Senior Field Sales Manager, Wine and Spirits

Job Description

Company Summary

If you have taken a moment to unwind with a bottle of beer, toast with glass of wine, or celebrate with a cocktail, chances are that you have shared that moment with Constellation Brands.  We are passionate producers of iconic beer, wine and spirits brands that consumers love.  From Corona Extra, to Robert Mondavi Wines, to SVEKDA Vodka, we produce over 100 premium brands with sales in nearly 100 countries, making us the number one multi-category beverage alcohol company in the U.S.

POSITION SUMMARY:

The role is responsible for growing Constellation Brands in designated area. This role is responsible for the planning, communication and execution of the objectives with our distributor partners, the trade, as well as achieving the company’s sales and distribution objectives while being fiscally responsible and focusing on depletion P&L.  

RESPONSIBILITIES:

Sales Planning and Program Development

• In partnership with the Regional Managers and other Sr. Field Sales Managers, develop assigned distributor business plan meetings, periodic team reviews, market surveys, competitive pricing surveys and general sales meetings with distributor partners and our National Accounts team.
• Provide Regional Manager and assigned accounts with market intelligence and recommendations for effective planning and/or programming
• Provide input into development of account specific category leadership strategy in partnership with Shopper & Guest Solutions Initiative and Channel Insights teams
• Execute new product launches and line extensions to match company objectives
• Manager all business facets in assigned area

Execution and Communication of Sales Objectives

• Develop and maintain IRI reports including at risk reports, chain scorecards, faire share reports, gap reports
• Develop and maintain tracking reports covering chain warehouse inventory, planner tracking, ad tracking, new item tracking, authorization listing, chain store lists and ad-hoc reports
• Implement sales performance measures and targets using the Constellation Brands CORE brand priorities with distributors while assisting in achieving expected results
• Strengthen existing retailer relationships through continuous engagement with category management teams at the account providing strategic thinking and expertise in category leadership

In Market Training and Relationship Development

• Develop, cultivate and maintain strong collaborative relationships with General Sales Manager, Regional Managers and Senior Field Sales Managers
• Leverage relationships to explore business opportunities throughout your assigned territory
• Work with, coach and educate distributor sales members on Constellation Brands’ brand priorities and standards
• Partner with Trade Marketing to understand brand health and needs

Administration and Analysis

• Provide feedback to Regional Manager on market issues, opportunities, changes, distributor issues and competitive activity
• Prepare and maintain all applicable financial records, budgets and forecasts for your assigned area
• Conduct post-promotional analysis in conjunction with SOM (as applicable)
• Conduct and report weekly progress checks of distributor performance for your assigned area
• Insure required reports and T&E are turned in timely, as necessary, and budget is maintained
• Utilize Compass and all other CBI communication and collaboration tools

QUALIFICATIONS:

• Bachelor’s Degree required or equivalent work experience
• 5 years of related wine industry experience required
• Understanding of three-tier distribution system
• Alcohol & Beverage industry highly preferred
• Retail Experience
• Experience in managing supplier/distributor business across an entire state
• Strong Microsoft Office skills, including but not limited to Excel, Power Point, Word, Sharepoint, Access and One Note
• Proficient in the use of all category management software, concepts, analytical techniques; have a thorough understanding of syndicated data.

PHYSICAL REQUIREMENTS/OTHER:

• Valid driver’s license and clean driving record and ability to insured by Constellations Brands
• Must be able to travel via plane/train 20-35% of time
• Frequent travel within assigned area of business via car, 60-75% of time
• Lift up to 60lbs on a regular basis
• Primarily office environment but may be exposed to a warehouse/distribution environment on a frequent basis
• Must be able to stand, walk, sit; use hands to handle or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch