Market Development Manager

cbrands; Arlington (VA); On-site; USD 90,000 - 120,000; Full time

Job summary

Constellation Brands is seeking a Sales Manager to drive sales performance by managing a network of Wholesalers in a major U.S. territory.

You will align with regional leaders to implement business plans, optimize volume and distribution, and execute promotional programs across the wholesaler network. The role requires building strong relationships with wholesalers and retailers, leading cross-functional initiatives, and using data tools to monitor performance and opportunities.

Qualifications

• Bachelor's degree or equivalent job experience in the CPG business.
• Minimum of 3 years of consumer product sales and sales management experience.
• Proficiency with MS Word, Excel (advanced), PowerPoint, and email (IBM Lotus Notes).
• Experience with Cognos reporting and sales data tools such as Retail Vision.

Responsibilities

• Manage and direct a group of Wholesalers including execution of Constellation's Retail Vision and Wholesaler Standards and Practices.
• Develop plans and goals for National Sales Priorities including volume, distribution and seasonal applications for each Wholesaler.
• Conduct annual planning meetings with Wholesalers to set Constellation goals for Volume, Distribution and Investment.
• Lead Trimester planning and set programming, CTF and expenditure levels with area leadership.
• Identify market opportunities to grow Constellation share and ensure effective execution with wholesalers.

Skills

Sales leadership

Customer relationship management

Strategic planning

Analytical thinking

Communication skills

Education

Bachelor's degree or equivalent in CPG

Tools

Microsoft Word

Excel (advanced)

PowerPoint

IBM Lotus Notes

Cognos 7/8

Retail Vision

Job description

Position Summary

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/ Regional Development Manager to set priorities and execute the business plan for a high priority sales territory.

Responsibilities

Wholesaler Management

• 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 all point-of-sale materials in accordance with budgeting and account/market objectives.


• Provides support and follow through for the National and key Regional On-Premise accounts (e.g. program execution including closing mandated distribution gaps).

Sales Planning

• Develop plans and goals for all National Sales Priorities including volume, distribution and seasonal applications for each Wholesaler.


• Conduct annual planning meetings with Wholesalers to develop yearly Constellation goals for Volume, Distribution and Investment.


• Conduct monthly business reviews with Wholesaler management to align on upcoming programs, incentives, local events, and near term opportunities.


• Identify market specific business development opportunities to grow Constellation share.


• In partnership with the area RDM & GM complete ABP/Trimester planning meetings at key Wholesalers that activate all National Sales Priorities including volume, distribution and CTF (Constellation Tactical Fund).

Trimester Planning

• Develop Trimester plans in partnership with the area RDM & GM.


• Develop mutually agreed upon volume and distribution goals for Wholesalers under management.


• Determine programming, CTF and Wholesaler Tactical expenditure levels.

Pricing

• Identify market pricing opportunities and make recommendations including objectives for any change proposed.


• Notify and gain commitment from Wholesalers once price changes have been approved.


• Ensure target PTR/PTC's are executed.


• Evaluate new product market-level pricing and determine go-forward approach.

CTF Budgets

• Develop CTF investment strategy at the Wholesaler Level by Sales Priority for the upcoming year.


• Develop CTF Annual Business Plan for GM & RDM review


• Communicate Business Plan to Wholesaler under management.


• Monitor budget compliance and communicates regularly with Wholesalers.

New Products

• In conjunction with Key Account, National Account and Wholesalers execute new product roll out plans.

Volume Driving Initiatives

• Identify Wholesaler performance gaps to plan and recommend corrective actions.


• Develop the tactics and resource plan for initiatives to ensure effective execution and communicate plan of action to all stakeholders.


• For volume initiatives that already been launched, develop corrective actions where gaps exist and/or identify opportunities for improvement.


• For volume initiative options under consideration, analyze, prioritize and make recommendations for GM & RDM consideration.


• Gain commitment from the Wholesaler network to support the plan for each new initiative and ensure their cooperation throughout the timeframe for execution.

Supply Chain

• Ensure Wholesalers maintain adequate product inventory levels and demonstrate proper inventory rotation.


• Work with Wholesalers to prioritize supply chain issues related to code date/aging inventory problems and make recommendations to GM & RDM on most appropriate course of action.

• Complete other duties as assigned.

Minimum Qualifications

• A Bachelor's degree or equivalent job experience in the CPG business.


• Minimum of 3 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 IBM Lotus Notes.


• 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 (15% for Emerging Distributor MDM), including ability to drive up to 5 hrs.

Preferred Qualifications

• 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.

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 wi