Position Summary
This position is responsible for driving the support of Constellation Brands Wine and Spirits distributor/broker strategies, contracts and programs which drive sales. The Distributor Strategy Analyst will be a critical contributor to the Sales Strategy team and has the potential to create substantial value for the organization. This includes driving analysis for distributor/broker partnership terms, supporting development of route to market strategies for legacy and new brands, analyzing commercials for potential acquisition targets and supporting the broader Sales Strategy function.
Responsibilities
Distributor/Broker Negotiations and Partnership Management
•Support the development of executive level presentations for ‘top-to-top’ meetings between CBI and our distributor/broker partners
•Identify key terms for negotiation and create a storyline/pitch supporting the term adjustments
•Create economic models that assess alternative term adjustments to determine the cost/benefit to support negotiations with new broker/distributors and refinements to existing agreements
•Provide ad hoc problem solving leadership to monetize new route to market opportunities as they arise
Distributor Management
•Support the alignment of Distributor sales priorities with CBI strategic priorities by working with Marketing, Sales, US Commercial Strategy, Legal, Operations, and Finance teams
•Manage process of setting up new distributors by market and aligning new brands with our Route to Market
Distribution Network Design
•Collaborate with other members of the sales strategy team to identify opportunities to improve the North American route to market model and enhance capabilities to strive toward best-in-class in market execution
•Support the Sales Strategy team on any route-to-market design initiatives
Commercial Operations & Capabilities Development
•Research and develop recommendations on all aspects of an organization’s commercial operating models and initiatives
•Develop sales strategies to maximize revenue and meet sales goals
•Develop recommended annual sales execution metrics, targets and strategic initiatives along with all necessary tracking
Due Diligence
•Support development of commercial due diligence on potential acquisition targets to support business case development
•More analysis on scenarios and recommendations for route to market for newly acquired brands
Project Management
•Lead projects to capture all Route to Market and state landscape information, document Distributor Strategy processes and develop more robust department reporting and ROI analytics
Key Relationships:
VP of Sales Strategy, Director Distributor Strategy, Manager Distributor Strategy, Director of Commercial Planning, Director of Sales Operations, Manager Commercial Planning, Sales Operations Managers, Field Sales Teams
Minimum Qualifications
•Bachelor’s degree required.
•2-3 years’ experience in strategy consulting, CPG strategy or investment banking preferred (can include internships)
•Advanced Excel and PowerPoint skills
•Ability to build financial models in excel
•Excellent analytical skills and ability to understand and analyze multiple sets of complex data
•Strong aptitude for math, financial concepts and data analysis
•Strong written and verbal communication and storytelling skills
•Strategic mindset
•Demonstrated ability to use data and insight to persuade senior executives
•Project management experience and meticulous organization skills
•Strong executive presence
•Demonstrates an organizational savvy and energy to get things done
•Must be authorized to work in the United States
Physical Requirements/Work Environment
•Must be at least 21 years of age
•Must be able to sit and/or stand for long periods of time and work on a computer for extended periods
•Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
Location
San Francisco, California
Additional Locations
Job Type
Full time
Job Area
Sales
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).
