State Sales Lead - KY

Job Description

Company Summary

Constellation Brands is a leading international producer and marketer of beer, wine, and spirits with operations in the U.S., Mexico, New Zealand, and Italy. Our mission is to build brands that people love, pushing boundaries to think beyond today because we believe that elevating human connections is Worth Reaching For. Our Wine & Spirits Division strives to lead the high-end market with a world-class portfolio of premium and fine wines and craft spirits that reflect authenticity, passion, and uncompromising standards—from soil to glass. Our success is powered by a high-performing, entrepreneurial team that moves with agility, works collaboratively, and is driven to win while growing their careers in a dynamic, rewarding environment.

Position Summary

Constellation Brands is building the preeminent investor grade Wine and Spirits selling division in the market and is looking for the best fine wine and craft spirits professionals in the industry.  This role is responsible for the execution of our Wine and Craft Spirits objectives with our key distributor partners. This role is responsible for the key distributor house relationships with specific emphasis on aligning and gaining commitment from distributors to achieve the CBI plan and financial budgets each year. This role is responsible for monthly performance with action plans to drive enhanced performance, building incentives to deliver monthly off and on premise performance and responsibility for pricing as it relates to brand strategy vs. competitive set.

Responsibilities

Sales Planning and Program Development

• In partnership with the Director, 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.

• Owns distributor channel or geographic Plan break out

• Understands pricing and can offer market pricing opportunities

• Builds incentives to deliver Fiscal plan 

• Analysis/insights of monthly performance with action plans to drive enhanced performance

• Accountable for budget management of Non Price/LMF

• Execute new product launches and line extensions to match company objectives

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

• Help manage on/off premise channel strategy in market 

  • Prime OP Partners/KPIs

  • Off Premise Distribution Driver/Creative Display Contests/National Accounts Planner Execution

• Participant in key survey periods around periods to win (i.e. Easter, 4th of July, Thanksgiving, and Winter holidays)

• Participant in key blitz or focus periods and ensures accountability of objectives around fine wine and craft spirits in the On Premise

• 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 distributor sales leads and regional teams

• 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 Directors 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 Regional Performance Manager (RPM)

• 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

Qualificat