Account Manager - Off Premise GA at Constellation Brands

Atlanta, Georgia, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Wine & Spirits, BeveragesIndustries

Requirements

Expertise in fine wine and craft spirits (50% fine wine focus, 30% craft spirits)
Strong distributor management skills, including collaboration on volume/KPI plans, account penetration, revenue growth, performance analysis (Facts/So What/Insights/Actions), budget management, and trade promotions/pricing
Proven market execution capabilities: active in-market 3-4 days/week, execution of CBI programs, trade/consumer events, trainings, off-premise strategy (distribution, national accounts planning, displays, contests), participation in buyer meetings, surveys, sponsorships, promotions, wine dinners
Excellent communication skills: weekly feedback to marketing, 1-on-1s with manager, upwards communication of best practices/challenges, feedback to National Accounts Director and Sales Enablement
Commitment to personal development: wine/spirits education, luxury selling, presenting/influencing, sales process training based on performance feedback
Ability to work 90% distributor/customer-facing (15% distributor management, 75% market execution, 10% communication)
Entrepreneurial, high-performing, agile, collaborative mindset to drive sales objectives in off-premise channel

Responsibilities

Own market-level volume and KPI plan collaboration/alignment with distributors/regions for defined account list
Oversee defined accounts: penetration, month-over-month revenue growth, performance analysis/insights/action plans, communicate to Region Directors/State Leads, implement improvements
Manage budget as pertinent; facilitate key trade promotions/pricing through distributors
Execute in-market activities 3-4 days/week on designated accounts: CBI programs, trade/consumer events, trainings, off-premise strategy (distribution, national accounts execution, displays, contests)
Participate in key buyer meetings (with National Accounts team or for large regional accounts), survey periods (Easter, 4th of July, Thanksgiving, Winter holidays)
Guide market-level sponsorships, trade promotions, trainings, wine dinners, promotional/consumer events
Provide communication/feedback: weekly marketing chatter on execution/competitors, 1-on-1s with manager on best practices/challenges, feedback to National Accounts Director on program execution, Sales Enablement on tool needs
Dedicate time to personal development in deficient areas per performance feedback (wine/spirits education, luxury selling, presenting/influencing, sales process)

Skills

Key technologies and capabilities for this role

Account ManagementDistributor ManagementSales ExecutionKPI PlanningPerformance AnalysisTerritory ManagementRevenue GrowthMarket Insights

Questions & Answers

Common questions about this position

What is the employment type for this Account Manager position?

This is a full-time position.

Is this role remote or does it require in-market presence?

The role requires being active in market 3-4 full days a week, focusing on a designated list of accounts in an assigned territory.

What are the main responsibilities of the Account Manager - Off Premise?

The role involves distributor management (15% of time) including owning market level volume plans and account penetration, and market execution (75% of time) such as executing CBI programs, off-premise strategy, and participating in buyer meetings.

What is the company culture like at Constellation Brands?

The company features a high-performing, entrepreneurial team that moves with agility, works collaboratively, and is driven to win while growing careers in a dynamic, rewarding environment.

What makes a strong candidate for this Account Manager role?

Ideal candidates are top fine wine and craft spirits professionals with experience in sales execution, distributor management, market analysis, and driving revenue growth in off-premise channels.

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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