key executives and decision makers above the buyer level within the assigned account to secure sales and display programs on an ongoing basis. Manage all chain account activity to include presentations of sales programs, price leadership programs, value-added programs, product sales information, 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, marketing departments and wholesaler personnel. 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. Communicate, coordinate and follow through with General Managers, Market Development Managers and wholesaler personnel on execution of all chain activity. Assist Market Development Managers with wholesaler sales meetings on a quarterly basis. 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 (preferably within CPG or beverage alcohol industry with malt beverage experience highly preferred) with 2 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, internal Business Information systems and specialized customer tools. Demonstrated technical skills required for the preparation of professional and effective sales presentations. 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 Location Bentonville, Arkansas Additional Locations Job Type Full time Job Area Sales The salary range for this role is : $144,000.00 - $234,900.00 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).