Job Summary
The Director of Chains reports the SVP National Sales. The Chains Director is responsible for achieving the Company’s Chains sales efforts in the West with a preferred home location in Southern CA. Efforts will include:
•  Presenting assortment priorities within their specified chains of responsibility.
•  Presenting programming recommendations supported by marketing tools to chain buyers
•  Coordinating efforts with key distributor personnel to gain alignment
•  Work closely with C Mondavi & Family DVPs and Regional Managers (RMs) to ensure local distributors are aligned on specific chain priorities to ensure execution
•  Motivate key distributor personnel with incentive programs aligned with company priorities
- Work with the Key distributors’ sales staff to generate incremental sales and distribution.
•  Monitoring the Company’s expenditures to ensure that spending is within assigned budgets.

Essential Duties and Responsibilities include but not limited to the following:
•  To develop programming and strategies that will drive depletion trends to ensure the continued sales and profit growth of C Mondavi & Family Brands.
•  To professionally present the Company portfolio to specified retailers to achieve appropriate distribution levels, shelf space, and feature and display activity.
•  To manage, educate and motivate key distributor account executives
•  Ensure that retail pricing is managed within company guidelines
•  To ensure key distributor Chain Teams, Account Executives, and Sr Management have a clear and concise understanding of key objectives and targets for their individual selling regions, relative to Chain off premise goals and objectives.
•  Utilize the Chain Preplan tool for annual planning with quarterly planned updates
•  To understand of market issues and proactively provide recommendations for potential solutions.
•  To participate when necessary in the distributor business review and planning process for all major distributors
•  To participate in market surveys to monitor programming and competitive opportunities
•  Ensure that all Company expenditures are within budget.
•  Ensure that all activities are conducted within the State and Federal laws and guidelines.
•  Provide management with market intelligence (competitive, distributor and trade activity and etc.)
•  Achieve competency in company tools and software (IDig, VIP Karma, Sharepoint, Nielsen, etc.)
•  Provide the following reports within the stated times: Expense Reports, Monthly Reports, T&E FYTD update, Non-Price support update, documentation of chain buyer/distributor meetings recapping commitments/next steps, and completed chain distributor information templates for each market (updated 1x year)
•  Responsibility time allocation guideline:
Chain management , Planning, Organizing, Communicating 70%
Distributor management, Planning, Gaining Alignment, In Market/Retail Participation 20%
Administrative 10%

Qualifications (work experience, preferred skills and education):
•  At least 3- 5 years Regional Chains experience in a chains sales manager role
•  Ability to build consensus on market strategies within the DVP's for each Division
•  Analytical skills to determine brand strategies based on market trends
•  Creative thinking for new ways to enhance distribution and depletions
•  Adaptability to new strategies and handle change and direction from VP National Accounts

Leadership: the ability to lead others to achieve a common goal with positive business results

Building Business Partnerships: the ability to successfully work together to achieve common goal while developing a working relationship

Business awareness: a knowledge and understanding of the business at the industry, distributor and customer level

Communication skills: the ability to transfer an understanding to others accurately and effectively as well as understanding others accurately.

Implementation skills: the ability to implement strategies and tactical plans and then manage the subsequent completion of projects

Customer Focus: Incorporating key customer needs in the development and implementation of business objectives

Negotiation Skills: the interpersonal skills used to arrive at win:win outcomes in all business dealings with key business partners, customers and colleagues.
Team membership: the ability to work w/ others to achieve a mutually beneficial goal. Create a positive environment, which encourages colleagues to recognize their strengths & weaknesses, improve on their development areas & leverage their individual strengths.

Innovation: generates valuable ideas and uses these ideas to develop new or improved processes, methods, products, or services; constantly looks for incremental improvements in work processes and results.

Personal responsibility: Demonstrates a sense of ownership and self-motivation in achieving business and personal development objectives.

Decision making/judgment makes decisions, renders judgments, takes actions of made commitments, after considering the available courses of action.

Manage Finance: identify and monitor financial resources needed to support market plans and take action to address issues and improve costs.