Senior Market Development Manager

Position

Senior Market Development Manager – Constellation Brands

The primary function of a Sr. Market Development Manager is to align and partner with one or more wholesalers to meet and exceed company objectives in addition to achieving execution excellence as outlined by Constellation Brands Beer Divisions Retail Vision and Gold Network Distributor Standards. This position is responsible for driving sales performance by managing sales, retail execution, operations and key relationships at Wholesaler(s) in an assigned geographic area.

The incumbent partners with an area General Manager to set priorities and execute the business plan for a high priority sales territory.

• Wholesaler Management Planning and Execution:
  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.

• Operations:
  Monitor wholesaler inventories, address out-of-stock or at-risk inventory issues with wholesalers and CBBD Customer Logistics when necessary.
• Develop new item forecasts for product innovation and provide forecasting adjustments to the Business Unit Ops Director.

• Trimester Planning:
  Develop Trimester plans in partnership with the area GM and establish mutually agreed volume and distribution goals for Wholesalers under management; determine programming, CTF, LMF and Wholesaler Tactical expenditure levels.

• Pricing:
  Conduct bi-annual pricing surveys in key independent off-premise retailers; communicate all pricing and promotional calendars to wholesalers and share pricing with National Sales, Regional Key Account team and On Premise partners; identify competitive pricing activity and address with the Business Unit Finance Manager; evaluate new product market-level pricing and determine go-forward approach; ensure target PTR/PTC’s are executed.

• CTF/LMF Budgets:
  Develop CTF investment strategy at the Wholesaler level by Sales Priority; control, plan and balance budgets including Constellation Tactical Fund, Local Marketing Fund, Permanent and Thematic POS; monitor budget compliance and communicate with Wholesalers.

• New Products:
  In conjunction with Key Account, National Account and Wholesalers execute new product rollout plans and build bottoms-up forecast levels with National Accounts and Wholesalers.

• Volume Driving Initiatives:
  Identify wholesale performance gaps, develop tactics and resource plans, and ensure effective execution; monitor and adjust initiatives as needed and gain commitment from the wholesaler network.

• Supply Chain:
  Ensure wholesalers maintain adequate product inventory levels and proper inventory rotation; work with wholesalers to address supply chain issues related to code dates/aging inventory and advise the GM on actions.

• Complete other duties as assigned.

• Bachelor’s degree or equivalent experience in the CPG business.
• Minimum of 5 years of consumer product sales and sales management experience.
• Computer literacy: advanced Microsoft Word, Excel,…