Market Development Manager

Position Summary

The role is responsible for growing Constellation Brands Wine and Spirits in the Napa/North Bay/East Bay region (on and off premise). This role is responsible for the planning, communication and execution of the objectives with our distributor partners, market level accounts, field and retail marketing team as well as achieving the company's sales and distribution objectives with focus on the depletion P&L.

Responsibilities

• Sales Planning and Program Development
  • In partnership with the State Leads and other Market Development Managers, develop assigned distributor business plan meetings, periodic team reviews, market surveys, competitive pricing surveys and general sales meetings with distributor partners and our National Accounts teams
  • Provide state lead or state director and assigned accounts with market intelligence and recommendations for effective planning and/or programming
  • Provide input into development of account specific category leadership strategy in partnership with retailer marketing, insights, and distributor teams
  • Execute new product launches and line extensions to match company objectives
  • Manage all business facets in assigned area including but not limited to: pricing, revenue management, incentives, and trade support
• In Market Selling, Training and Relationship Development
  • Develop, cultivate and maintain strong collaborative relationships with BU VP, Sales Directors and other MDM's and KAM's
  • 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 Field Marketing and Brand Marketing to understand brand health and needs
  • Maintain Cru list relationships, to ensure CBI brands are getting placed and promoted in the top accounts in each market based on ACV
• Administration and Analysis
  • Provide feedback to State Director or State Lead on market issues, opportunities, changes, distributor issues and competitive activity
  • Prepare and maintain all applicable financial records, budgets and forecasts for your assigned area
  • Conduct post-promotional analysis in conjunction with commercial excellence team (if applicable)
  • Conduct and report weekly progress checks of distributor performance for your assigned area
  • Insure required reports and T&E are turned in timely, as necessary, and budget is maintained
  • Utilize Compass, Northstar and all other CBI communication and collaboration tools

Qualifications

• Bachelor's Degree required or equivalent work experience
• 5 years of related wine industry experience required
• Understanding of three-tier distribution system
• Alcohol & Beverage industry highly preferred
• Retail Experience
• Experience in managing supplier/distributor business across an entire state
• Strong Microsoft Office skills, including but not limited to Excel, Power Point, Word, SharePoint, Access and One Note
• Proficient in the use of all category management software, concepts, analytical techniques; have a thorough understanding of syndicated data

Physical Requirements

• Valid driver's license and clean driving record and ability to be insured by Constellations Brands
• Must be able to travel via plane/train 20-35% of time
• Frequent travel within assigned area of business via car, 60-75% of time
• Lift up to 60lbs on a regular basis
• 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
• Must be able to move up to 55 lbs
• Climb or balance stairs/ladders
• Must be able to stand for extended periods of time
• 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

Pay & Benefits

The salary range for this role is $114,500.00 - $175,300.00. 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.