Job Description

Position Summary

The Associate Manager, Commercial Transitions is responsible for facilitating changes and managing data to our distributor network.  This individual works directly with distributors and internal departments (e.g., Legal Dept) to facilitate distributor changes in an efficient manner. This position facilitates distributor transitions and all related communications, legal signoffs, record updates and other requirements related to Import beer, Craft & Specialty beer, and Ready to Drink brands.  The competitive landscape continues to evolve, triggering distributor acquisitions, expansion of our brand portfolio, and increased cross-functional collaboration, all which serves to enhance the need for a detailed-oriented change agent in this position.

Responsibilities

This role includes management of distributor changes, expanded brand agreements, distributor information management, distributor territory mapping, and sales team hierarchy.  Specifically:

Distributor transition/changes: work closely with Field Sales to facilitate a smooth change process. This process requires maintaining, drafting, sending, and tracking pertinent files e.g., distributor agreements, distributor applications, releases and terminations, relinquishment letters, conditional approval letters, transition process decision tools, and the distributor transition checklist.     

Gain transition approvals from BUVPs, Credit, Pricing, Regulatory, Legal, Trade Marketing, Supply Chain, and Data & Analytics to create/terminate distributors in a timely fashion. Relentlessly follow-up to ensure timely transitions.
Work with Data & Analytics team to update internal systems for sales hierarchy, customer changes, creations, and terminations so that updated customer information flow into all sales tools.

Coordinate communications around distributor changes, including summary emails after each change and monthly Distributor Transition Alert for both Beer Import and C&S notices.

Distributor territory mapping – use ArcGIS to map distributor territories and update distributor territories based on distributor transition and changes to include Beer, BioSteel, Venture, and C&S projects.

Collaborate with IT and Sales Execution to plan for Compass to show territory maps.

Utilize business intelligence software to determine and communicate sales history transfers at the end of each transition ensuring data accuracy in reporting systems.
Manage Customer Information Management (CIM), the application and maintenance of contact information for sales personnel at each distributor and for making such information available to Field Sales on an ongoing basis.
This position is the SME for CIM: provide CIM training for MDMs and distributors; perform CIM audits for Comms team to ensure accurate communication; provide Comms team with CIM outputs on a weekly basis.
SET lead on project team to create new Salesforce.com version of CIM
Work with HR, Billing & Compliance and Field Sales to update Sales Team hierarchies for all distributor management positions.
Collaborate with BUAMs to make updates; troubleshoot hierarchy issues with IT for Compass and IQ.  Work with chain teams to identify distributors associated with new stores.
In conjunction with Geographic Expansion Market (GEM) process, ensure distributor agreements reflect the addition of new products. This includes amending documents, creating shareable PDF, and sending documents to distributors for validating signature.

Follow-up until documents approved and returned, as input to Regulatory Dept for Brand Label Registration.
Negotiate resolution to distributor territory conflicts; defer to Legal Dept. as needed.

Provide distributor information to Legal/Regulatory Department for state filing and licensing requirements. Sends and follow-ups required forms to distributors.
Maintain and update CBBD’s Distributor Standards document, work with cross-functional partners (e.g., QA, Legal, Bus Ops).

Reporting Relationship

Reports directly to the Director, Distributor Development.

Qualifications

High energy, detail-oriented, self-starter, with strong work-ethic is foundational for success in this position.
A Bachelor’s degree or an AB with job equivalent experience is required with a minimum of 2-3 years of relevant experience.
Ability to adapt, follow-through, and adhere to standard process, while seeking paths to process-improvement.
Excellent organizational and project management skills necessary to manage large amounts of distributor information, i.e., Gold Network consists of over 400 distributors.
Highly detail-oriented and dedicated to mitigating risk by following processes.
Excellent verbal and written communication skills and ability to develop relationships with internal and external customers.
Experience in process management, network tools (e.g., Salesforce, cloud-based apps).
Experience with Microsoft Office Suite required.
Knowledge of the distributor environment, alcohol beverage industry, and Constellation Beer Division product portfolio and operations is a plus.
Experience working in a legal, government/ US Military administrative environment is a plus.