Posted in Sales 30+ days ago.
Type: Full-Time
Location: Dulles, Virginia
Job Description
Position Summary
The role is responsible for the planning, communication and execution of our Luxury Wine and Craft Spirits 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.
Distributor/Customer Facing (90% of time)
Distributor Management (25%):
Sales leadership with distributors and markets in sales region
Helps facilitate the relationship with principles in their territories (VP, Directors, Field Managers)
Accountable for monthly programming and goal meetings with key distributor principles at region level – On / Off Premise Programming
Owns Market Level Volume and KPI Plan collaboration and alignment with distributors
Successfully aligns and gains commitment from distributors to achieve the CBI plan and budgets each year
Owns performance management TBR preparation and challenges distributors and CBI team to create solutions to close gaps in plan
Analysis/insights of monthly performance with action plans to drive enhanced performance (Facts/So What/Insights/Actions)
Accountable for budget management of Nonprice and any pertinent LMF
Ensures proper facilitation of key trade promotions and pricing strategy through the distributor organization
Facilitator of General Sales Meetings, Tactical Business Reviews
Builder of pertinent local incentives to drive market level execution (On/Off)
Market Execution (65%):
Managing the alignment of execution with distributor counterparts alongside constellation teams
On Premise 65-70% of time in market
Spirits to Wine Split 30/70% of time
Communication and execution of TOP Accounts Wine & Spirits List
Ensures the execution of campaign programs in market
Leads execution of key ON/OFF National Account programming for market
Participant in key buyer meetings in collaboration with National Accounts team
For large regional accounts, participant in key buyer meetings and business review
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
Field Execution of key sponsorships and trade promotions
Field Execution of training, wine dinners, promo events, customer training
Communication/Feedback loop (10% of time)
Participant on weekly/bi-weekly team calls
Participation in key marketing/trade/commercial planning feedback
Chatter feedback to marketing based on best in class execution and key competitive items or promotions
In bi-weekly 1 on 1 with manager, communicates upwards any best practices or challenges around national strategy
Communication with national account FSM’s around market level feedback on program execution
Communication with Sales Enablement around any needs or asks for sales tools
Personal Development:
Based on feedback in regular performance management, dedicates time in deficient areas including but not limited to:
Wine Education
Presenting and Influencing Groups
Sales Process training
Technology and App training (i.e. Compass, Excel, ppt)
Financial Training
Organization and business rhythm
Financial Management:
Ensure responsible spending of incentive, LMF and local budgets
Ensure proper and responsible spending of T&E with weekly report submission
Minimum Qualifications:
Bachelor’s Degree required; preferably with Sales/Marketing Concentration
Minimum 5 years of Fine Wine and Craft Spirits sales in either Supplier or Distributor required
1 -2 Years of On-Premise Supplier or Distributor Experience
Minimum 1 year in service background (restaurant, hotel etc..) required
Familiarity with the market and key accounts preferred
WSET level 3 certificate preferred
Program and budget development, implementation, management and strategic decision-making experience
Demonstrated ability in customer management within specific territory
Keen understanding of the three-tier distribution system and compliance laws
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
Preferred Qualifications
Physical Requirements/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 and be able to drive a car and travel via plan/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
Additional Locations
Job Type
Job Area
The salary range for this role is:
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).
Salary: $20.00
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