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Constellation Brands · 1 day ago

Senior Market Development Manager

Columbus, OH

Full-time

Onsite

Senior Level

$103K/yr - $160K/yr

5+ years exp

Constellation Brands is a leading beverage alcohol company, and they are seeking a Senior Market Development Manager to drive sales performance and manage key relationships with wholesalers. The role involves developing business plans, executing marketing initiatives, and ensuring effective inventory management in a designated sales territory.

Food and BeverageFood ProcessingManufacturingWine And Spirits

Comp. & Benefits

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

Consumer product salesSales managementBusiness Information toolsMicrosoft ExcelAnalytical skillsCommunication skillsRelationship buildingInitiative

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 at least 21 years of age

Must have a valid driver's license, be able to drive a car and travel via plane/train as needed

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