Business Development Manager

Requisition ID: 34977 

Join our family and share the story of D.G. Yuengling & Son, Inc. (DGY) and what makes us unique as America’s Oldest Brewery.  We are family owned and operated since 1829 and have a strong culture and history of perseverance and grit. We are seeking a strong champion of our company and our brands. The Business Development role is a strategically aligned position primarily tasked with ownership of all processes and applications for new market expansions, mergers and acquisitions of wholesalers, terminations and appointments. This role will be critical to facilitate the complexity and coordination of launch tasks between DGY and Molson Coors which includes the first pass at the Demand Plan Forecast for new territories. Ownership of the initial Demand Plan Forecast is paramount because it establishes a baseline revenue target from which all other company budgets are derived. This role will influence the Sales Leadership Team to ensure proper engagement and alignment of company strategies at all levels. The Business Development position will also work cross-functionally with Leadership Team and Zone Managers in focus markets as needed to assist in the achievement of company Sales Strategies and execution objectives. Business Development will also play a key role in modeling, teaching, and driving the Partnership Vision with entire team and external partners. 

Essential Duties and Responsibilities:

New Market Expansion Market Strategies and Business Plan Management  

• Help identify opportunities, develop plans aligned with strategy and lead process of TYC Territory expansion and new Business opportunities
• Direct involvement, under Sales Leadership Team direction, in the development, approval and execution of business planning in new markets, aligned with Sales and Marketing strategies. Included in this but not limited to securing minimum financial commitments, manpower commitments, Business Plan budgeting, pricing strategy recommendations, national account coordination, retail programming and execution tactics
• Responsible for “score carding” activity against the new market business plans, and where necessary, work with Leadership Team and Zone Manager to suggest corrective action, after documenting underperformance or non-compliance
• Responsible for creation, completion as well as communication and presentation of a complete recap of all elements of new market expansion, starting from the initial plan, to the rollout results and finally an 18-24 month recap of results vs plans
• Develop and communicate key learnings from each new market rollout to continually improve process in strategic alignment with Sales and Marketing plans

Distributor Consolidation Execution and Network Strategies

• Own and oversee all aspects of the distributor consolidation process including ownership of the contractual and transfer policy obligations.
• Accountable to communicate all new distributor information
• Become knowledgeable in all appropriate state laws/regulations as they pertain to the company’s business execution
• Schedule and conduct wholesaler interviews and coordinate all timelines for the application and approval process. Make recommendations to Leadership Team for wholesaler approval
• Communicate internally with all related departments, working side by side Leadership Team regarding the status and timing of expansion/consolidation, as well as with the appropriate Zone Manager
• Notify both appointed and non-appointed wholesalers, and return all confidential information in a timely fashion
• Effectively communicate with appointed wholesalers for the timely completion of all business plans, programs, beer shipments, and all other necessary processes associated with new or consolidated market development
• Oversee the process and adherence to the Transfer Policy in the case of consolidation as well as all contractual obligations of buying and selling Distributors related to a Market consolidation
• Compiles records of historical consolidations, understands and tracks valuations of deals
• Align closely with Business Operations Director on Distributor Network strategies and long term vision. Including but not limited to, understanding Strengths, Weaknesses, Opportunities, and Threats of each aligned network of Distributors, anticipate Distributor consolidations, compile research and make recommendations on potential network changes or alignments

Strategic Initiatives

• When assigned, assist Sales and Marketing Leadership in specific market and strategic opportunity assessment. Conduct market research to develop recommended solutions and execution plans to drive desired outcomes as aligned from Sales Leadership down to Zone and Market
• Work with Leadership Team/Zone Sales teams to provide planning, communication, and coordination support for large multi-state wholesaler operations, as assigned by management. Duties include internal and external communication, Budget and MBO planning, Pricing coordination & communication, and market level engagement with local wholesaler operations.
• Assist the Leadership Team and Zone Managers with plan development, submission, and tracking as necessary
• Assist in establishing metrics for measuring results in new markets, consolidated markets, and specifically identified priority markets.  Work with Leadership Team and Zone Managers in those areas to monitor and report progress and execution against Sales & Marketing Strategies and agreed upon plans
• Recommend effective Sales & Marketing solutions to respond to the needs of the markets based on situational assessment and deep dive analysis
• Work cross functionally partnership with the Sales & Marketing Leadership on both new and existing markets to develop effective company and/or market specific programming
• Assist in feasibility studies for new product or market development
• Conduct market research and analysis on potential new or existing markets including competitive tactical activity, distributor assessments, Competitive Brand or Sales strategies
• Maintains and keeps all information confidential

Provide Support and Mentoring of Yuengling and Distributor Sales Personnel

• Share best practices from expansion or other high performing markets/distributors
• Help guide and mentor new employees and key distributor personnel
• Understand, model and teach Partnership Vision, and Selling Skills concepts to Sales Team
• Understand and lead implementation of 3M, Elevation, and Price strategies
• Align to Sales & Marketing strategies and have the ability to present and teach

Skills and Qualifications:

• Strong interpersonal skills
• Strategic mindset and thought process
• Detail oriented
• Good listening skills
• Team player
• Loyalty and respect for all individuals
• Ability to work under pressure
• Effective time-management skills
• Customer oriented with the ability to build strong relationships
• Proactive / self-starter
• Proficient in Microsoft software programs such as Word, Excel and PowerPoint
• Ability to follow direction with minimal supervision
• Strong communication and presentation skills
• Requires expert knowledge of the three tiers of the beverage industry
• Ability to travel 60-80% of time and clean driving record
• Prioritizes and plans work activities
• Willing to perform additional duties and responsibilities as requested, directed or assigned by management
• Must perform other duties as required by the Immediate Supervisor

Required Education and/or Experience:

• Bachelor’s Degree is preferred, or commensurate experience required 

Job Posting Grade: 11 

At The Yuengling Company we believe that differing perspectives lead to challenging the expected, which keeps new ideas bubbling up. We’re an equal opportunity employer and invite applications from candidates from all backgrounds, race, color, religion, sex, sexual orientation, national origin, gender identity, age, disability, veteran status or any other characteristic. We take pride in celebrating our unique brew.

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