Market Development Manager

Constellation Brands•Fredericksburg, VA

6d•$100,300 - $153,600

About The Position

The Market Development Manager drives sales performance by managing sales, retail execution, operations, and key relationships with wholesalers in an assigned geographic area. The role 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 position manages wholesaler planning and performance across sales priorities, volume and distribution goals, pricing, CTF investment, new product launches, volume-driving initiatives, and supply chain matters. It also supports national and key regional on-premise accounts and ensures effective implementation of company programs and standards.

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 MDM), including ability to drive up to 5 hours.
Must be at least 21 years of age.
Must have a valid driver’s license and be able to drive a car and travel by plane or train as needed.
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, talk, and hear.
Must have close and distant vision, peripheral vision, and ability to adjust focus.
Ability to stand for extended periods and sit and/or stand for long periods while working at a computer.

Nice To Haves

Initiative and proactivity in identifying customer issues, recommending solutions, and executing effectively to resolve them.
Proven ability to build effective relationships with customers and internal associates.
Diligence and ability to follow through on commitments to internal and external stakeholders.
Strong oral, written, and interpersonal communication skills.
Ability to achieve performance goals with minimal 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 managed wholesalers.
Supervise and monitor point-of-sale material allocation and use in accordance with budgets and account or 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 coordinate upcoming 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 and trimester planning meetings at key wholesalers to activate national sales priorities, including volume, distribution, and CTF.
Develop trimester plans with the area RDM and GM, set mutually agreed volume and distribution goals, and determine programming, CTF, and wholesaler tactical expenditure levels.
Identify market pricing opportunities and recommend objectives for proposed changes.
Notify wholesalers of approved price changes and gain their commitment; ensure target PTR/PTC pricing is executed.
Evaluate new-product market-level pricing and determine the go-forward approach.
Develop wholesaler-level CTF investment strategies by sales priority and prepare the annual CTF business plan for GM and RDM review.
Communicate the CTF business plan to managed wholesalers, monitor budget compliance, and communicate regularly with wholesalers.
Execute new-product rollout plans in conjunction with Key Account, National Account, and wholesalers.
Identify wholesaler performance gaps against plan and recommend corrective actions.
Develop tactics and resource plans for volume initiatives, communicate actions to stakeholders, and develop corrective actions or improvement opportunities for initiatives already launched.
Analyze and prioritize volume initiative options under consideration and make recommendations to the GM and RDM.
Gain wholesaler network commitment and cooperation for new initiatives throughout execution.
Ensure wholesalers maintain adequate product inventory and proper inventory rotation.
Work with wholesalers to prioritize supply-chain issues involving code dates or aging inventory and recommend an appropriate course of action to the GM and RDM.
Complete other duties as assigned.