Job Description
Position Summary
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.Provides 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.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 reviewCommunicate Business Plan to Wholesaler under management.Monitor budget compliance and communicates 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 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
Bilingual in Spanish.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 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 (15% for Emerging Distributor MDM), 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 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
Field Office - TXAdditional Locations
McAllen, TexasJob Type
Full timeJob Area
SalesThe salary range for this role is:
$86,600.00 - $132,700.00This 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.
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).
Read LessJob Description
Position Summary
This position supports the off-premise sales component of the distributor's market plan for their geographic area of responsibility. 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 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.
Responsibilities
Account management
Sell new and expanded distribution to off-premise accounts.Build and maintain strong relationships with the owners & managers of the top Off-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-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-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 in order to improve performance.Conduct surveys in conjunction with key CBBD promotional windows.Pricing
Review, evaluate, and suggest pricing programs in order to ensure CBBD's competitiveness in the market place.Marketing & Promotions
Organize and coordinate promotional activity in area of responsibilityUtilize available marketing resources in order to maximize sales and achieve plan.New Products/Packaging
Develop and execute new product/packaging rollout plans for his/her area of Off-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
A Bachelor's degree or equivalent job experience is 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 is preferred.Working knowledge of the promotional marketing process.Proven track record 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 timePreferred 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.BilingualPhysical Requirements/Work Environment
Work Environment:Must be able to stand, walk, sitMust be able to move up to 55 lbsUse hands to handle or feel; reach with hands and armsClimb or balance stairs/laddersStoop, kneel, crouch or crawl; talk and hearMust have close vision, distant vision, and ability to adjust focus, peripheral visionMust be able to stand for extended periods of timeMust have a valid driver's license, be able to drive a car and travel via plane/train as neededMust 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.Location
Field Office - TX - Dallas/Denton/Collin/Ellis/Kaufman/Rockwall/Harris/Liberty/Galveston/Fort Bend/Waller/Brazoria/Tarrant/Travis/Williamson/HaysAdditional Locations
Houston, TexasJob Type
Full timeJob Area
SalesThe salary range for this role is:
$67,800.00 - $99,700.00This 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.
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).
Read LessJob Description
Position Summary
The Space Execution Specialist (SES) plays an instrumental role as a field based, space execution oriented and tactical member of the Beer Sales Business Unit team that expands Constellation's reputation as a leader in the High End. This position supports the BU with space management initiatives, while exhibiting accountability and dependability for top distributor and retailer space management results. The Space Execution Specialist will address space opportunities by leveraging multiple data sources, tools and analytics along with a deep understanding of the retail environment.
Responsibilities
Drive Constellation's vision for space management through to action in the field for assigned Business Unit (BU) through:
Supporting a geographical Business Unit (BU) with the execution of space management initiatives, along with tracking and managing results.Activating Constellation's Retail Execution Standards (RES) and space management strategy with distributors and at retailersTaking a lead role in physically ensuring increased space execution in 20% A&B controllable accounts in a concentrated geography.Managing and tracking CBBD space gains/losses in the geographical BU for a minimum of 20% A&B controllable accounts, along with the KAM managed accountsBuilding and maintaining strong partnerships with key distributors and retailers to optimize our space using distributor set library where available.Collaborating with key independent A&B controllable accounts to improve spaceUncovering and pursuing opportunities to grow volume and points of distribution through space management.Understanding CBBD, Distributor and retailer strategy, business needs, and goals regarding spaceDelivering Space Management presentations to distributors and retailers to increase CBBD space and assortment.Partnering with distributors' space management teams on the collection of data for distributor-managed sets.Conducting space and distribution opportunity analysis to optimize revenue and profit for CBBD and the retailer.Using tools and resources to support product addition and deletion recommendations by brand and package.Building success stories for segment flow, adjacencies and brand-blocking techniques as directed by RES.Coordinating crew drives for selling space activity.Performing additional duties and responsibilities as needed.Minimum Qualifications
Bachelor's degree required.2+ years of experience in the beverage alcohol industry with knowledge of distributor and retailer space managementKnowledge of, or ability to learn, JDA Intactix or Apollo space management software.Understanding of a variety of system output and application of measures for IRI, Nielsen, or Spectra syndicated dataAbove average user of Microsoft Excel, Word, and PowerPoint.Ability to travel a minimum of 25% of his/her working time, including up to 5hrs driving time.Demonstrated diligence and ability to follow through on all commitments.Proven track record in building strong relationships with customers as well as internal and external associates.Demonstrated strong oral, written, and interpersonal communication skills.Preferred Qualifications
3+ years of CPG retail and/or space management experience1+ years of distributor or retail store management experience.Above average understanding of a variety of system output and application of measures contained within IRI, Nielsen, or Spectra.Expert user of Microsoft Excel, Work, and PowerPoint.Physical Requirements/Work Environment
Must be able to stand, walk, sitMust be able to move up to 55 lbsUse hands to handle or feel; reach with hands and armsClimb or balance stairs/laddersStoop, kneel, crouch or crawl; talk and hearMust have close vision, distant vision, and ability to adjust focus, peripheral visionMust be able to sit and stand for extended periods of time and work on a computer for extended periodsMust have a valid driver's license and be able to drive a car and travel via plane/train as neededMust be at least 21 years of ageReasonable accommodations may be made to enable individuals with disabilities to perform the essential functionsLocation
Field Office - MA - Suffolk/Middlesex/NorfolkAdditional Locations
Boston, Massachusetts, Hartford, Connecticut, Portsmouth, New Hampshire, Providence, Rhode IslandJob Type
Full timeJob Area
Sales SupportThe salary range for this role is:
$80,400.00 - $125,000.00This 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.
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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