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Field Sales Manager

2 months ago

Long Beach, California, United States Constellation Brands Full time

Job Summary

The Field Sales Manager - Wine and Spirits will be responsible for planning, communicating, and executing sales objectives with distributor partners and the trade in an assigned territory. This role will ensure the company achieves its fair share of business, growth, and awareness in the channel through regular interaction, account calls, training, and education.

Key Responsibilities

  • Develop and conduct distributor team plans, periodic team reviews, market surveys, competitive pricing surveys, and general sales meetings with distributor partners.
  • Provide market intelligence and recommendations for effective planning or programming.
  • Execute new product launches and manage merchandising pre-plans.
  • Communicate all necessary information and brand education on company programs, strategies, and standards to distributor sales teams to achieve depletion and distribution goals.
  • Establish sales presence in the market and conduct regular distributor market work-withs to ensure company brand priority and initiatives are maintained.
  • Implement sales performance measures and targets using company brand priorities with distributors while assisting in achieving expected results.
  • Develop, cultivate, and maintain strong relationships with key accounts, individual stores, and buyers. Leverage relationships to explore business opportunities.
  • Work with, coach, and educate distributor sales members on company brand priorities and standards.
  • Provide product education sessions to retailers and other customers.
  • Partner with Trade Marketing to understand brand health and needs.
  • Provide feedback to the Director on market issues: opportunities, changes, distributor issues, and competitive activity.
  • Work with Sales Operations Manager (SOM) to develop action plans for business opportunities through the use of strategic insights and as applicable leverage distributor sales data.
  • Conduct post-promotional analysis in conjunction with SOM (as applicable).
  • Conduct and report weekly progress checks of distributor performance for the assigned area.
  • Basic financial skills to monitor monthly A/R statements and to develop cost/benefit strategies.
  • Work with the Director to develop pricing structures and pricing strategies.
  • Ensure required reports and T&E are turned in timely and as necessary.
  • Regularly utilize internal tools such as Compass and Chatter to communicate business updates.

Requirements

  • Bachelor's Degree.
  • 5 years related experience.
  • Demonstrated ability in customer management within a specific territory.
  • Keen understanding of the three-tier distribution system.
  • Proven experience and strong abilities in educating and motivating others to manage business effectively.
  • Excellent communication skills, articulate with strong public speaking ability/experience and excellent writing skills. Ability to persuade and influence.
  • Strong Microsoft Office skills.

Preferred Qualifications

  • Alcohol & Beverage industry highly preferred.
  • Program and budget development, implementation, management, and strategic decision-making experience.

Work Environment

  • 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, 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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.