Senior Director, National Accounts

Job Description

Position Summary

The National Accounts Senior Director is a key enterprise leader responsible for overseeing one of CBI’s largest and most complex national retail partnership, 7-Eleven. This highly visible role is national in scope and is accountable for driving strategic growth, shaping and executing multi-year business strategies, and ensuring Constellation Brands remains the supplier of choice within this industry-leading account. The Senior Director leads large, cross-functional teams and directly supervises a team of National Account Manager and National Account Manager IIs, providing direction and support for the successful execution of annual chain business plans.

This position is responsible for developing and delivering against comprehensive performance measures including sales, share, distribution, innovation, space, feature and display execution, pricing and value-added programming across CBI’s annual business cycles. The Senior Director maintains strong relationships and effective communication with key internal and external stakeholders, including account decision-makers, wholesalers, and CBI Field Sales employees. Utilizing syndicated and internal data, this leader crafts fact-based presentations and solutions to drive account performance, manages budgets to ensure ROI in line with corporate expectations, and provides regular results updates versus goals. The National Accounts Senior Director role requires exceptional strategic acumen, operational rigor, and the ability to influence at the highest organizational levels, both internally and externally.

Key Responsibilities

Strategic Leadership

• Develop and own long-term, enterprise-level account strategies (FY, 1–3 years, and beyond) to ensure sustainable growth and competitive advantage for CBI’s largest and most complex national retail accounts.
• Shape broader channel strategies including pricing, merchandising, and brand/package innovation by leveraging customer insights, syndicated data, and evolving market trends.
• Drive omnichannel acceleration and new product launches tailored to retailer and consumer needs.
• Align with Business Unit Leaders on key initiatives such as pricing, key week execution, and other business matters relevant to strategic customers.

Team & Talent Management

• Lead and develop large, high-performing teams (11+ for 7-Eleven), including National Account Managers, National Account Manager IIs, Pricing Managers, and eCommerce leads.
• Oversee the selection, staffing, management, and professional development of all direct and indirect reports, ensuring the team meets sales and profit plans.
• Act as a leader of leaders by providing mentorship, career development, and succession planning for future Director and VP-level talent.
• Foster a culture of accountability, agility, and innovation across the entire account team.

Executive Relationship Management

• Serve as the primary executive contact for 7-Eleven, engaging directly with senior executive partners and representing CBI at the highest levels.
• Cultivate and manage deep, strategic relationships with a wide network of buyer contacts, key decision-makers, and external stakeholders, positioning CBI as a trusted advisor.
• Conduct quarterly sales calls and presentations with executive leadership at assigned accounts, and represent CBI in external strategic forums and industry events.

Strategic Execution & Business Management

• Own and deliver all aspects of account management, including revenue growth, share targets, volume, distribution, innovation, space, feature and display goals, pricing,  value-added programming and operational execution.
• Lead enterprise-wide projects and complex negotiations, often with significant, long-term business impact.
• Develop, sell, and implement custom promotional programs to drive account performance, coordinating efforts with field sales, marketing, and wholesaler partners.
• Conduct key market visits with distributor chain account management during critical weeks and holidays to ensure flawless retail execution.
• Manage all chain account activity, including program presentations, pricing and business reviews, and value-added program execution with local decision-makers and distributor partners.
• Plan, conduct, and coordinate retail accountability at the distributor level; develop and maintain wholesaler follow-through reports, and address any execution or sales issues.
• Collaborate cross-functionally with internal partners across category, finance, supply chain, and marketing to deliver against strategic objectives.
• Manage travel, expense, and Constellation Brands tactical funds budget allocations, ensuring strong ROI and compliance with corporate financial expectations.
• Communicate and coordinate with General Managers, Market Development Managers, and wholesaler personnel to execute all chain activity; assist with wholesaler sales meetings on a quarterly basis.
• Perform additional duties and responsibilities as required to support account and company objectives.

Minimum Qualifications

• Bachelor’s degree required; MBA or similar advanced degree strongly preferred. Equivalent job experience in the consumer products industry will be considered.
• Minimum of 15+ years within the industry including 8+ years progressive sales leadership experience in CPG, beverage/alcohol, or retail sales, including at least two years at the supplier level.
• Demonstrated success managing large-scale national accounts ( 7-Eleven or equivalent) with a strong understanding of category management and syndicated data.
• Experience leading large, multi-layered teams, with a track record of developing talent and building high-performing teams to meet business objectives.
• Proven ability to influence and build relationships at the executive level, with both customers and internal associates.
• Strong strategic thinking, financial acumen, and negotiation skills; demonstrated analytical skills and the ability to use customer insights, market feedback, and syndicated data to identify needs and challenges.
• Excellent written and oral communication skills; must be able to communicate effectively across all levels of the organization and deliver professional sales presentations.
• Demonstrated diligence and ability to follow through on commitments with minimal direction.
• Proficiency in Microsoft Office, business intelligence tools, and customer-specific systems.
• Ability to travel a minimum of 50% of working time, including up to 5 hours driving time as required.

Physical Requirements/Work Environment

• Must be able to move up to 55 lbs
• Must be able to sit and/or stand for long periods of time and work at desk/personal computer for extended periods of time.
• Use hands to handle or feel; reach with hands and arms.
• Climb or balance stairs/ladders.
• Stoop, kneel, crouch or crawl; talk and hear.
• Must have close vision, distant vision, and ability to adjust focus, peripheral vision.
• Primary work environment is in trade and a professional corporate office.
• Must have a valid driver’s license, be able to drive a car and travel via plane/train as needed.
• Must be at least 21 years or age.

Location

Additional Locations

Job Type

Job Area

The salary range for this role is:

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting.  Our compensation is based on cost of labor. For remote locations or positions open to multiple locations, the pay range may reflect several US geographic markets, including the lowest geographic market minimum to the highest geographic market maximum. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but not limited to, the prevailing minimum wage for the location, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs.  At Constellation Brands, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

Equal Opportunity

Constellation Brands is committed to a continuing program of equal employment opportunity. All persons have equal employment opportunities with Constellation Brands, regardless of their sex, race, color, age, religion, creed, sexual orientation, national origin or citizenship, ancestry, physical or mental disability, medical condition (cancer or genetic characteristics), marital status, gender (including gender identity or gender expression), familial status, military or veteran status, genetic information, pregnancy, childbirth, breastfeeding, or related conditions (or any other group or category within the framework of the applicable discrimination laws and regulations).