Market Development Manager

Constellation Brands; Dallas (TX); On-site; USD 97,000 - 148,000; Full time

Job summary

Constellation Brands in Dallas, Texas, is seeking a results-oriented Sales Manager to drive performance by overseeing wholesalers, retail execution, and operations across a major territory. You will partner with the area GM to set priorities and execute the business plan for high-priority accounts while building strong relationships with customers.

The role requires 3+ years in consumer product sales, a bachelor's degree, advanced skills in Word, Excel, PowerPoint, and experience with

Qualifications

• Bachelor’s degree or equivalent job experience in the CPG business.
• Minimum of 3 years of consumer product sales and sales management experience.
• Advanced Excel, PowerPoint, and Word; familiarity with Cognos 7/8 and Retail Vision.
• Travel up to 30% to support wholesalers and customers.

Responsibilities

• Manage and direct a group of wholesalers and execute Retail Vision and standards.
• Direct training initiatives for wholesalers under management.
• Monitor POS materials usage per budgeting and objectives.
• Support national and key regional on-premise accounts with program execution.
• Develop plans and goals for national sales priorities including volume and distribution.
• Hold annual planning meetings with wholesalers to set yearly goals.
• Run monthly business reviews with wholesalers to align programs and events.
• Identify market opportunities to grow Constellation’s share.
• Complete trimester planning with the area GM and set activation budgets.
• Develop pricing strategies and approve changes with wholesalers.
• Develop and manage CTF investments at wholesaler level.
• Execute new product rollouts with KAMs and national accounts.
• Identify performance gaps and plan corrective actions with wholesalers.
• Ensure proper inventory levels and address supply chain issues with codes/aging inventory.
• Perform additional duties as assigned.

Skills

Strong communication skills

Willingness to travel

Education

Bachelor’s degree or equivalent in CPG

Tools

Microsoft Word

Excel (advanced)

PowerPoint

Cognos 7/8

Retail Vision

Job description

Position SummaryThis 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.

Job DescriptionPosition SummaryThis 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.

ResponsibilitiesWholesaler 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 General Manager (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 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 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 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 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 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, be able to drive a car and travel via plane/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.

LocationDallas, Texas

Additional LocationsFort Worth, Texas

Job TypeFull time

Job AreaSales

The Salary Range For This Role Is$96,700.00 - $148,100.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. Our compensation is based on cost of labor. For remote locations or positions open to multiple locations, the pay range may reflect several US geographic markets, including the lowest geographic market minimum to the highest geographic market maximum. 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 not limited to, the prevailing minimum wage for the location, 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. At Constellation Brands, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate. 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 OpportunityConstellation 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).