Field Sales Manager- Fine Wine and Spirits

Job Description
Company Summary
If you have taken a moment to unwind with a bottle of beer, toast with glass of wine, or celebrate with a cocktail, chances are that you have shared that moment with Constellation Brands. We are passionate producers of iconic beer, Wine and Spirits brands that consumers love. From Corona Extra, to Robert Mondavi Wines, to SVEKDA Vodka, we produce over 100 premium brands with sales in nearly 100 countries, making us the number one multi-category beverage alcohol company in the U.S.
Position Summary
The role is responsible for the planning, communication and execution of our Luxury Wine and Craft Spirits on and off premise objectives with our distributor partners and the trade in an assigned territory. The Manager will ensure we are achieving our fair share of business, growth and awareness in this important channel of business through regular interaction, account calls, training and education.
Distributor/Customer Facing (90% of time)
Distributor Management (25%):

• Sales leadership with distributors and markets in sales region
• Helps facilitate the relationship with principles in their territories (VP, Directors, Field Managers)
• Accountable for monthly programming and goal meetings with key distributor principles at region level - On / Off Premise Programming
• Owns Market Level Volume and KPI Plan collaboration and alignment with distributors

• Successfully aligns and gains commitment from distributors to achieve the CBI plan and budgets each year
• Owns performance management TBR preparation and challenges distributors and CBI team to create solutions to close gaps in plan
• Analysis/insights of monthly performance with action plans to drive enhanced performance (Facts/So What/Insights/Actions)
• Accountable for budget management of Nonprice and any pertinent LMF
• Ensures proper facilitation of key trade promotions and pricing strategy through the distributor organization

• Facilitator of General Sales Meetings, Tactical Business Reviews
• Builder of pertinent local incentives to drive market level execution (On/Off)

Market Execution (65%):

• Managing the alignment of execution with distributor counterparts alongside constellation teams

• On Premise 65-70% of time in market
• Spirits to Wine Split 30/70% of time
• Communication and execution of TOP Accounts Wine & Spirits List

• Ensures the execution of campaign programs in market

• Leads execution of key ON/OFF National Account programming for market
• Participant in key buyer meetings in collaboration with National Accounts team
• For large regional accounts, participant in key buyer meetings and business review
• Participant in key survey periods around periods to win (i.e. Easter, 4th of July, Thanksgiving, and Winter holidays)
• Participant in key blitz or focus periods and ensures accountability of objectives

• Field Execution of key sponsorships and trade promotions
• Field Execution of training, wine dinners, promo events, customer training

Communication/Feedback loop (10% of time)

• Participant on weekly/bi-weekly team calls
• Participation in key marketing/trade/commercial planning feedback
• Chatter feedback to marketing based on best in class execution and key competitive items or promotions
• In bi-weekly 1 on 1 with manager, communicates upwards any best practices or challenges around national strategy
• Communication with national account FSM's around market level feedback on program execution

• Communication with Sales Enablement around any needs or asks for sales tools

Personal Development:

• Based on feedback in regular performance management, dedicates time in deficient areas including but not limited to:
• Wine Education

• Presenting and Influencing Groups
• Sales Process training
• Technology and App training (i.e. Compass, Excel, ppt)
• Financial Training
• Organization and business rhythm

Financial Management:

• Ensure responsible spending of incentive, LMF and local budgets
• Ensure proper and responsible spending of T&E with weekly report submission

Minimum Qualifications:

• Bachelor's Degree required; preferably with Sales/Marketing Concentration
• Minimum 5 years of Fine Wine and Craft Spirits sales in either Supplier or Distributor required

• 1 -2 Years of On-Premise Supplier or Distributor Experience

• Minimum 1 year in service background (restaurant, hotel etc..) required.

• Familiarity with the market and key accounts required
• WSET level 3 certificate required for WINE.
• WSET level 2 Spirits in Progress.

• Program and budget development, implementation, management and strategic decision-making experience
• Demonstrated ability in customer management within specific territory
• Keen understanding of the three-tier distribution system and compliance laws
• 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

Physical Requirements/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 plan/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.

Location
Las Vegas, Nevada
Additional Locations
Job Type
Full time
Job Area
Sales
The salary range for this role is:
$82,700.00 - $126,700.00
This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. 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 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. 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).
Not sure you meet all qualifications? Research shows that women and members of other under-represented groups tend to not apply to jobs when they think they may not meet every qualification, when, in fact, they often do! We are committed to creating a diverse and inclusive environment and strongly encourage you to apply.