Senior Market Development Manager at Constellation Brands

Columbus, Ohio, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Beverage, BeerIndustries

Requirements

Ability to align and partner with wholesalers to meet and exceed company objectives
Knowledge of Constellation Brands Beer Division's Retail Vision and Gold Network Distributor Standards
Experience managing sales, retail execution, operations, and key relationships at wholesalers in a geographic area
Partnership skills with area General Manager to set priorities and execute business plans in high-priority sales territories

Responsibilities

Build an Annual Business Plan supporting CBBD’s National Priorities, setting volume, distribution, space growth goals, and agreeing 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 gaps
Develop tactics for Monthly Business Objectives to support 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 drive local marketing initiatives and uncover sponsorship opportunities
Partner with National Sales Organization, Regional Key Accounts, and On Premise to support wholesaler execution for retail programs
Develop relationships with key personnel at all levels and departments of the wholesaler
Direct and implement training and development initiatives for wholesalers
Supervise and monitor allocation and use of point-of-sale materials per budgeting and objectives
Monitor wholesaler inventories internally and externally, address out-of-stock or at-risk issues with wholesaler operations and CBBD Customer Logistics
Develop new item forecasts for product innovations
Provide forecasting adjustments to Business Unit Ops Director
Develop Trimester plans with area GM, including volume/distribution goals, programming, CTF, LMF, and wholesaler tactical expenditures
Conduct bi-annual pricing surveys in key independent off-premise retailers
Communicate pricing and promotional calendars to wholesaler and share with National Sales, Regional Key Account, and On Premise partners
Identify competitive pricing activity and address with Business Unit Finance Manager
Identify market pricing opportunities, make recommendations, notify wholesalers of approved changes, and ensure target PTR/PTC execution
Evaluate new product market-level pricing and determine go-forward approach
Develop CTF investment strategy at wholesaler level by sales priority
Control, plan, and balance budgets including Constellation Tactical Fund, Local Marketing Fund, Permanent and Thematic POS; monitor compliance
Execute new product rollout plans with Key Account, National Account, and Wholesalers
Build bottoms-up forecast levels with National Accounts and Wholesalers
Identify wholesaler performance gaps, recommend corrective actions, develop tactics and resource plans, and communicate to stakeholders

Skills

Key technologies and capabilities for this role

Wholesaler ManagementSales PlanningRetail ExecutionBusiness DevelopmentAnnual Business PlanMarket AnalysisTraining InitiativesRetail MarketingCross-MerchandisingPoint-of-Sale ManagementBudget AllocationRelationship Management

Questions & Answers

Common questions about this position

What is the salary or compensation for this Senior Market Development Manager role?

This information is not specified in the job description.

Is this Senior Market Development Manager position remote or does it require travel/office presence?

This information is not specified in the job description.

What key skills or experiences are required for the Senior Market Development Manager role?

The role requires strong wholesaler management skills, including building annual business plans, forecasting, pricing analysis, and relationship building at all levels of the wholesaler organization.

What does the team structure look like for this position at Constellation Brands?

The role partners with an area General Manager to set priorities and execute the business plan, meets weekly with the Constellation Brand Manager, and aligns with Field Marketing, National Sales Organization, and other teams.

What makes a strong candidate for the Senior Market Development Manager position?

Strong candidates will have experience driving sales performance through wholesaler partnerships, executing business plans with volume and distribution goals, managing operations like inventory and forecasting, and building key relationships.

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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