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Managing Director of Growth

3 months ago

New York, United States Constellation Full time

**Managing Director of Growth**:
**Job Reference Number**:19290
**Employment Type**:Full-Time**, **Remote
**Segment**:Dining & Events
**Brand**:Constellation
**State**:New York (US-NY)

**Position Summary**:
You will be accountable for profitably growing top line revenue through new business & retention, as well as play a significant role in identifying and integrating acquisition targets that fit the segment growth strategy. As a key member of the ENA Growth Leadership Team (GLT), Segment Executive Team and ENA Strategic Operating Council (SOC), you are expected to be a role model in promoting & developing a positive accountable culture across the company & segment using your leadership style & behaviors.

The primary metric of success for this role is the consistent achievement of the annual segment growth strategy objective, starting with sustainably securing your annual new business targets, with a successful self-op conversion strategy & result. The secondary metrics include the success of all individuals on your team achieving their assigned targets, the quality of the collective & individual pipeline, high win rates, compliance with & enhancement of best practices, and the enablement of a healthy team-based culture.

**Key Accountabilities**:
Strategy:

- Develops & executes the growth strategy in alignment with ENA & Segment executive leadership. Strategy to include market assessment, definition of our sweet spot, value proposition, and ongoing differentiation initiatives that will enable the quality growth desired.
- Collaboratively works with strategy, marketing, culinary, operational, finance, IT leadership & others to assure an ongoing differentiating strategy is in full effect, as perceived by clients, prospects & the market, which establishes D&E as an ongoing innovative quality service leader.
- Market knowledge: Keeps up with industry & competitive trends per developing appropriate contacts through trade associations, state agencies, community groups and other organizations. Assures professional representation of the company at Trade Shows/Industry events, etc.

Leadership:

- Attracts, develops, leads & evaluates a high-performance team that consistently achieves assigned objectives while working well in an accountable cross-functional team-based culture.
- Utilizes core people processes to engage, motivate, and recognize team members.
- New Business - assures a proactive prospect development system is in place across all team members that consistently identifies and develops opportunities per the defined D&E growth strategy & all are reflected in ENA salesforce that provides ongoing confidence in achieving results.
- Retention - assures resources, processes, systems & an aligned segment model is in place to achieve the annual Retention objectives in line with ENA/D&E strategy & defined best practices across the Retention community.
- Acquisitions - a key member of team that identifies acquisition targets that fit the segment strategy; works with ENA A&M team as requested; integrates as relevant to Growth strategy going forward.
- Consistent Execution: Complies with & collaboratively enhances best practice ENA Sales Processes that include lead generation, pipeline management, opportunity assessment, proposal / pro forma creation, negotiations, contract process, and new business start-up implementation. Collaboratively supports & enhances best practices that aligns all resources to achieve desired results - growth specific, as well as HR, governance, policy, financial, IT, procurement, etc. with a commitment to continuous process improvement & simplification that effectively leverages & aligns organizational resources to drive results.
- Proposals: Assures entire team creates and delivers compelling proposals to prospective clients with differentiating solutions to clients’ needs while also enhancing the value of ENA/D&E.
- Contract Negotiations: Assures entire team manages contract negotiations in alignment with ENA practices which include Legal, Operations, HR, Procurement & Financial representation & alignment.
- Start Ups: Assures entire team enables a smooth transition to the Operations teams that assures a successful startup of service for the client.
- Other Duties as Assigned

**Requirements**:

- 5-10 years of demonstrated success in a sales or business development leadership role inclusive of developing & executing aligned strategy with proven track record of success and developing a sales team in complex/strategic sales environments. Preference towards industry experience in segment.
- 5-10 previous years of demonstrated individual sales success with preference for industry experience in assigned segment.
- Bachelor’s Degree required or equivalent experience.
- Ability to build strong, trusting relationships with clients at the executive level as well as executives within ENA and assigned segment.
- Articulate, confident in delivery, business savvy and ability to make positive