This position is responsible for selling and executing
an annual sales and marketing plan in their assigned
local, regional and national chain accounts. The plan
will include maintaining and expanding the Constellation
Brands Beer Division's portfolio, sell in promotional
programs to help drive sales and trial for our portfolio
with targeted consumers and manage the relationship on
behalf of the Beer Division in growing our business
within assigned key accounts. This position can be based
in Philadelphia, Baltimore or the Metro New York city
SPECIFIC DUTIES AND RESPONSIBILITIES
Acting as the Beer Division's primary customer point of
contact, build and maintain strong relationships with
assigned On-Premise multi-unit national, regional and
local/franchise chain accounts.
Sells new and expanded distribution of the Beer
Division's portfolio to assigned account base aligning
with the Beer Division's overall on-premise sales
Uncover and act upon opportunities to grow volume in
target account base by prioritizing and focusing in
particular on accounts that significantly influence the
brand preference of Beer Division's target consumer
demographic (Millennial’s, LDA to 34, high income and
Provide market intelligence to continuously improve the
Beer Division's approach to the On-Premise trade.
Execute the Beer Division's Retail Vision in assigned
2. Account Support
Prepare detailed and professional sales presentations
for account business reviews and sales calls.
Prepares annual Account Plan, including promotional,
distribution and budget objective aligned with Business
Unit and the Beer Division's overall on-premise sales
Conduct sales meetings for key account wholesaler
management to increase the communication and awareness
of the Beer Division's portfolio within the wholesaler’s
geographic footprint and their key account base.
Identify and communicate to Market Development Managers
any supply chain issues at taking place at key accounts
to ensure maintenance of adequate product
Support, manage and proactively identify challenges that
new product/package introductions face in area of
Work with Market Development Managers to ensure the
activities of wholesalers support the effective
implementation of all sales and marketing programs in
Provide merchandising/sales solutions including: point
of sale material and training/education to key accounts.
3. Program Development & Execution
Maintain and expand sales of the Beer Division's
portfolio by developing, selling, and implementing
promotional programs to assigned account base.
Coordinate these efforts with Beer Division's field
sales personnel and ensure alignment with the Business
Unit and National Sales Priorities.
Assist National Account Managers in directing and
coordinating National program implementation with
regional account offices and independent franchisee
groups of large National Accounts.
Measure the effectiveness of promotional and other
volume driving / activation initiatives and suggest new
approaches to overcome obstacles and improve the impact
of new initiatives on sales results.
4. Sales Planning
Work with and assist the On-Premise Development
Director/Manager in building an On-Premise annual
business plan including sales, distribution and
Assist the Beer Division's Market Development Managers
to develop the On-Premise component of his/her annual
business plan including, sales, distribution and
promotional efforts for that specific market.
5. Budgeting & Pricing
Manage budget allocations, ROI, and other financial
responsibilities. Execute against account plans and
retail budget in order to maximize set sales Goals.
Review, evaluate and suggest pricing programs to ensure
the Beer Division's prominence with in accounts and
drive sales growth in assigned account base.
Ability to manage Travel and Expense budgets in order to
maximize there use.
A Bachelor’s degree or equivalent job experience. (In
lieu of degree, minimum of four years sales experience
with a malt beverage supplier.).
A minimum of five (5) years sales experience in the
beverage alcohol industry (malt beverage preferred) with
two years experience selling to the On-Premise trade.
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 customer and
market needs and challenges.
Demonstrated ability to achieve results
Demonstrated diligence and ability to follow through on
all commitments (internal and external stakeholders).
Good oral, written, and interpersonal communication
Demonstrated ability to achieve performance goals with a
minimum of direction.
Solid analytical and math skills.
Computer literate with the ability to use software
applications including Microsoft Word, Excel and
PowerPoint and IBM Lotus Notes.
Ability to use Business Information Tools such as Cognos
7 and 8 (SMART and THE BAR), and specialized customer
Ability to learn and use other internal systems such as
Retail Vision and Ad Track.
Ability work weekends and evening hours.