Market Development Manager

Job Description

Constellation Brands is a leading international producer and marketer of beer, wine, and spirits with operations in the U.S., Mexico, New Zealand, and Italy. Our mission is to build brands that people love, pushing boundaries to think beyond today because we believe that elevating human connections is Worth Reaching For. Our Wine & Spirits Division strives to lead the high-end market with a world-class portfolio of premium and fine wines and craft spirits that reflect authenticity, passion, and uncompromising standards—from soil to glass. Our success is powered by a high-performing, entrepreneurial team that moves with agility, works collaboratively, and is driven to win while growing their careers in a dynamic, rewarding environment.

POSITION SUMMARY:

The role is responsible for growing Constellation Brands Wine and Spirits in the Napa/North Bay/East Bay region (on and off premise). This role is responsible for the planning, communication and execution of the objectives with our distributor partners, market level accounts, field and retail marketing team as well as achieving the company’s sales and distribution objectives with focus on the depletion P&L.  

RESPONSIBILITIES:

Sales Planning and Program Development

• In partnership with the State Leads and other Market Development Managers, develop assigned distributor business plan meetings, periodic team reviews, market surveys, competitive pricing surveys and general sales meetings with distributor partners and our National Accounts teams
• Provide state lead or state director and assigned accounts with market intelligence and recommendations for effective planning and/or programming
• Provide input into development of account specific category leadership strategy in partnership with retailer marketing, insights, and distributor teams.
• Execute new product launches and line extensions to match company objectives
• Manage all business facets in assigned area including but not limited to: pricing, revenue management, incentives, and trade support.

In Market Selling, Training and Relationship Development

• Develop, cultivate and maintain strong collaborative relationships with BU VP, Sales Directors and other MDM’s and KAM’s
• Leverage relationships to explore business opportunities throughout your assigned territory
• Work with, coach and educate distributor sales members on Constellation Brands’ brand priorities and standards
• Partner with Field Marketing and Brand Marketing to understand brand health and needs
• Maintain Cru list relationships, to ensure CBI brands are getting placed and promoted in the top accounts in each market based on ACV

Administration and Analysis

• Provide feedback to State Director or State Lead on market issues, opportunities, changes, distributor issues and competitive activity
• Prepare and maintain all applicable financial records, budgets and forecasts for your assigned area
• Conduct post-promotional analysis in conjunction with commercial excellence team (if applicable)
• Conduct and report weekly progress checks of distributor performance for your assigned area
• Insure required reports and T&E are turned in timely, as necessary, and budget is maintained
• Utilize Compass, Northstar and all other CBI communication and collaboration tools

QUALIFICATIONS:

• Bachelor’s Degree required or equivalent work experience
• 5 years of related wine industry experience required
• Understanding of three-tier distribution system
• Alcohol & Beverage industry highly preferred
• Retail Experience
• Experience in managing supplier/distributor business across an entire state
• Strong Microsoft Office skills, including but not limited to Excel, Power Point, Word, SharePoint, Access and One Note
• Proficient in the use of all category management software, concepts, analytical techniques; have a thorough understanding of syndicated data.

PHYSICAL REQUIREMENTS/OTHER:

• Valid driver’s license and clean driving record and ability to insured by Constellations Brands
• Must be able to travel via plane/train 20-35% of time
• Frequent travel within assigned area of business via car, 60-75% of time
• Lift up to 60lbs on a regular basis
• Primarily office environment but may be exposed to a warehouse/distribution environment on a frequent basis
• Must be able to stand, walk, sit; use hands to handle or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch or crawl; talk and hear
• Must have close vision, distant vision, ability to adjust focus, peripheral and color vision

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 plane/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. Lifting may be required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The purpose of this summary is to describe the essential job functions and the level of work performed by individuals assigned to this position. This description is not an exhaustive list of all job duties performed by this position. Management reserves the right to modify, add or remove duties from particular jobs and assign other duties as necessary.

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).

Location

Additional Locations

Job Type

Job Area

The salary range for this role is:

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).