Account Manager - Combo MD, DC, DE at Constellation Brands

Baltimore, Maryland, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Wine, Spirits, Beverage AlcoholIndustries

Requirements

Bachelor’s Degree required
Minimum 5 years of Fine Wine experience

Responsibilities

Own Market Level Volume and KPI Plan collaboration and alignment with distributors and regions within a defined account list
Oversee and take ownership over a defined set of accounts, penetration into those accounts, and continued month-over-month revenue growth in targeted on and off-premise accounts
Conduct analysis/insights of monthly performance with action plans (Facts/So What/Insights/Actions) and communicate to Region Directors/State Leads; take ownership to implement
Manage budget as pertinent
Ensure proper facilitation of key trade promotions and pricing strategy through the distributor organization
Be active in market 3-4 full days a week, focusing on designated defined list of accounts (60% on-premise, 40% off-premise; 50% fine wine, 30% craft spirits focus)
Ensure execution of CBI programs in market, including trade and consumer events, in-market work with’s/trainings around wine and craft spirits strategy
Lead execution of on/off-premise channel strategy in market (CBonD/Prime OP Partners/KPIs, Off-Premise Distribution Driver/Creative Display Contests/National Accounts Planner Execution)
Participate in key buyer meetings in collaboration with National Accounts team if needed – both premises; for large regional accounts, participate in key buyer meetings and business reviews
Participate in key survey periods around periods to win (e.g., Easter, 4th of July, Thanksgiving, Winter holidays)
Participate in key blitz or focus periods and ensure accountability of objectives around fine wine and craft spirits in the On-Premise
Guide success of market-level sponsorships, trade promotions, trainings, wine dinners, promotional or consumer events
Participate in key marketing/trade/commercial planning feedback
Provide weekly chatter feedback to marketing based on best-in-class execution and key competitive items or promotions
Communicate upwards in bi-weekly 1-on-1 with manager any best practices or challenges around national strategy
Communicate with Director, National Accounts/OPNA around market-level feedback on program execution
Communicate with Sales Enablement around needs or asks for sales tools
Dedicate time to personal development based on performance feedback (e.g., Wine and Spirits Education, Luxury Selling, Presenting and Influencing Groups, Sales Process training, Brand Module completion, Technology and App training like Compass/Excel/PPT, Financial Training, Organization and business rhythm, additional training)
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

Skills

Key technologies and capabilities for this role

Distributor ManagementAccount ManagementSales ExecutionPerformance AnalysisKPI ManagementTrade PromotionsPricing StrategyMarket InsightsBudget ManagementTraining

Questions & Answers

Common questions about this position

What is the salary or compensation for the Account Manager role?

This information is not specified in the job description.

Is this Account Manager position remote or does it require in-office work?

The role is primarily in-market facing, requiring active presence in the market 3-4 full days a week, focusing on a designated list of accounts in the assigned territory covering MD, DC, and DE.

What skills and experience are required for the Account Manager position?

The role requires experience as fine wine and craft spirits professionals, skills in distributor management, market execution including on and off premise strategies, performance analysis with action plans, and budget management.

What does the work environment look like for this Account Manager role?

The position is 90% distributor and customer facing, with 75% market execution time split between on-premise (60%) and off-premise (40%), focusing on fine wine (50%) and craft spirits (30%), plus 10% on communication and feedback.

What makes a strong candidate for the Account Manager - Combo role?

Strong candidates are top fine wine and craft spirits professionals with proven ability to manage distributors, execute on/off premise sales strategies, drive revenue growth in targeted accounts, analyze performance, and lead market-level promotions and events.

Constellation Brands

Produces and markets beer, wine, and spirits

About Constellation Brands

Constellation Brands produces and markets a variety of alcoholic beverages, including beer, wine, and spirits, with a strong presence in the U.S., Mexico, New Zealand, and Italy. The company operates by owning and managing a portfolio of popular brands, such as Corona and Modelo, which it imports and sells exclusively in the U.S. Its products are distributed through a wide network, allowing it to reach both individual consumers and large retailers. What sets Constellation Brands apart from its competitors is its focus on brand management and strong brand recognition, which helps it maintain a competitive edge in the market. The company's goal is to create brands that encourage human connections while also being committed to sustainability and responsible operations.

Rochester, New YorkHeadquarters

1945Year Founded

IPOCompany Stage

Food & Agriculture, Consumer GoodsIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Paid Vacation

401(k) Retirement Plan

Professional Development Budget

Risks

Increased competition in non-alcoholic beverages may impact Constellation's market share.

Integration challenges with Sea Smoke winery could pose financial risks.

Health-conscious trends may reduce sales of traditional alcoholic beverages.

Differentiation

Constellation Brands owns iconic brands like Corona and Modelo, exclusive to the U.S. market.

The company focuses on sustainability, enhancing brand loyalty among eco-conscious consumers.

It has a diverse portfolio, including beer, wine, spirits, and non-alcoholic beverages.

Upsides

Growing demand for premium beverages aligns with Constellation's acquisition of boutique wineries.

Investment in non-alcoholic brand TOST taps into rising health-conscious consumer trends.

RTD market growth supports Constellation's stake in Austin Cocktails and Archer Roose.

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