Senior Director, Distributor Planning & Performance

Description

CHEERS! Founded in 1981, Deutsch Family Wine and Spirits markets quality wines produced by prestigious families from major wine regions of the world. With our headquarters in Stamford, CT, DFWS is the 4th largest wine company with one of the fastest growing spirits portfolios. With our family values and unique culture, DFWS was recognized as one of the Top Workplaces in the U.S. in 2022, 2023, 2024 and 2025.

Deutsch Family Wine & Spirits is currently seeking a Senior Director of Distributor Planning & Performance who possesses the qualifications below.

Reporting to the Senior Vice President of National Sales, the Senior Director of Distributor Planning & Performance is responsible for leading route-to-market strategies and implementation, developing and overseeing distributor agreements and compliance, and oversight of the planning process to create synergies amongst all functional areas and to drive enhanced performance. This role requires collaboration with various departments, including field sales, marketing, finance, operations, and IT, to ensure seamless integration and execution of strategies. The location of the role is flexible.

Key Responsibilities:

Distributor Management & Agreements:

• Enhance collaboration with strategic distributors by leveraging performance metrics and process improvements to boost performance and strengthen relationships
• Create and implement an efficient and effective distributor route-to-market strategy, including oversight of the Distributor Agreement strategy for DFWS
• Develop and oversee scorecards to track strategic objectives, ensuring effective management and monitoring distributor compliance to identify and address performance gaps
• Facilitate key distributor top-to-top meetings and oversee the strategy for other essential distributor meetings to maximize the effectiveness of sales team engagements and ensure they receive appropriate support.
• Spearhead the negotiation, implementation, and transition of new contracts. Establish and maintain protocols for ongoing oversight, ensuring compliance issues are effectively communicated to field sales and senior management
• Ensure transparency and reporting on distributor spending requirements

Planning Process Oversight:

• Lead and manage the planning process, aligning stakeholders against DFWS winning aspirations and ensuring deadlines are met and objectives delivered
• Lead development of National Programming to support strategic imperatives, collaborating with internal and external stakeholders to maximize effectiveness, and work closely with BI to aid in tracking and communications
• Aid in the development of the Annual Planning Playbook, compiling components such as: National Programming, Executional Priorities, Distributor Scorecard, Distributor Awards & Recognition, and Guidelines & Standards
• Create inclusive stakeholder engagement to gain feedback, alignment, and ownership of outcomes; apply a mindset of continuous learnings and enhancements
• Ensure planning timelines are developed in a manner to maximize internal and external needs, creating synergies where applicable to create better ownership of outcomes

Business Planning:

• Develop and maintain a comprehensive plan for areas of responsibility
• Continuously review and revise priorities based on performance results
• Establish beneficial relationships with influential distributor teams to gather input and trends
• Ensure work practices are clearly defined and documented

Financial Management:

• Create and implement audit processes to ensure compliance with distributor agreements
• Track and manage distributor spending requirements to deliver required performance
• Prepare annual budgets and forecasts, and maintain scorecards to track performance

Qualifications:

• Minimum 10 years of distributor management experience in the alcohol beverage industry
• Strong executive presence and ability to interact comfortably with senior executives and distributor principles
• Excellent presentation, interpersonal, and business writing skills
• Highly developed computer skills, with expertise in Excel and PowerPoint
• Strong financial management and analytical skills
• Experience in managing sales functions nationally or regionally for an alcoholic beverage company
• Thorough understanding of distributor economics, margin structures, and inventory management
• Undergraduate and/or graduate degree in business or related subject matter

What We Offer:

• Competitive compensation
• Career development opportunities
• Medical, dental, vision and life insurance, PTO
• 401 (k) match
• Product allowance to enjoy on DFWS products
• Tuition Reimbursement and a Post Secondary education scholarship program for employees’ children
• Gym reimbursement
• Employee Assistance Program

We Value Diversity

At DFWS, we believe that our differences are our strengths. We embrace and celebrate the diversity of our team members, our customers, and our communities. We strive to create a work environment that fosters inclusion, respect, and collaboration. We are constantly learning and growing from our diverse perspectives and experiences. Inclusion and diversity are not just goals for us, but the core of all we do. We welcome and consider applications from all qualified candidates as we foster a culture of inclusion that provides fair and equal opportunities for all.

About Deutsch Family Wine & Spirits

Initially called W.J. Deutsch & Sons Ltd., the company was founded in 1981 by Chairman Bill Deutsch to market quality wines produced by prestigious families from major wine regions of the world. In 2009, it announced the expansion of the award-winning company to include a Spirits Portfolio. Today the company is renowned for its brand-building prowess and its ability to meet the needs of the modern consumer. Bill's son Peter Deutsch is CEO; thus two generations of the Deutsch family work side by side in their continuous quest to build strong brands and relationships throughout the wine and spirits industry.

The portfolio includes award-winning wines from Australia: [ yellow tail ], [ yellow tail ] Pure Bright; California: Force & Grace, Honest Thief, Josh Cellars, Josh Cellars Reserve, The Calling; France: Beau Joie, Cave de Lugny, Fleurs de Prairie, Hob Nob Vineyards, Sauvion et Fils; Italy: Barone Fini, Villa Pozzi; New Zealand: The Crossings; Portugal: Quinta Do Vale Meao; Argentina: Clos de los Siete; and award-winning spirits: Redemption Whiskey, Bib & Tucker Bourbon, Masterson's Rye, Gray Whale Gin, Luksusowa Vodka and Cantera Negra Tequila.

Learn more about Deutsch Family Wine & Spirits at www.deutschfamily.com

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Qualifications