Constellation Brands New Zealand & Australia · 3 months ago
Senior Market Development Manager
Columbus, Ohio
Full-time
Onsite
Mid, Senior Level
$103K/yr - $160K/yr
5+ years expConstellation Brands New Zealand & Australia is a leading company in the beverage industry, seeking a Senior Market Development Manager. This role focuses on driving sales performance and managing relationships with wholesalers to achieve business objectives and execute the company's retail vision.
Wine And SpiritsWinery
Responsibilities
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
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
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
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
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
In conjunction with Key Account, National Account and Wholesalers execute new product roll out plans
Build bottoms up forecast levels working with National Accounts and Wholesalers
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
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
Qualification
Required
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 Microsoft Outlook
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
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
Preferred
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
Benefits
Paid time off
Medical/dental/vision insurance
401(k)
Company
Constellation Brands New Zealand & Australia
Constellation Brands New Zealand & Australia (CBNZA) is a grower, producer and distributor of globally recognised wine brands including New Zealand’s own Kim Crawford, Selaks and Tipping Point.
201-500 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase