Job Description

What You Need To Know

Open your future to incredible career potential. Work for an industry-leader who invests in their people. Southern Glazer’s Wine & Spirits is North America’s preeminent wine and spirits distributor, as well as a family-owned, privately held company with a 50+ year legacy of success. We were named by Newsweek as a Most Loved Workplace and are included on the Forbes lists for Largest Private Companies and Best Employers for Diversity.

As a full-time employee, you can choose from a full menu of our Top Shelf Benefits, including comprehensive medical and prescription drug coverage, dental and vision plans, tax-saving Flexible Spending Accounts, disability coverage, life insurance plans, and a 401(k) plan. We also offer tuition reimbursement, a wellness program, parental leave, vacation accrual, paid sick leave, and more.

At Southern Glazer’s, you’ll enjoy an environment where continuous learning and growth are supported and experience a culture where you are respected, and your voice is heard. If you’re looking to fill your glass with opportunity, come join our FAMILY.

Overview

The Customer Development Director provides Insights & Analytics support to our retail customers, suppliers and account teams and will assist in identifying opportunities and making recommendations that deliver category and customer growth. The Director will also assume a Leadership role, managing a small team of Customer Dev Managers, and by leading higher-level initiatives at the assigned account.

Primary Responsibilities

• Communicate regularly with retailers, supplier network and internal teams providing insights, analytics, and reporting
• Lead the spirits advisory team supporting Sam’s Club
• Manage data migrations for reporting systems and QA projects that bolster data integrity
• Lead strategy development, implementation and monitoring of category management capabilities to optimize channel business performance
• Deliver market ready category leadership plans to be used with our key retail partner and manage changes in market dynamics due to new supplier entrants to optimize the portfolio
• Develop strategies and processes that facilitate the communication of insights and information to retail partners in a timely and actionable manner
• Develop hands-on knowledge and experience with advanced analytic approaches and concepts within management disciplines and help facilitate data integration
• Stay informed of analytic best practices across the industry
• Assigns scorecard tracking of assigned category responsibility (including but not limited to: sales, profits, margins, market share)
• Lead category reviews by providing assortment and analytics that can help shape future category strategies
• Provide direct customer service to retailers
• Maintain relationships with cross-functional groups, corporate, retailer and planogram teams
• Perform other job-related duties as assigned

Additional Primary Responsibilities

Minimum Qualifications

• Bachelor’s Degree in business administration, marketing, market research, statistics plus seven years of 
experience; or an equivalent combination of education and experience
• Ten years Category Management experience within CPG sector
• Demonstrated high-level understanding of Customer Development / Category Management processes 
and practices
• Collaborate with external retail customers, key suppliers and internal teams to deliver insights and 
recommendations within six key domains: Macro Level, Retailer & Market, Consumer, Shopper, 4 P’s 
(Product/Assortment, Placement/Merchandising, Promotion, Pricing) and Operational

Preferred Qualifications
• Certification in Category Management preferred
• The ability to become the Single Point of Contact for customers, with an understanding of category 
strategies and overall business objectives, enabling on-going credible customer interaction 
• Assertive leadership/decisions making skills and high energy level, with an aptitude for understanding 
changing market dynamics and resolving complex problems
Trade Development Director Page 2 Effective: 08/01/2017
• Experience with category management principles, syndicated data, shopper/consumer insights, and
space management principles and software 
• Experience with analyzing and reporting data to identify issues, trends, or exceptions to drive 
improvement of results and find solutions
• Demonstrated experience leading and managing a team required
• Broad and in-depth knowledge of Customer Development / Category Management function
• High level of understanding in Core Competency areas: Strategic Business Planning, Analytics & 
Insights, Financial Business Acumen, Retail Pricing & Promotion, Retail Product Assortment 
• Working knowledge of Syndicated Data (Nielsen/IRI), Internal Shipment Data, POS Data, Spectra, HH 
Panel data sources 
• General knowledge of database management, data reporting and visualization tools (Tableau)
• General knowledge of Space Management processes and tools (JDA, Apollo, Space Automation)
• Understanding of chain sales, retail and distributor operations
• Excellent analytical, problem solving, decision-making and quantitative analysis skills to provide 
insights into performance and efficiency opportunities
• Strong planning and organizational skills to work in a fast-paced environment and manage multiple 
priorities
• Excellent communication and interpersonal skills to build relationship and collaboration across 
different departments, sometimes virtually
• Excellent project management skills to effectively managing multiple projects/process improvement 
initiatives concurrently and achieving deliverables tied to business strategies
• Ability to participate in business meetings, company initiatives and events upon request
• Ability to follow procedural guidelines 
• Ability to identify discrepancies and inconsistencies in available information and explain variances
• Ability to communicate effectively at all levels in the organization - formally and informally 
• Ability to travel domestically in the US to field locations, as needed

Physical Demands

• Physical demands include a considerable amount of time sitting and typing/keyboarding, using a computer (e.g., keyboard, mouse, and monitor) or adding machine
• Physical demands with activity or condition may occasionally include walking, bending, reaching, standing, and stooping
• May require occasional lifting/lowering, pushing, carrying, or pulling up to 20lbs

EEO Statement

Southern Glazer's Wine and Spirits, an Affirmative Action/EEO employer, prohibits discrimination and harassment of any type and provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. SGWS complies with all federal, state and local laws concerning consideration of a qualified applicant's arrest and/or criminal conviction records. Southern Glazer's Wine and Spirits provides competitive compensation based on estimated performance level consistent with the past relevant experience, knowledge, skills, abilities and education of employees. Unless otherwise expressly stated, any pay ranges posted here are estimates from outside of Southern Glazer's Wine and Spirits and do not reflect Southern Glazer's pay bands or ranges.

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