Constellation Brands
Position
Senior Market Development Manager – Constellation Brands Overview
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, address out-of-stock or at-risk inventory issues with wholesalers and CBBD Customer Logistics when necessary. Develop new item forecasts for product innovation and provide forecasting adjustments to the Business Unit Ops Director. Trimester Planning: Develop Trimester plans in partnership with the area GM and establish mutually agreed volume and distribution goals for Wholesalers under management; determine programming, CTF, LMF and Wholesaler Tactical expenditure levels. Pricing: Conduct bi-annual pricing surveys in key independent off-premise retailers; communicate all pricing and promotional calendars to wholesalers and share pricing with National Sales, Regional Key Account team and On Premise partners; identify competitive pricing activity and address with the Business Unit Finance Manager; evaluate new product market-level pricing and determine go-forward approach; ensure target PTR/PTC’s are executed. CTF/LMF Budgets: Develop CTF investment strategy at the Wholesaler level by Sales Priority; control, plan and balance budgets including Constellation Tactical Fund, Local Marketing Fund, Permanent and Thematic POS; monitor budget compliance and communicate with Wholesalers. New Products: In conjunction with Key Account, National Account and Wholesalers execute new product rollout plans and build bottoms-up forecast levels with National Accounts and Wholesalers. Volume Driving Initiatives: Identify wholesale performance gaps, develop tactics and resource plans, and ensure effective execution; monitor and adjust initiatives as needed and gain commitment from the wholesaler network. Supply Chain: Ensure wholesalers maintain adequate product inventory levels and proper inventory rotation; work with wholesalers to address supply chain issues related to code dates/aging inventory and advise the GM on actions. Complete other duties as assigned. Minimum Qualifications
Bachelor’s degree or equivalent experience in the CPG business. Minimum of 5 years of consumer product sales and sales management experience. Computer literacy: advanced Microsoft Word, Excel, PowerPoint and Outlook. Ability to use Business Information reporting tools (e.g., Cognos 7/8) and sales reporting tools (e.g., Retail Vision). Ability to travel minimum 30% of time, including ability to drive up to 5 hours. Preferred Qualifications
Initiative-driven with the ability to identify customer issues, propose solutions and execute effectively. Proven ability to build strong relationships with customers and internal teams. Reliable follow-through with stakeholders; strong oral, written and interpersonal communication skills; analytical and math skills. Physical Requirements / Work Environment
Standard work environment; ability to stand, walk, sit as needed. Ability to lift up to 55 lbs; manual dexterity and reach with hands and arms. Stoop, kneel, crouch or crawl; climb or balance stairs/ladders; speak and hear. Close and distant vision; ability to adjust focus; travel via car/plane/train as required. Must be 21 years of age or older; reasonable accommodations may be made to enable performance of essential functions. Location
Columbus, Ohio Job Type
Full time Job Area
Sales Salary Range
$102,600.00 - $160,500.00 This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. Pay decisions are based on various factors and may be modified in the future. Benefits include paid time off and health, dental, vision, 401(k), and other eligible benefits. Equal Opportunity
Constellation Brands is an equal employment opportunity employer. All persons have equal opportunities regardless of sex, race, color, age, religion, creed, sexual orientation, national origin or citizenship, ancestry, disability, medical condition, marital status, gender identity/expression, familial status, military/veteran status, genetic information, pregnancy, or related conditions, or any other protected category under applicable laws.
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Senior Market Development Manager – Constellation Brands Overview
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, address out-of-stock or at-risk inventory issues with wholesalers and CBBD Customer Logistics when necessary. Develop new item forecasts for product innovation and provide forecasting adjustments to the Business Unit Ops Director. Trimester Planning: Develop Trimester plans in partnership with the area GM and establish mutually agreed volume and distribution goals for Wholesalers under management; determine programming, CTF, LMF and Wholesaler Tactical expenditure levels. Pricing: Conduct bi-annual pricing surveys in key independent off-premise retailers; communicate all pricing and promotional calendars to wholesalers and share pricing with National Sales, Regional Key Account team and On Premise partners; identify competitive pricing activity and address with the Business Unit Finance Manager; evaluate new product market-level pricing and determine go-forward approach; ensure target PTR/PTC’s are executed. CTF/LMF Budgets: Develop CTF investment strategy at the Wholesaler level by Sales Priority; control, plan and balance budgets including Constellation Tactical Fund, Local Marketing Fund, Permanent and Thematic POS; monitor budget compliance and communicate with Wholesalers. New Products: In conjunction with Key Account, National Account and Wholesalers execute new product rollout plans and build bottoms-up forecast levels with National Accounts and Wholesalers. Volume Driving Initiatives: Identify wholesale performance gaps, develop tactics and resource plans, and ensure effective execution; monitor and adjust initiatives as needed and gain commitment from the wholesaler network. Supply Chain: Ensure wholesalers maintain adequate product inventory levels and proper inventory rotation; work with wholesalers to address supply chain issues related to code dates/aging inventory and advise the GM on actions. Complete other duties as assigned. Minimum Qualifications
Bachelor’s degree or equivalent experience in the CPG business. Minimum of 5 years of consumer product sales and sales management experience. Computer literacy: advanced Microsoft Word, Excel, PowerPoint and Outlook. Ability to use Business Information reporting tools (e.g., Cognos 7/8) and sales reporting tools (e.g., Retail Vision). Ability to travel minimum 30% of time, including ability to drive up to 5 hours. Preferred Qualifications
Initiative-driven with the ability to identify customer issues, propose solutions and execute effectively. Proven ability to build strong relationships with customers and internal teams. Reliable follow-through with stakeholders; strong oral, written and interpersonal communication skills; analytical and math skills. Physical Requirements / Work Environment
Standard work environment; ability to stand, walk, sit as needed. Ability to lift up to 55 lbs; manual dexterity and reach with hands and arms. Stoop, kneel, crouch or crawl; climb or balance stairs/ladders; speak and hear. Close and distant vision; ability to adjust focus; travel via car/plane/train as required. Must be 21 years of age or older; reasonable accommodations may be made to enable performance of essential functions. Location
Columbus, Ohio Job Type
Full time Job Area
Sales Salary Range
$102,600.00 - $160,500.00 This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. Pay decisions are based on various factors and may be modified in the future. Benefits include paid time off and health, dental, vision, 401(k), and other eligible benefits. Equal Opportunity
Constellation Brands is an equal employment opportunity employer. All persons have equal opportunities regardless of sex, race, color, age, religion, creed, sexual orientation, national origin or citizenship, ancestry, disability, medical condition, marital status, gender identity/expression, familial status, military/veteran status, genetic information, pregnancy, or related conditions, or any other protected category under applicable laws.
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