Vice President, Trade Development & Inside Sales

This role follows a flexible hybrid schedule and can be performed from any Breakthru Beverage office location.

About the role

We are seeking a dynamic, enterprise-minded leader to build and lead two transformational capabilities within Trade Development:

• Performance Management & Service Model - Build and scale a best-in-class performance management and service model that ensures consistent, high-quality delivery to hundreds of supplier partners. This includes ownership of our Inside Sales & Customer Care operation, leadership of a team of Business Managers executing against our service standards, and the processes, tools, and governance that drive accountability and results.
• Business Management Center of Excellence - Establish an enterprise-wide commercial capability program that elevates our Business Manager population to be the most commercially astute and professionally excellent in the industry - grounded in data, supported by world-class tools and routines, and measured by outcomes that matter.

This is a rare opportunity to build from the ground up - creating the structures, standards, and culture that will define how Breakthru serves its supplier partners for years to come.

Responsibilities

Supplier Service Model & Business Manager Leadership

• Lead, develop, and manage a team of Business Managers - owning the full people management lifecycle including performance management, coaching, career development, and accountability
• Execute against our service standards model - defining engagement routines and accountability frameworks across hundreds of supplier partnerships
• Serve as the Center of Excellence and main connection point for markets - ensuring enterprise consistency in how we deliver service to supplier partners while enabling local market collaboration
• Develop the processes, tools, technology solutions, and accountability frameworks to manage and elevate this team - ensuring deep cross-collaboration across markets, functions, and leadership levels
• Build standard dashboards, scorecards, and reporting cadences that drive visibility and continuous improvement
• Create escalation frameworks and decision-rights structures that resolve issues at pace
• Partner closely with Trade Analytics to deploy automation, analytics, and enablement tools

Inside Sales & Customer Care

• Own the Inside Sales & Customer Care (IS/CC) operation - including full vendor management of our strategic BPO partner (contract governance, scope management, performance, and innovation)
• Define the strategic framework for which accounts will and should be serviced by Inside Sales - creating the business rules, criteria, and decision logic that determine what makes an IS account
• Establish and enforce service-level agreements and KPIs across revenue, PODs, accounts sold, program adherence, and more
• Establish and enforce service-level agreements and KPIs across call coverage, response time, resolution quality, revenue conversion, and program adherence
• Drive daily performance oversight with clear accountability metrics across the IS/CC operation
• Partner closely with Technology Strategy & Enterprise Transformation on strategic BPO partner management, technology deployment, and innovation
• Continuously evaluate and evolve the IS/CC model to optimize coverage, performance, and cost-effectiveness

Architect the Business Management Center of Excellence

• Design and steward an enterprise-wide commercial capability framework - one standard of excellence, consistently applied for our Business Manager community
• Define what "great" looks like for Business Managers at Breakthru - raising the baseline of commercial acumen across the entire population
• Build the roadmap and deliver value in deep collaboration with Trade Leadership, Trade Analytics, Supplier Brand Development, Commercial Strategy, Finance, and other key partners - partnering closely with the Enterprise Learning & Development team on curriculum design and delivery
• Provide practical tools, frameworks, and resources that make a significant impact in Business Managers' daily lives - not theoretical training, but applied commercial enablement that drives real results
• Develop tools, governance structures, and performance routines across core capability domains
• Drive measurable improvement through KPIs tied directly to business outcomes
• Embed capability development into the operating model as a sustainable, ongoing competitive advantage - not a one-time initiative

• Other duties, as assigned by the jobholder’s supervisor, may also be required.

Requirements

• 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, including advanced use of CPG data, KPI development, SLA management, and performance optimization
• Exceptional executive communication, stakeholder management, and influencing skills, with the ability to align cross-functional leaders and drive organizational change

Preferred Qualifications

• MBA
• Direct experience in beverage alcohol distribution (wine, spirits, beer)
• Familiarity with inside sales and customer care operating models
• Background building commercial capability or enablement programs at enterprise scale
• Experience managing organizational change and team buildouts
• Exposure to ERP ecosystems (e.g., SAP S/4HANA)

Skills

• Leads large, complex initiatives with enterprise impact
• Addresses systemic, organization-wide challenges
• Decisions have lasting, company-wide impact
• Influences executive and external stakeholders

Physical Requirements

While performing the duties of this job, the employee is required to remain in a stationary position at times; communicate, and operate a computer and telephone.

Pay

Salary Range: $200,000 - $250,000

This position is eligible to participate in a bonus program. Metrics and level of participation are determined annually.

Benefits

• Health care benefits
• Life insurance
• Time off benefits
• Participation in the Company’s 401(k) plan