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. 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 State 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 State Sales Manager 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 need
Administration and Analysis
Provide feedback to State Sales Manager 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 State Sales 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
Minimum Qualifications:
Bachelor’s Degree required
5 years related 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 up to 5 hour’s driving time
Preferred Qualifications:
Alcohol Beverage industry highly preferred
Program and budget development, implementation, management and strategic decision-making experience
Physical Requirements/Work Environment
Work Environment:
Must be able to stand, walk, sit.
Must be able to move up to 55 lbs.
Use hands to handle or feel; reach with hands and arms.
Climb or balance stairs/ladders.
Stoop, kneel, crouch or crawl; talk and hear.
Must have close vision, distant vision, and ability to adjust focus, peripheral vision.
Must be able to stand for extended periods of time.
Must have a valid driver's license, be able to drive a car and travel via plane/train as needed.
Must be at least 21 years of age. Must be able to sit and/or stand for long periods of time and work on a computer for extended periods. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Location
Nashville-Davidson, Tennessee
Additional Locations
Job Type
Full time
Job Area
Sales
The salary range for this role is:
$75,000.00 - $114,800.00
This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
Equal Opportunity
Constellation Brands is committed to a continuing program of equal employment opportunity. All persons have equal employment opportunities with Constellation Brands, regardless of their sex, race, color, age, religion, creed, sexual orientation, national origin or citizenship, ancestry, physical or mental disability, medical condition (cancer or genetic characteristics), marital status, gender (including gender identity or gender expression), familial status, military or veteran status, genetic information, pregnancy, childbirth, breastfeeding, or related conditions (or any other group or category within the framework of the applicable discrimination laws and regulations).
