Field Sales Manager

Job Description

Position Summary: 

The role is responsible for the planning, communication and execution of both our On and Off-Premise objectives with our distributor partners and the trade in an assigned territory with Constellation Brands Aspira and Ignite Wine Portfolio. The Manager will ensure we are achieving our fair share of business, growth and awareness in this important channel of business through regular interaction, account calls, training and education.  

Responsibilities: 

Sales Planning and Program Development 

• In partnership with the GSM and Director, develop and conduct assigned distributor team plans, periodic team reviews, market surveys, competitive pricing surveys, and general sales meetings with distributor partners 

• Provide Director with market intelligence and recommendations for effective planning or programming. 

• Execute new product launches 

• Manage merchandising pre-plan 

Execution and Communication of Sales Objectives 

• Communicate all necessary information and brand education on Constellation Brands programs, strategies and standards to distributor sales team in order to achieve depletion and distribution goals 

• Establish sales presence in the market and conduct regular distributor market work-withs to ensure CBI brand priority and initiatives are maintained 

• Implement sales performance measures and targets using the Constellation Brands CORE brand priorities with distributors while assisting in achieving expected results 

In Market Training and Relationship Development 

• Develop, cultivate, and maintain strong relationships with key accounts, individual stores, and buyers. Leverage relationships to explore business opportunities 

• Work with, coach and educate distributor sales members on CBI brand priorities and standards 

• Provide product education sessions to Retailers, and other customers 

• Partner with Trade Marketing to understand brand health and needs 

Administration and Analysis 

• Provide feedback to Director on market issues: opportunities, changes, distributor issues and competitive activity 

• Work with Director and internal CBI Team to develop action plans for business opportunities through the use of strategic insights and as applicable leverage distributor sales data 

• Conduct post-promotional analysis in conjunction with Sales Operations Manager 

• Conduct and report weekly progress checks of distributor performance for your assigned area 

• Basic financial skills to monitor monthly A/R statements and to develop cost/benefit strategies 

• Work with Director to develop pricing structures and pricing strategies 

• Ensure required reports and T&E are turned in timely and as necessary 

• Regularly utilize internal tools such as Compass and Chatter to communicate business updates 

Minimum Qualifications: 

• 5 years related experience – sales, distributor