State Sales Lead

Job Description

Company Summary

Constellation Brands is a leading international producer and marketer of beer, wine, and spirits with operations in the U.S., Mexico, New Zealand, and Italy. Our mission is to build brands that people love, pushing boundaries to think beyond today because we believe that elevating human connections is Worth Reaching For. Our Wine & Spirits Division strives to lead the high-end market with a world-class portfolio of premium and fine wines and craft spirits that reflect authenticity, passion, and uncompromising standards—from soil to glass. Our success is powered by a high-performing, entrepreneurial team that moves with agility, works collaboratively, and is driven to win while growing their careers in a dynamic, rewarding environment.

Position Summary

Constellation Brands is building the preeminent investor grade Wine and Spirits selling division in the market and is looking for the best fine wine and craft spirits professionals in the industry.  This role is responsible for the execution of our Wine and Craft Spirits objectives with our key distributor partners. This role is responsible for the key distributor house relationships with specific emphasis on aligning and gaining commitment from distributors to achieve the CBI plan and financial budgets each year. This role is responsible for monthly performance with action plans to drive enhanced performance, building incentives to deliver monthly off and on premise performance and responsibility for pricing as it relates to brand strategy vs. competitive set.

Responsibilities

Sales Planning and Program Development

• In partnership with the Director, develop assigned distributor business plan meetings, periodic team reviews, market surveys, competitive pricing surveys and general sales meetings with distributor partners and our National Accounts team.

• Owns distributor channel or geographic Plan break out

• Understands pricing and can offer market pricing opportunities

• Builds incentives to deliver Fiscal plan 

• Analysis/insights of monthly performance with action plans to drive enhanced performance

• Accountable for budget management of Non Price/LMF

• Execute new product launches and line extensions to match company objectives

Execution and Communication of Sales Objectives

• Develop and maintain IRI reports including at risk reports, chain scorecards, faire share reports, gap reports

• Develop and maintain tracking reports covering chain warehouse inventory, planner tracking, ad tracking, new item tracking, authorization listing, chain store lists and ad-hoc reports

• Help manage on/off premise channel strategy in market 

  • Prime OP Partners/KPIs

  • Off Premise Distribution Driver/Creative Display Contests/National Accounts Planner Execution

• 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 around fine wine and craft spirits in the On Premise

• Implement sales performance measures and targets using the Constellation Brands CORE brand priorities with distributors while assisting in achieving expected results

• Strengthen existing retailer relationships through continuous engagement with category management teams at the account providing strategic thinking and expertise in category leadership

In Market Training and Relationship Development

• Develop, cultivate and maintain strong collaborative relationships with distributor sales leads and regional teams

• Leverage relationships to explore business opportunities throughout your assigned territory

• Work with, coach and educate distributor sales members on Constellation Brands’ brand priorities and standards

• Partner with Trade Marketing to understand brand health and needs

Administration and Analysis

• Provide feedback to Directors on market issues, opportunities, changes, distributor issues and competitive activity

• Prepare and maintain all applicable financial records, budgets and forecasts for your assigned area

• Conduct post-promotional analysis in conjunction with Regional Performance Manager (RPM)

• Conduct and report weekly progress checks of distributor performance for your assigned area

• Insure required reports and T&E are turned in timely, as necessary, and budget is maintained

• Utilize Compass and all other CBI communication and collaboration tools

Qualifications

• Bachelor’s Degree required or equivalent work experience

• 8-10 years of related experience, preferred within the beverage industry

• Understanding of three-tier distribution system

• Alcohol & Beverage industry highly preferred

• Retail Experience preferred

• Experience in managing supplier/distributor business across an entire state

• Strong Microsoft Office skills, including but not limited to Excel, Power Point, Word, Sharepoint, Access and One Note

• Proficient in the use of all category management software, concepts, analytical techniques; have a thorough understanding of syndicated data.

• Ability to travel frequently within assigned area of business via car, 60-75% of time

Physical Requirements/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 t

Location

Louisville, KY

Additional Locations

Lexington-Fayette, Kentucky

Job Type

Full time

Job Area

Sales

The salary range for this role is:

$96,500.00 - $150,900.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting.  Our compensation is based on cost of labor. For remote locations or positions open to multiple locations, the pay range may reflect several US geographic markets, including the lowest geographic market minimum to the highest geographic market maximum. 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 not 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.  At Constellation Brands, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate. 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).