Vice President, Trade Development – Inside Sales

• Build and scale a best-in-class performance management and service model for supplier partners
• Own the Inside Sales & Customer Care operation and manage the strategic BPO partner
• Lead, develop, and manage Business Managers, including performance management, coaching, career development, and accountability
• Define service standards, engagement routines, accountability frameworks, dashboards, scorecards, and reporting cadences
• Serve as the Center of Excellence and connection point for markets
• Develop processes, tools, technology solutions, escalation frameworks, and decision-rights structures
• Partner with Trade Analytics to deploy automation, analytics, and enablement tools
• Define account-service rules, criteria, and decision logic for Inside Sales
• Establish and enforce service-level agreements and KPIs across revenue, accounts, call coverage, response time, resolution quality, conversion, and program adherence
• Drive daily performance oversight of the Inside Sales & Customer Care operation
• Partner with Technology Strategy & Enterprise Transformation on BPO management, technology deployment, and innovation
• Continuously evaluate and evolve the Inside Sales & Customer Care model for coverage, performance, and cost-effectiveness
• Design and steward an enterprise-wide commercial capability framework for Business Managers
• Define commercial excellence standards and raise commercial acumen across the Business Manager population
• Build the roadmap with Trade Leadership, Trade Analytics, Supplier Brand Development, Commercial Strategy, Finance, and other partners
• Partner with Enterprise Learning & Development on curriculum design and delivery
• Provide practical commercial tools, frameworks, and resources
• Develop capability tools, governance structures, and performance routines
• Drive measurable improvement through KPIs tied to business outcomes
• Embed capability development into the operating model

• Bachelor’s degree in related field and/or equivalent training and work experience
• Minimum of 10 years of senior leadership experience in beverage alcohol distribution, CPG, sales, trade development, or related industries
• Proven track record building and scaling commercial operating models, driving revenue growth, and establishing enterprise-wide governance, performance, and accountability frameworks
• Deep expertise in commercial strategy, supplier economics, sales execution, financial management, and translating strategic priorities into market results
• Demonstrated success leading large, geographically dispersed teams and managing complex vendor, supplier, and strategic partner relationships
• Strong analytical and business planning capabilities
• Advanced use of CPG data, KPI development, SLA management, and performance optimization
• Exceptional executive communication, stakeholder management, and influencing skills
• Ability to align cross-functional leaders and drive organizational change
• MBA preferred
• Direct experience in beverage alcohol distribution preferred
• Familiarity with inside sales and customer care operating models preferred
• Background building commercial capability or enablement programs at enterprise scale preferred
• Experience managing organizational change and team buildouts preferred
• Exposure to ERP ecosystems such as SAP S/4
  
  HANA preferred

Demonstrates expertise in building and scaling commercial operating models, driving revenue growth, and establishing governance frameworks. Proficient in leading large teams, managing complex vendor relationships, and optimizing performance through KPIs and analytics.

• Commercial Strategy
• Performance Management
• KPI Development
• Stakeholder Management
• Organizational Change

• Commercial Operating Models
• Sales Execution
• Financial Management
• Data Analysis
• Performance Optimization
• Governance Frameworks
• Accountability Frameworks
• SLA Management
• Trade Development
• Beverage Alcohol Distribution

• Executive Communication
• Influencing Skills
• Team Leadership
• Coaching
• Cross-Functional Alignment

• Bachelor’s Degree
• MBA Preferred

• CPG
• Inside Sales
• Customer Care
• Supplier Economics
• Trade Analytics

• KPI Dashboards
• Performance Scorecards
• Automation Tools
• Analytics Tools
• ERP Ecosystems