Field Sales Manager, Wine & 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 the planning, communication and activation of our On-Premise Wine & Spirits sales objectives with our distributor partners and the trade in an assigned territory. This territory includes the State of Pennsylvania in its entirety.  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.

The expectation of this sale leader in to be “in market” 75% of the work week, with occasional overnight travel. 

Responsibilities:

Sales Planning and Program Development

• In partnership with the Sr. Field Sales Manager, develop and conduct assigned distributor team plans, periodic team reviews, market surveys, competitive pricing surveys, and general sales meetings with distributor partners

• Provide Sr. Field Sales Manager with market intelligence and recommendations for effective planning or programming.

• Execute new product launches & wine dinners.

• Manage CBI Brand Ambassador and Wine Maker visits in market.

• Lead On Premise Sales Blitzes and focused work withs.

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 Sales Operations Manager (SOM) 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 SOM (as applicable)

• 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 Regional Manager to develop pricing structures and pricing strategies

• Insure 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

• Implementation of PA Special Order pricing and Allocation management with broker partner.

• Execution of CBI National Account placements with focused compliance execution.

• Assist in all channels as needed.  Including PLCB and Grocery.

Minimum Qualifications:

• Bachelor’s Degree or equivalent experience

• 5 years related sales experience

• Demonstrated ability in customer management within specific territory

• Keen understanding of the three-tier distribution system

• Proven experience and strong abilities in educating and motivating others to manage business effectively

• Excellent communication skills, articulate with strong public speaking ability / experience and excellent writing skills.  Ability to persuade and influence.

• Strong Microsoft Office skills

• Ability to travel a minimum of 25% of working time, including ab