Job Description

Position Summary

The primary function of a Sr. Market Development Manager is to align and partner with one or more wholesalers to meet and exceed company objectives in addition to achieving execution excellence as outlined by CBBD’s Retail Vision and Gold Network Distributor Standards.  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 to set priorities and execute the business plan for a high priority sales territory.

Responsibilities

Wholesaler Management Planning and Execution

• Build an Annual Business Plan that supports CBBD’s National Priorities while setting volume, distribution and space growth goals along with agreement on wholesaler tactical funds and resource allocation
• Identify market specific business development opportunities to grow Constellation share
• Meet with wholesaler leadership at least monthly to review progress towards ABP goals, address gaps and create plans to close any gaps
• Develop tactics for Monthly Business Objectives that support and help to achieve ABP goals
• Conduct weekly meetings with Constellation Brand Manager to build reports, manage communication, build programming and generate ideas
• Communicate all Retail Marketing Initiatives for cross-merchandising
• Align with Field Marketing to help drive local marketing initiatives and uncover sponsorship opportunities
• Partner with National Sales Organization, Regional Key Accounts and On Premise to provide support and ensure wholesaler execution for all retail programs
• Develop relationships with key personnel at all levels and departments of the wholesaler
• 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.

Operations

• Monitor wholesaler inventories internally and externally, address any out-of-stock or at-risk inventory issues with wholesaler operations as well as CBBD Customer Logistics when necessary
• Develop new item forecasts for any product innovation
• Provide forecasting adjustments to Business Unit Ops Director

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, LMF (Local Marketing Funds) and Wholesaler Tactical expenditure levels.

Pricing

• Conduct bi-annual pricing surveys in key independent off-premise retailers
• Communicate all pricing and promotional calendars to wholesaler, and share wholesaler pricing with National Sales, Regional Key Account team and On Premise partners
• Identify any competitive pricing activity and address with Business Unit Finance Manager
• 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/ LMF Budgets

• Develop CTF investment strategy at the Wholesaler Level by Sales Priority for the upcoming year.
• Control, plan and balance multiple budgets including but not limited to Constellation Tactical Fund, Local Marketing Fund, Permanent and Thematic POS.
• Monitor budget compliance and communicates regularly with Wholesalers.

New Products

• In conjunction with Key Accounts, National Sales and Wholesalers execute new product roll out plans.
• Build bottoms up forecast levels working with National Sales and Wholesalers.

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 5 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, 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.

Location

Additional Locations

Job Type

Job Area

The salary range for this role is:

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.