Job DescriptionPosition SummaryThis position supports the Off-Premise & some On-Premise sales component of the distributor's market plan for their geographic area of responsibility throughout Northern Virginia and parts of Washington DC. The assigned area of responsibility will be aligned with one or more of Constellation Brands Beer Division's (CBBD) top Off-Premise accounts in a priority DMA. This position is responsible for driving Off-Premise & some On-Premise sales through effective business planning, retail execution, customer relationship management, and budget management. This individual will function as a high-level advisor to select Key Account Managers, National Sales Managers, and Market Development Managers on all items related to off-Premise sales. In additional this position will report directly to the Senior Market Development Manager for Northern Virginia.
ResponsibilitiesAccount Management
- Sell new and expanded distribution to Off-Premise and On-Premise accounts.
- Build and maintain strong relationships with the owners & managers of the top Off and On-Premise accounts within area of responsibility.
- Support training and development initiatives for wholesaler Off-Premise team and with key Off-Premise accounts.
- Prioritize existing accounts and deploy Off and On-Premise resources (materials, budgets) to achieve set CBBD market goals.
- Identify market specific business development opportunities.
Execution inspection
- Visit and review accounts for compliance with CBBD's retail execution standards.
- Identify and communicate execution issues to Market Development Managers and/or Key and National Sales Managers; ensure follow-up is made and issue is resolved.
Sales Planning
- Serve as a high-level advisor to the area Key Account Manager and/or Market Development Manager in all Off-Premise sales related planning.
- Assist Market Development Managers to develop the Off and On-Premise component of his/her annual business plan including sales, distribution, and promotional efforts for that specific market.
- Determine programming and promotional plans/spends needed to drive sales and to achieve Plan.
- Evaluate results vs. plan on a regular basis, identify sales deficiency areas, and develop corrective programming to improve performance.
- Conduct surveys in conjunction with key CBBD promotional windows.
Pricing
- Review, evaluate, and suggest pricing programs to ensure CBBD's competitiveness in the marketplace.
Marketing & Promotions
- Organize and coordinate promotional activity in area of responsibility.
- Utilize available marketing resources to maximize sales and achieve plan.
New Products/Packaging
- Develop and execute new product/packaging rollout plans for his/her area of Off-Premise & some On-Premise responsibility.
- Work with sales team to build plans that identify target package/brand opportunities, target account list, and resource allocation needed to achieve set goals.
- Proactively identify challenges that new product introductions face in area of responsibility.
Performs additional duties and responsibilities as required.
Minimum Qualifications- Bachelor's degree or equivalent job experience required, ideally with emphasis on Sales and Marketing.
- No Retail Sales experience required, but two years' professional experience and/or familiarity with consumer-packaged goods (CPG) or beverage industries preferred.
- Working knowledge of the promotional marketing process.
- Proven history in building good relationships with customers as well as internal associates.
- Demonstrated ability to take the initiative to gather and use customer feedback to identify both needs and opportunities.
- Computer literate with the ability to use software applications including Microsoft Word, Excel, and PowerPoint.
- Available to travel a minimum of 20% of his/her working time, including up to 5 hrs. driving time.
Preferred Qualifications- Demonstrated ability to take the initiative to gather and use customer feedback to identify both needs and opportunities.
- Demonstrated diligence and ability to follow through on all commitments (internal and external stakeholders).
- Demonstrated strong oral, written, and interpersonal communication skills.
- Demonstrated ability to achieve performance goals with a minimum of direction.
- Strong math skills with ability to understand wholesaler margin, retailer cost of goods calculation and market discount structures.
- Bilingual (English/Spanish)
Physical Requirements/Work EnvironmentWork Environment:
- Must be able to stand, walk, and 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 or 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.
LocationFairfax, Virginia
Additional LocationsAlexandria, Virginia, Arlington, Virginia, Washington, District of Columbia
Job TypeFull time
Job AreaSales
The salary range for this role is:$72,700.00 - $106,700.00
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.
