Market Development Manager

About the Role

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
  • Manage and direct a group of Wholesalers including execution of Constellation’s Retail Vision, and Wholesaler Standards and Practices.
  • 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.
  • Provide support and follow-through for the National and key Regional On-Premise accounts (e.g., program execution including closing mandated distribution gaps).
• Sales Planning
  • Develop plans and goals for all National Sales Priorities including volume, distribution, and seasonal applications for each Wholesaler.
  • Conduct annual planning meetings with Wholesalers to develop yearly Constellation goals for Volume, Distribution, and Investment.
  • Conduct monthly business reviews with Wholesaler management to align on upcoming programs, incentives, local events, and near-term opportunities.
  • Identify market-specific business development opportunities to grow Constellation share.
  • In partnership with the area General Manager (GM), complete ABP/Trimester planning meetings at key Wholesalers that activate all National Sales Priorities including volume, distribution, and CTF (Constellation Tactical Fund).
• 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, and Wholesaler Tactical expenditure levels.
• Pricing
  • 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 Budgets
  • Develop CTF investment strategy at the Wholesaler Level by Sales Priority for the upcoming year.
  • Develop CTF Annual Business Plan for GM review.
  • Communicate Business Plan to Wholesaler under management.
  • Monitor budget compliance and communicate regularly with Wholesalers.
• New Products
  • In conjunction with Key Account, National Account, and Wholesalers, execute new product roll-out plans.
• 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 the plan of action to all stakeholders.
  • For volume initiatives that have 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 the most appropriate course of action.
• Complete other duties as assigned.

Requirements

• A Bachelor’s degree or equivalent job experience in the CPG business.
• Minimum of 3 years of consumer product sales and sales management experience.
• Computer literacy with the ability to use software applications including Microsoft Word, Excel at an advanced level, PowerPoint, and email 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 working time.

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

• 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

Salisbury, Maryland
Additional locations: Annapolis, Maryland; Cambridge, Maryland; Stevensville, Maryland

Schedule

Full time

Pay

The salary range for this role is $96,700.00 - $148,100.00. 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.

Benefits

• Paid time off
• Medical, dental, and vision insurance
• 401(k) and other benefits for eligible employees