Market Development Manager

Constellation Brands•Arlington, VA

About The Position

This position drives sales performance by managing sales, retail execution, operations, and key relationships with wholesalers in an assigned geographic area. The Market Development Manager partners with an area General Manager and Regional Development Manager to set priorities and execute the business plan for a high-priority sales territory. The role manages wholesaler performance, develops sales and trimester plans, identifies pricing and market development opportunities, and coordinates product launches and volume-driving initiatives. It also oversees CTF investment planning and budget compliance, supports key on-premise accounts, and works with wholesalers on inventory and supply-chain issues. The position is based in Arlington, Virginia, with additional locations in Alexandria and Fairfax, Virginia, and requires travel of at least 30% of working time (15% for Emerging Distributor MDMs), including the ability to drive up to five hours. The role requires a valid driver's license and the ability to travel by plane or train as needed.

Requirements

Bachelor’s degree or equivalent job experience in the CPG business.
At least 3 years of consumer product sales and sales management experience.
Computer literacy and ability to use Microsoft Word, advanced-level Excel, PowerPoint, and email programs such as IBM Lotus Notes.
Ability to use business information reporting tools such as Cognos 7/8 and sales reporting tools such as Retail Vision.
Ability to travel at least 30% of working time (15% for Emerging Distributor MDMs), including ability to drive up to 5 hours.
Valid driver's license and ability to drive a car and travel by plane or train as needed.
Must be at least 21 years of age.
Ability to stand, walk, sit, move up to 55 lbs., handle or feel objects, reach with hands and arms, climb or balance on stairs or ladders, stoop, kneel, crouch or crawl, and talk and hear.
Ability to stand for extended periods and sit and/or stand for long periods while working on a computer for extended periods.
Close vision, distant vision, ability to adjust focus, and peripheral vision.

Nice To Haves

Initiative and proactivity in identifying customer issues, recommending solutions, and executing effectively to ensure resolution.
A proven track record of building effective relationships with customers and internal associates.
Diligence and follow-through on commitments to internal and external stakeholders.
Strong oral, written, and interpersonal communication skills.
Ability to achieve performance goals with minimum direction and supervision.
Solid analytical and math skills.

Responsibilities

Manage and direct a group of wholesalers, including execution of Constellation’s Retail Vision and Wholesaler Standards and Practices.
Direct and implement training and development initiatives for wholesalers under management.
Supervise and monitor the allocation and use of point-of-sale materials in line with budgets and account and market objectives.
Support national and key regional on-premise accounts, including program execution and closing mandated distribution gaps.
Develop plans and goals for national sales priorities, including volume, distribution, and seasonal applications for each wholesaler.
Conduct annual planning meetings with wholesalers to establish yearly goals for volume, distribution, and investment.
Conduct monthly business reviews with wholesaler management to align on programs, incentives, local events, and near-term opportunities.
Identify market-specific business development opportunities to grow Constellation’s share.
Partner with the area RDM and GM on ABP/Trimester planning meetings at key wholesalers, activating national sales priorities, including volume, distribution, and CTF.
Develop trimester plans with the area RDM and GM, including mutually agreed volume and distribution goals and programming, CTF, and wholesaler tactical expenditure levels.
Identify market pricing opportunities and recommend objectives for proposed changes; communicate approved price changes to wholesalers and secure their commitment.
Ensure target PTR/PTCs are executed, and evaluate new-product market-level pricing to determine the go-forward approach.
Develop wholesaler-level CTF investment strategies by sales priority and annual business plans for GM and RDM review; communicate plans to wholesalers and monitor budget compliance.
Execute new-product rollout plans in conjunction with Key Account, National Account, and wholesaler teams.
Identify wholesaler performance gaps against plan and recommend corrective actions.
Develop tactics and resource plans for initiatives, communicate action plans to stakeholders, and develop corrective actions or improvement opportunities for launched initiatives.
Analyze and prioritize volume initiative options and make recommendations for GM and RDM consideration.
Secure wholesaler commitment and cooperation for new initiatives throughout their execution timeframe.
Ensure wholesalers maintain adequate product inventory and proper inventory rotation.
Work with wholesalers to prioritize supply-chain issues related to code dates and aging inventory, and recommend appropriate actions to the GM and RDM.
Complete other duties as assigned.