Sr. Market Development Manager

Job Description

Company Summary

We’re the producers, creators and marketers of beer, wine and spirts brands that people love. At Constellation Brands, we’re driven to push boundaries and think beyond today to deliver products and experiences that resonate now, tomorrow and well into the future. Because of this approach, we’re the fastest-growing large CPG company in the U.S. at retail, with operations in the U.S., Mexico, New Zealand and Italy. Our premium portfolio of iconic brands like Corona Extra, Modelo Especial, Kim Crawford, Robert Mondavi, Meiomi, The Prisoner, SVEDKA Vodka, High West Whiskey, and more drive industry-leading growth for us today. But we’re just getting started. Our ability to stay on the forefront of consumer trends has fueled our success since our founding in 1945 and will guide us in creating the next generation of products and experiences Worth Reaching For.

Position Summary

The primary function of a Sr. Market Development Manager is to align and partner with one or more wholesalers to meet and exceed company objectives in addition to achieving execution excellence as outlined by Constellation Brands Beer Divisions Retail Vision and Gold Network Distributor Standards.  This position is responsible for driving sales performance by managing sales, retail execution, operations and key relationships at Wholesaler(s) in an assigned geographic area. The incumbent partners with an area General Manager to set priorities and execute the business plan for a high priority sales territory.

Responsibilities

Wholesaler Management Planning and Execution

• Build an Annual Business Plan that supports CBBD’s National Priorities while setting volume, distribution and space growth goals along with agreement on wholesaler tactical funds and resource allocation
• Identify market specific business development opportunities to grow Constellation share
• Meet with wholesaler leadership at least monthly to review progress towards ABP goals, address gaps and create plans to close any gaps
• Develop tactics for Monthly Business Objectives that support and help to achieve ABP goals
• Conduct weekly meetings with Constellation Brand Manager to build reports, manage communication, build programming and generate ideas
• Communicate all Retail Marketing Initiatives for cross-merchandising
• Align with Field Marketing to help drive local marketing initiatives and uncover sponsorship opportunities
• Partner with National Sales Organization, Regional Key Accounts and On Premise to provide support and ensure wholesaler execution for all retail programs
• Develop relationships with key personnel at all levels and departments of the wholesaler
• Direct and implement training and development initiatives for Wholesalers under management.
• Supervise and monitor the allocation and use of all point-of-sale materials in accordance with budgeting and account/market objectives.

Operations

• Monitor wholesaler inventories internally and externally, address any out-of-stock or at-risk inventory issues with wholesaler operations as well as CBBD Customer Logistics when necessary
• Develop new item forecasts for any product innovation
• Provide forecasting adjustments to Business Unit Ops Director

Trimester Planning

• Develop Trimester plans in partnership with the area GM.
• Develop mutually agreed upon volume and distribution goals for Wholesalers under management.
• Determine programming, CTF, LMF (Local Marketing Funds) and Wholesaler Tactical expenditure levels.

Pricing

• Conduct bi-annual pricing surveys in key independent off-premise retailers
• Communicate all pricing and promotional calendars to wholesaler, and share wholesaler pricing with National Sales, Regional Key Account team and On Premise partners
• Identify any competitive pricing activity and address with Business Unit Finance Manager
• Identify market pricing opportunities and make recommendations including objectives for any change proposed.
• Notify and gain commitment from Wholesalers once price changes have been approved.
• Ensure target PTR/PTC’s are executed.
• Evaluate new product market-level pricing and determine go-forward approach.

CTF/ LMF Budgets

• Develop CTF investment strategy at the Wholesaler Level by Sales Priority for the upcoming year.
• Control, plan and balance multiple budgets including but not limited to Constellation Tactical Fund, Local Marketing Fund, Permanent and Thematic POS.
• Monitor budget compliance and communicates regularly with Wholesalers.

New Products

• In conjunction with Key Account, National Account and Wholesalers execute new product roll out