Senior Market Development Manager

Constellation Brands • Columbus, OH

104d • $102,600 - $160,500

About The Position

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.

Requirements

• A Bachelor’s degree or equivalent job experience in the CPG business.
• Minimum of 5 years of consumer product sales and sales management experience.
• Computer literacy with the ability to use software applications including Microsoft Word, Excel at advanced level, and PowerPoint, and e-mail programs such as Microsoft Outlook.
• Ability to utilize Business Information reporting tools such as Cognos 7/8 and sales reporting tools such as Retail Vision.
• Ability to travel a minimum of 30% of his/her working time, including ability to drive up to 5 hrs.

Nice To Haves

• Demonstrated ability to take initiative and be proactive in identifying customer issues, recommending solutions and executing effectively to ensure resolution.
• Proven track record in building effective relationships with customers and internal associates.
• Demonstrated diligence and ability to follow through on all commitments (internal and external stakeholders).
• Strong oral, written and interpersonal communication skills.
• Demonstrated ability to achieve performance goals with minimum direction and supervision.
• Demonstrated solid analytical and math skills.

Responsibilities

• 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.
• Monitor wholesaler inventories internally and externally, address any out-of-stock or at-risk inventory issues with wholesaler operations as well as CBBD Customer Logistics when necessary.
• Develop new item forecasts for any product innovation.
• Provide forecasting adjustments to Business Unit Ops Director.
• Develop Trimester plans in partnership with the area GM.
• Conduct bi-annual pricing surveys in key independent off-premise retailers.
• Communicate all pricing and promotional calendars to wholesaler, and share wholesaler pricing with National Sales, Regional Key Account team and On Premise partners.
• Identify any competitive pricing activity and address with Business Unit Finance Manager.
• Develop CTF investment strategy at the Wholesaler Level by Sales Priority for the upcoming year.
• Control, plan and balance multiple budgets including but not limited to Constellation Tactical Fund, Local Marketing Fund, Permanent and Thematic POS.
• Identify Wholesaler performance gaps to plan and recommend corrective actions.
• Ensure Wholesalers maintain adequate product inventory levels and demonstrate proper inventory rotation.

Benefits

• Paid time off
• Medical/dental/vision insurance
• 401(k)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees