Sr. Field Sales Manager

Constellation Brands   •  

Victor, NY

Industry: Food & Beverage


5 - 7 years

Posted 369 days ago

Job Description

Position Summary

Primary responsibility will be to grow Constellation Brands in the Wisconsin market. The role is also responsible for the planning, communication and execution of the objectives with our distributor partners in the on and off premise channels, the trade, as well as achieving the company’s sales and distribution objectives while being fiscally responsible and focusing on depletion P&L.


Sales planning and program development

  • In partnership with the General Sales Manager, develop and conduct assigned distributor business plan meetings, periodic team reviews, market surveys, competitive pricing surveys, and general sales meetings with distributor partners and our National Accounts team.
  • Provide General Sales Manager with market intelligence and recommendations for effective planning or programming.
  • Execute new product launches and line extensions to match company objectives.
  • Manage on and off premise business facets in assigned area.

Execution and communication of sales objectives

  • Communicate all necessary information and brand education on Constellation Brands programs, strategies and standards to distributor sales team in order to achieve depletion and distribution goals.
  • Establish sales presence in the market and conduct regular distributor market work-withs to ensure Constellation Brands’ brand priority and initiatives are maintained.
  • Implement sales performance measures and targets using the Constellation Brands CORE brand priorities with distributors while assisting in achieving expected results.

In market training and relationship development

  • Develop, cultivate, and maintain strong relationships with key accounts, individual stores, and buyers. Leverage relationships to explore business opportunities throughout your assigned territory.
  • Work with, coach and educate distributor sales members on Constellation Brands’ brand priorities and standards.
  • Partner with TradeMarketing to understand brand health and needs.

Administration and analysis

  • Provide feedback to General Sales Manager on market issues: opportunities, changes, distributor issues and competitive activity.
  • Work with Sales Operations Manager (SOM) to develop action plans for business opportunities through the use of strategic insights and as applicable leverage distributor sales data.
  • Conduct post-promotional analysis in conjunction with SOM (as applicable).
  • Conduct and report weekly progress checks of distributor performance for your assigned area.
  • Insure requiredreports and T&E are turned in timely and as necessary.
  • Utilize Compass and all other CBI communication and collaboration tools.

Minimum Qualifications

  • Bachelor’s Degree or equivalent work experience.
  • Experience in managing supplier/distributor business across an entire state
  • Experience managing a team of people.
  • 5 years of related wine/spirits industry experiencerequired; keen understanding of the three-tier distribution system.
  • General Alcohol and Beverage experience.
  • Strong Microsoft Office skills.
  • Experience and strong abilities in educating and motivating others to manage business effectively.
  • Excellent communication skills; with ability to articulate effectively both verbally and in written form, and influence at all levels, gain commitment and initiate action.  Must be effective through others, manages time, and prioritizes tasks. Highly motivated, results oriented individual who excels in a dynamic environment.
  • Proven skills of program and budget development, implementation, management and strategic decision making.
  • Demonstrated ability in customer management within specific territory.

Preferred Qualifications

  • Strong Microsoft Office skills.
  • Experience and strong abilities in educating and motivating others to manage business effectively.

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 and be able to drive a car and travel via plan/train as needed