#R-34695
g and goal meetings with key distributor principles at region level - On / Off Premise Programming
Owns Market Level Volume and KPI Plan collaboration and alignment with distributors and regions.
Oversees and ownership for the elevation of the ASPIRAtional accounts, penetration into those accounts and continued month over month revenue growth in those targeted accounts.
Successfully aligns and gains commitment from distributors to achieve the CBI plan and budgets each year in conjunction with their Sr. Director
Owns performance management TBR and GSM preparation, challenges, and develops solutions to help close gaps in plan
Analysis/insights of monthly performance with action plans to drive enhanced performance (Facts/So What/Insights/Actions) and communicate that analysis and insights to the Region and ASPIRA Sr. Directors. Take ownership to help implement.
Accountable for budget management as pertinent.
Ensures proper facilitation of key trade promotions and pricing strategy through the distributor organization
Help to engage sales staff at distributor, monitor and implement pertinent local incentives to drive market level execution (On/Off)
Market Execution (65% of time):
Manage the alignment of execution with distributor counterparts alongside Constellation teams.
Active in market 3 full days a week, focusing on designated key ASPIRAtional target accounts as defined in beginning of fiscal year.
Work with Sr. Director, ASPIRA on time management per time spent on/off or wine/spirits.
Ensures the execution of ASPIRA programs in market; inclusive of trade and consumer events and in market work with's/trainings around the luxury strategy and build out.
Lead execution of ASPIRA channel strategy in market; inclusive of ASPIRAtional target accounts and their elevation in dRev contributions and PODS month over month.
Participant in key buyer meetings in collaboration with National Accounts team if needed
For large regional accounts, participate in key buyer meetings and business review if needed
Participant in key survey periods around periods to win (i.e. Easter, 4th of July, Thanksgiving, and Winter holidays)
Participant in key blitz or focus periods and ensures accountability of objectives around ASPIRA portfolio
Guide the success of ASPIRA market level sponsorships and trade promotions, trainings, wine dinners, promotional or consumer events.
Communication/Feedback loop (10% of time)
Participant on weekly/bi-weekly team calls for both ASPIRA and region cross functional team
Participation in key marketing/trade/commercial planning feedback
Weekly chatter feedback to marketing based on best-in-class execution and key competitive items or promotions
In bi-weekly 1 on 1 with manager, communicates upwards any best practices or challenges around national strategy
Communication with the Director, National Accounts ASPIRA around market level feedback on program execution
Communication with Sales Enablement around any needs or asks for sales tools
Personal Development:
Based on feedback in regular performance management, dedicates time in deficient areas including but not limited to:
Wine and Spirits Education
Storytelling - participation and completion and implementation of the ASPIRA storytelling as a key pillar in one's presentations and sales call.
Luxury Selling
Presenting and Influencing Groups
Sales Process training
Brand Module completion
Technology and App training (i.e. Compass, Excel, ppt)
Financial Training
Organization and business rhythm
And/or any additional training and brand education as developed
Financial Management:
Ensure responsible spending of incentive, LMF and local budgets where appropriate
Ensure proper and responsible spending of T&E with bi-weekly report submission and adherence to designated fiscal budget.
Minimum Qualifications:
Bachelor's Degree required
Minimum 5 years of Fine Wine and Craft Spirits sales in either Supplier or Distributor required
Familiarity with the market and key accounts preferred
WSET level 3 Wine and WSET level 2 Spirits preferred
Program and budget development, implementation, management and strategic decision-making experience
Demonstrated ability in customer management within specific territory
Keen understanding of the three-tier distribution system and compliance laws
Proven experience and strong abilities in educating and motivating others to manage business effectively
Excellent communication skills articulate with strong public speaking ability / experience and excellent writing skills. Ability to persuade and influence.
Strong Microsoft Office Skills
Physical Requirements/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 be able to stand for extended periods of time
Must have a valid driver's license and be able to drive a car and travel via plan/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
Cleveland, Ohio
Additional Locations
Columbus, Ohio, Detroit, Michigan, Grand Rapids, Michigan
Job Type
Full time
Job Area
Sales
The salary range for this role is:
$84,900.00 - $130,000.00
This 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).
Not sure you meet all qualifications? Research shows that women and members of other under-represented groups tend to not apply to jobs when they think they may not meet every qualification, when, in fact, they often do! We are committed to creating a diverse and inclusive environment and strongly encourage you to apply.