Director of Sales - CDC

Requisition ID: 34980 

A Career in Beer and Beyond: 
Coors Distributing Company (CDC) is one of the nation’s leading beer distributors based out of Denver, CO. We are the critical link between our brewery suppliers that produce the beer and the retail outlets where they are sold, as well as the restaurants and bars where they are consumed. We were founded in 1971 and became MillerCoors LLC in 2008 as part of the joint venture between Miller Brewing Company and Coors Brewing Company, and we remain the only company owned distributor for Molson Coors Beverage Company. Major brand acquisitions occurred in January of 2010 making Coors Distributing Company one of the top 25 largest beer distributors in the country with over 30 suppliers, roughly 14 million cases per year, and nearly 400 employees. 

The Headlines:   
The Director of Sales in Denver, CO, is responsible for overall accountability of CDC’s revenue, volume and execution at retail.  The position leads the sales team to sell the portfolio to over 4,500 beer-licensed retail customers in the Denver metro area.  Responsibilities include managing CDC senior-level relationships with 36 suppliers, key chain accounts and with major independent retail customers in the market. The Director of Sales takes a lead role in shaping portfolio strategy, sales and service structure and CDC’s go-to-market sales approach in a changing market landscape.  The Director of Sales partners with the CDC Controller for pricing decisions, including general price increases, and with the Director of Marketing to define annual and monthly business objectives for the sales team.  

The Director of Sales leads 190 team members and is a role model in the cultural acceptance and integration of the Molson Coors’ values: Put People First, Be Bold and Decisive, Take Accountability, Learn Every Day and Celebrate Together.  The Director of Sales builds teamwork and engagement among the sales team and is an effective partner on the Senior Leadership Team at CDC.

This position reports to the Vice President and General Manager - CDC.

The Responsibilities: 

Sales Leadership (35%):

• Deliver annual revenue and volume plan
• Deliver supplier volume and execution objectives as defined in annual distributor plans
• Lead 190 team members that include sales across multiple channels (liquor, grocery, convenience stores and on-premise), merchandising, key account management and category management
• Define and adapt organizational structure to the changing landscape to ensure CDC maintains sales and service levels to excel in the market
• Collaborate and partner with Director of Marketing to optimize sales of CDC products by establishing and implementing effective sales and marketing programs, within established budgets, to achieve or exceed CDC and supplier objectives
• Develop and manage key retailer relationships, driving CDC to achieve its sales, execution and profitability objectives
• Understand, lead and make pricing decisions in collaboration with the Controller. 
• Define sales capability building to support expansion into new segments of business, including non-alcoholic beverages and spirits
• Support the use of technology, automation and integration of information and analytics to drive continuous improvement in sales
• Ensure quality assurance of all CDC products at retail through the implementation and execution of a robust quality assurance process
• Ensure confidentiality and discretion of supplier data, information and business intelligence.

Supplier Management (25%):

• Manage CDC relationships with critical suppliers, particularly at senior levels, helping to ensure effective mutual support and partnership
• Participate actively in supplier key planning meetings and out-of-state events/conventions.
• Support and coach sales management in their interactions with suppliers
• Take an active role with CDC President to drive the overall portfolio strategy
• Approve the annual distributor plans objectives, reflecting both supplier and CDC interests
• Collaborate with Director of Marketing to establish supplier goals, targets and MBO’s to execute
   

Planning (20%):

• Supports President and Controller in building a 3-year plan for CDC to meet changing in-market conditions, competitive challenges and take advantage of growth opportunities
• Work with President and Controller to develop annual sales plan (revenue and volume)
• Drive annual distribution plan discussions with key suppliers to define agreed upon volume and distribution goals for the year
• Provide support and leadership to facilitate development of monthly objectives among suppliers, brand managers and channel sales that align with CDC priorities
• Ensure management routines are in place to monitor and evaluate performance and develop action plans to adapt and improve where needed
• Leads the sales and operations process. Has final decisions on all new SKU’s that come into the distributor that includes pricing, launch plans and initial order.
• Works hand and hand with suppliers and brand management on SKU rationalization decisions
• Responsible for working with operations to optimize routing and delivery frequency in all channels. 
   

Performance & Talent Management (20%):

• Build and sustain an effective cross-functional sales team through the execution of robust selection, learning and development, new hire on-boarding and management processes
• Ensure development plans are in place for sales & sales support personnel, and annual performance reviews/evaluations are executed
• Leverage organizational and communication skills to ensure sales team is fully briefed and prepared to execute agreed upon plans and programs
• Ensure necessary staffing levels, within established budgets, are maintained & recommends/implements structural adjustments to meet changing market needs, customer requirements and/or financial needs of CDC
• Comply with, and ensure employees comply with, all state and federal laws and trade practice regulations as well as all CDC policies and procedures.
• Develop succession plans for key sales roles, while partnering with HR and Molson Coors to drive a collaborative Talent Management agenda
• Build analytical capability within the function

Other:

• Travel is approximately 10-15% and location is Denver, CO.
• 5 direct reports (Sales Manager – Key Accounts, Sales Manager – On-Premises, Sales Manager – Liquor, Sales Manager – Chain and Merchandising Manager.  Indirectly responsible for approximately 190 employees.

The Other Qualifications: 

• Bachelor’s degree in business or related field preferred. 
• 10+ years’ experience in sales leadership
• Knowledge and experience in the three-tier system is required, preferably in the distribution tier, and demonstrated experience in employee development, supplier/distributor pricing, promotions and retail pricing.
• Must be able to convert strategy into results
• Strong interpersonal and communication skills (oral & written).
• Must be able to motivate and inspire a team to achieve goals, objectives and results. 
• Must possess strong negotiation and selling skills
• Must have strong customer relations skills, able to interact with and represent CDC with any level of customer or supplier
• Ability to resolve conflicts, both internally and externally
• Position requires contact with customers, weekly in market
• Must have a valid driver’s license.

Work Perks that You Need to Know About:  

• We care about our People and Planet and have challenged ourselves with stretch goals around our key priorities  
• We care about our communities, and play our part to make a difference – from charitable donations to hitting the streets together to build parks, giving back to the community is part of our culture and who we are 
• Engagement with a variety of Employee Resource Groups, which can provide volunteer opportunities, leadership experience, and networking through the organization 
• The ability to grow and develop your career centered around our First Choice Learning opportunities
• Participation in our Total Rewards program with a competitive base salary, incentive plans, parental leave, health, dental, vision, 401k option with incredible employer match, generous paid time off plans, an engaging Wellness Program, and an Employee Assistance Program (EAP) with amazing resources.
• Access to cool brand clothing and swag, top events and, of course... free beer and beverages! 
• Work within a fast-paced and innovative company, meeting passionate colleagues and partners with diverse backgrounds and experiences  

Applications will be accepted on an ongoing basis. 

Molson Coors is an equal opportunity employer.  We invite applications from candidates of all backgrounds, race, color, religion, sex, national origin, age, disability, veteran status or any other characteristic. If you have a disability and believe you need a reasonable accommodation during the application or recruitment processes, please e-mail jobs@molsoncoors.com. 
 

Pay and Benefits:

At Molson Coors, we’re committed to paying people fairly and equitably for the work they do.

Job Posting Total Rewards Offerings: $162,600.00 - $213,300.00 (posting salary range) + 30% target short term incentive + $30,000 + 600 Non-Qualified Stock Options target long term incentive + $23,000 on average spent on benefits per employee, including but not limited to health, dental, vision, retirement with above market employer match, wellness incentives and EAP + paid time off (including holidays, vacation days and sick days).

The posting range provided above for salary is what we, in good faith, believe we would pay for this role at the time of this posting.  We ultimately pay based on a number of non-discriminatory factors that inform pay decisions including but not limited to the required work location, previous work experience, skill set and internal equity.