Business Development Director, MA/CT

About the Role

Key Responsibilities

• Deliver the Annual Operating Plan (AOP) including dNSV, NSV, and Gross Margin targets.
• Execute outstanding market execution through PODs, menus, displays, and shelf presence.
• Manage a team of 4 direct reports and oversee an extended team of approximately 25 people including Distributor BDMs, RGM, Trade Marketing, DHP, DRP, and On Premise staff.
• Implement and manage pricing strategies in the marketplace.
• Develop and grow a high-performing sales team through coaching and development.
• Drive high leadership standards, foster a growth mindset, and promote an environment that values speed and risk-taking.
• Create and execute market share growth plans and enhance execution opportunities to meet or exceed performance goals.
• Build effective working relationships with distributors to drive the sales agenda at the state level.
• Ensure distributor accountability through performance management systems.
• Manage financial aspects including dNSV, NSV, Gross Margin, and trade spend plans.
• Collaborate with RGM to optimize brand portfolio investments and evaluate their impact.
• Develop sales forecasts and budgets based on previous data and forecasting techniques.
• Develop strategic sales plans, drive performance, and deliver performance targets for the state.
• Control and coordinate operating budgets and pricing plans.
• Lead and measure distributor/broker performance using scorecards, financial updates, shipment records, and depletions.

Requirements

• Extensive leadership and people management experience, with proven success in leading high-performance sales teams.
• Minimum of 10+ years of market development and selling experience with a track record of achieving volume and profit targets.
• Experience in field sales and distributor management.
• Detailed knowledge of financial management, including financial planning, analysis, and strategy.
• Skills in pricing analysis, data analysis, and applying insights to portfolio strategies.
• Understanding of supplier/distributor dynamics and product supply chain.
• Performance and process-oriented mindset with the ability to use metrics to measure performance.
• Strong negotiation, persuasion, and problem-solving skills.
• Solid understanding of beverage alcohol business math.
• Excellent oral, written, and electronic communication skills.
• Highly organized, independent, quick learner, resilient, and tenacious.
• Ability to work at a fast pace and continuously seek improvement.

Nice to Have

• Experience with brand growth opportunities through detailed execution and brand marketing activation.
• Knowledge of environmental, social, and legal factors impacting sales and distributor economics.

Qualifications

• Undergraduate degree required.

Benefits & Perks

• Additional rewards including annual incentive payments and stock awards.
• Healthcare benefits, retirement benefits, short-term and long-term disability coverage.
• Basic life insurance, wellness benefits, and industry-leading parental leave.
• Salary range from $151,988 to $253,313 depending on location and experience.