Sr. Director Retail National Accounts

Position requires close proximity to an airport, preferably in the Central part of the US.

Job Summary

Responsible for establishing and ensuring delivery of annual National Account goals in the designated customers by working with and through the CM&F Distributor partner. Build, manage and maintain top level National Account relationships. Oversee pricing strategies, depletions and distribution in all responsible chains. Responsible for profitability, growth and direction of all brands. Maintain customer contact at management level for input. Represent the company in the community and industry. Accountable for the development and implementation of all sales policies, plans and procedures related to the National Retail Chain business.

Essential Duties and Responsibilities

Include but not limited to the following:

1. Manage Retail Chains team
2. Deliver Sales Volume and Revenue Quotas
3. Key communicator of annual and long-term strategic business plan and brand plans for each National Chain.
4. Motivate and develop National Account Directors to ensure tactical and strategic execution of Sales and Marketing Plans
5. Develop metrics to establish and track Sales, distribution, merchandising execution and velocity for all brands
6. Responsible for strategic account distributor planning and development to ensure CMF annual plan is achieved.
7. Lead the Sales talent review and performance review process for all direct reports.
8. Ability to understand, measure, monitor and effect:
1. Managing for value
2. Active Points of Distribution
3. Price management and models that align to standards established by SVP.
4. Account Management prioritization to ensure time and resources are used effectively.
9. Ability to utilize syndicated data to understand where opportunities exist.

Create and manage corporate sales budget programs

1. Develops and executes sales plan for NA to deliver profit, volume, and spend objectives
2. Report each New item window results
3. Set annual budget assumptions/goals.
4. Create and maintain strong working relationships with all parts of the business.
5. Plan and inform customers on corporate programs, products and services.
6. Manage non-price support budget provided by SVP.

Advise Senior Vice President on sales

1. Report results of sales budget
2. Recommend off premise sales and market strategies
3. Report market share data
4. Inform on customers attitudes and trends

Key Traits for Achieving Goals

1. Strong code of ethics and high level of integrity
2. Tenacious and resilient
3. Energetic self-starter manager who has demonstrated an ability to communicate, work with and lead others in a matrix environment
4. Works cooperatively as a member of a team (functionally, cross-functionally, across CM&F etc.) and is committed to the overall team objectives rather than own interests.
5. Actively learns from own failures and successes and those of others.
6. Is honest in opinions and takes responsibility for his/her actions.
7. Acts to the values of C. Mondavi & Family

Qualifications (work experience, preferred skills and education)

1. 8-10 years of Sales Management experience including direct budget responsibility, plus intimate knowledge of national accounts (people, systems, philosophies, etc.)
2. Excellent proficiency in MS Word, Excel, PowerPoint, and Outlook
3. Ability to use programs for presentation preparation, budgets and basic analysis
4. Understanding of VIP, Nielsen and other data sources used by CMF.
5. Strong organizational and analytical skills
6. Ability to effectively handle multitask projects
7. Excellent written and verbal communication skills
8. Ability to work under own initiative and without much supervision
9. Ability to maintain positive work atmosphere behaving and communicating in a manner that gets along with clients, customers, co-workers and management.
10. Excellent people and communication skills
11. BA/BS degree required or equivalency in training and experience
12. Available for overnight travel.
13. Willing to work in a team environment
14. Ability to lift up 40lb overhead
15. Up to 50% travel