Manager, Field Sales - Off Premise

5 - 7 years experience  • 

Salary depends on experience
Posted on 03/27/18
5 - 7 years experience
Salary depends on experience
Posted on 03/27/18

R-04807

  • Job Description

    POSITION SUMMARY:

    The role is responsible for the planning, communication and execution of our off-Premise objectives with our distributor partners and the trade in an assigned territory. The Manager will ensure we are achieving our fair share of business, growth and awareness in this important channel of business through regular interaction, account calls, training and education. 

    RESPONSIBILITIES:

    Sales Planning and Program Development

    • In partnership with the GSM and Regional Manager, develop and conduct assigned distributor team plans, periodic team reviews, market surveys, competitive pricing surveys, and general sales meetings with distributor partners
    • Provide GSM and/or Regional Manager with market intelligence and recommendations for effective planning or programming.
    • Execute new product launches
    • Manage merchandising pre-plan

    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 CBI 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
    • Work with, coach and educate distributor sales members on CBI brand priorities and standards
    • Provide product education sessions to Retailers, and other customers
    • Partner with Trade Marketing to understand brand health and needs

    Administration and Analysis

    • Provide feedback to Director 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
    • Basic financial skills to monitor monthly A/R statements and to develop cost/benefit strategies
    • Work with Regional Manager to develop pricing structures and pricing strategies
    • Insure required reports and T&E are turned in timely and as necessary
    • Regularly utilize internal tools such as Compass and Chatter to communicate business updates

    QUALIFICATIONS:

    • Bachelor’s Degree
    • 5 years related experience
    • Alcohol & Beverage industry highly preferred
    • Program and budget development, implementation, management and strategic decision making experience
    • Demonstrated ability in customer management within specific territory
    • Keen understanding of the three-tier distribution system
    • Proven experience and strong abilities in educating and motivating others to manage business effectively
    • Excellent communication skills, articulate with strong public speaking ability / experience and excellent writing skills.  Ability to persuade and influence.
    • Strong Microsoft Office skills
    • Strong technology

    PHYSICAL REQUIREMENTS/OTHER:

    • Must be able to travel via plane/train 20-35% of time, lift up to 45lbs on a regular basis
    • Frequent travel within assigned area of business via car, 60-75% of time
    • Primarily office environment but may be exposed to a warehouse/distribution environment on a frequent basis
    • Must be able to stand, walk, sit; use hands to handle or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch or crawl; talk and hear
    • Must have close vision, distant vision, ability to adjust focus, peripheral and color vision

    COMPETENCIES

    • Adaptability                                                  Communication
    • Initiating Action                                           Creativity and Innovation
    • Building Productive Relationships            Gaining Commitment                 
    • Quality and WorkStandard                       Decision Making

    The purpose of this summary is to describe the essential job functions and the level of work performed by individuals assigned to this position. This description is not an exhaustive list of all job duties performed by this position. Management reserves the right to modify, add or remove duties from particular jobs and assign other duties as necessary.

    Location

    Orlando, Florida

    Additional Locations

    Job Type

    Full time

    Job Area

    Sales

    Equal Opportunity

    Constellation 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).

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