This position is responsible for selling and executing sales and marketing programs for key national chain accounts. Responsibilities include planning, executing and coordinating of the Annual Business Plan for assigned customers while driving accountability at the distributor level. This position is also responsible for the development and profitability of assigned market segments. Incumbents develop rapport with high-level personnel from marketing, operations, and category management to accomplish set sales goals. Has the responsibility for the development and implementation of National Account Programs for assign market segments.
SPECIFIC DUTIES AND RESPONSIBILITIES
Sell new and expanded distribution of Crown’s beer brands to multi-unit, regional and franchise chain accounts. Including Large Format Grocery, Mass Merchandiser, and Convenience Store customers.
Develop, sell, and implement custom created promotional programs to listed off-premise accounts.
Communicate sales results to Crown field sales and distributor networks to ensure execution of retail plans and promotions.
Sell against National priorities and leverage national retail promotions in conjunction with customized regional programs to deliver sales and distribution plans in assigned account base.
Work with National Account Team Leads or Channel Vice Presidents to meet National Accounts sales and distribution annual business plans by developing national and regional off-premise chain account programming where needed.
Act as the number one business contact and partner between Crown and the National Account business base to ensure that Crown is recognized as the category leader.
Manage budget allocations, ROI, and other financial responsibilities. Execute against account plans and retail budget in order to maximize set sales goals.
Manage Travel and Expense as well as Crown Tactical Funds (CTF) budgets in order to maximize ROI.
Conduct him or herself in a professional, effective and efficient manner within the guides of the Constellation Code of Ethics.
Preparation of detailed and professional sales presentations for account business reviews and sales calls.
Uncover opportunities and grow volume in target account base.
Complete other duties as assigned.
Reports directly to VP, National Accounts and/or Team Leads.
KNOWLEDGE, EXPERIENCE AND ABILITIES REQUIRED
This position requires:
A Bachelor’s degree preferred or equivalent job experience in the consumer products industry.
A minimum of 5-8 years sales experience in the beverage alcohol industry (malt beverage preferred) with two years experience selling to the Off-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 diligence and ability to follow through on all commitments (internal and external stakeholders).
Good oral, written, and interpersonal communication skills.
Demonstrated ability to achieve performance goals with a minimum of direction.
Proven analytical skills and understanding of syndicated data and its applicability to the beer category is required.
Computer literacy with the ability to use software applications including Microsoft Word, Excel and PowerPoint, and e-mail programs such as IBM Lotus Notes.
Demonstrated technical skills required for the preparation of professional and effective sales presentations.
Ability to use Business Information Tools such as Cognos 7 and 8 (SMART and THE BAR), and specialized customer tools.
Ability to learn and use other internal systems such as Retail Vision and Ad Track.
Ability work weekends and evening hours.
Ability to travel a minimum of 25% of his/her working time, including the ability to drive up to 5 hrs.
Ability to lift 25-35 lbs, and/or 50 lbs with assistance.