Director, National Customer Development

Position Purpose

Acting on own initiative, the Director Customer Development is responsible for leading and directing the Region Customer Development Managers, overseeing the Customer Development Managers and all Retail Accounts in the assigned division. This position is responsible for the creation, implementation, and execution of strategic sales initiatives. The Director Customer Development is accountable for leading the account planning and budgeting process for all chains within the division with a goal of exceeding business plan and performance objectives.

THIS IS A REMOTE BASED POSITION AND CAN BE LOCATED ANYWHERE IN THE UNITED STATES.

Functional Responsibility

• Oversees, directs, and manages departmental activities and team performance
• Drives and models company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions
• Develops and implements clearly defined operational and individual goals to develop employees, achieve productivity levels, and to attain the company's strategic plan
• Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations
• Executes departmental financial objectives by preparing budgets, scheduling expenditures, analyzing variances, and initiating corrective action
• Achieves departmental results to ensure the effective delivery of the strategic plan
• Develops staffing needs; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives
• Promotes and ensures a safe and healthy work environment for all employees
• Leads the way and prepares departmental staff for success in a continually changing environment
• Fosters a work environment that encourages creative thinking, promotes flexibility, and drives innovation
• Addresses employee issues, concerns, and complaints in an objective and confidential manner; notifies HR Business Partner and keeps immediate manager informed as appropriate
• Ensures compliance and consistent application of company policies, initiatives, and decisions
• Coaches, guides, and develops direct reports; fully engages in the GPS (Performance Management) process; provides high-quality feedback, and ensures proper GPS documentation of employee performance, recognition, and deficiencies

Essential Duties

• Leads, develops, and mentors Region Customer Development Managers and assist in their team’s sales performance
• Oversees, leads, and directs Region Customer Development Managers and Customer Development Managers in planning, forecasting, and budgeting process
• Works with the retail Adult Beverage team and key wholesalers to sell in programing and feature activity
• Develops and implements strategies that help drive incremental programming and ad support through use of trade marketing initiatives and Syndicated Data insights
• Assists in assortment prioritization in retail accounts through new item process, distribution expansion, and underperforming items with Customer Development Managers and the Region Customer Development Manager’s teams
• Works with Customer Development Managers to develop and implement shelf recommendations including cold box placements, shelf location, and additional facings
• Supervises monthly communications of current Syndicated Data market level trends to retailer and wholesaler partners
• Proactively communicates business issues and opportunities to Division Sales Managers and Zone Sales VPs including  programming wins and losses as well as distribution gains and losses to assist regional sales teams in the forecasting process
• Works cross-functionally with Trade Marketing Manager and Finance to evaluate effectiveness of trade spend at retail accounts
• Provides direction, analytical support, and workflow requests from Region Customer Development Manager and Region Customer Development Managers
• Submits required reports and expenses in a timely manner, meets all prescribed deadlines
• Responsible for managing activities in compliance with state and federal laws and regulations 

*Other duties may be assigned

Non-Essential Duties

• Attends chain account promotions and events when necessary
• Attends and participates in divisional and national sales meetings 
• Remains aware of inventory levels to ensure product availability to support current programming
• Monitors competitive pricing  and report threats to upper management
• Increases level of wine knowledge through continuous education

*Other duties may be assigned

Minimum Requirements

Education and Experience

• Bachelor’s degree with emphasis in Business Administration, Sales and Marketing, or related field required
• 7-10 years of wine supplier and/or wholesaler experience in selling wine, building brands, and conducting customer calls
• 5-7 years of experience managing direct reports and wholesalers

Knowledge, Skills, and Abilities

• Must possess excellent planning and organizational skills
• Intermediate to advanced skill set with MS Office Suite (Word, Excel, Outlook, and PowerPoint)
• Ability to navigate the Internet/Intranet and use Syndicated Data for effective business development
• Must possess in-depth working knowledge of wine and the wine industry  
• Strategic thinker, strong communicator and negotiator
• Ability to work independently and build relationships
• Ability to manage, create, and track budgets

Certificates and Licenses

• Valid driver’s license, auto insurance, and vehicle required with an acceptable driving record

Working Conditions

• Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed
• This is a remote position that requires working from home
• Occasionally may be required to lift and carry cases of wine
• Required to talk & listen
• May need to determine color, taste and smell of wine using eyes, tongue, and nose
• May be exposed to weather-related temperature & humidity extremes
• Operates keyboard & mouse

Work Standards

• Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
• Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner
• Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
• Follows all Company policies and procedures

Additional Comments

Management retains the discretion to add to or change the duties of the position at any time.