Field Sales Manager (Fine Wine & Craft Spirits)

San Francisco, CA, United States

Job Description

Position Summary

The role is responsible for the execution of our Luxury Wine and Craft Spirits on and off premise objectives with our distributor partners and the trade in an assigned territory to ensure successful delivery of sales objectives. The Field Sales 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 meetings, and alignment with the sales region.

Distributor/Customer Facing (90% of time)

Distributor Management (25%):

Sales leadership with distributors and markets in sales region per the FW&CS portfolio

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 and regions.

Oversees and ownership for the elevation of the ASPIRAtional accounts, penetration into those accounts and continued month over month revenue growth in those targeted accounts.

Successfully aligns and gains commitment from distributors to achieve the CBI plan and budgets each year in conjunction with their Sr. Director

Owns performance management TBR and GSM preparation, challenges, and develops solutions to help close gaps in plan

Analysis/insights of monthly performance with action plans to drive enhanced performance (Facts/So What/Insights/Actions) and communicate that analysis and insights to the Region and ASPIRA Sr. Directors. Take ownership to help implement.

Accountable for budget management as pertinent.

Ensures proper facilitation of key trade promotions and pricing strategy through the distributor organization

Help to engage sales staff at distributor, monitor and implement pertinent local incentives to drive market level execution (On/Off)

Market Execution (65% of time):

Manage the alignment of execution with distributor counterparts alongside Constellation teams.

Active in market 3 full days a week, focusing on designated key ASPIRAtional target accounts as defined in beginning of fiscal year.

Work with Sr. Director, ASPIRA on time management per time spent on/off or wine/spirits. Approximate time on premise focus is 70% and off premise focus is 30%

Approximate fine wine focus is 60% and craft spirits is 40%

Ensures the execution of ASPIRA programs in market; inclusive of trade and consumer events and in market work with’s/trainings around the luxury strategy and build out.

Lead execution of ASPIRA channel strategy in market; inclusive of ASPIRAtional target accounts and their elevation in dRev contributions and PODS month over month.

Participant in key buyer meetings in collaboration with National Accounts team if needed

For large regional accounts, participate in key buyer meetings and business review if needed

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 ASPIRA portfolio

Guide the success of ASPIRA market level sponsorships and trade promotions, trainings, wine dinners, promotional or consumer events.

Communication/Feedback loop (10% of time)

Participant on weekly/bi-weekly team calls for both ASPIRA and region cross functional team

Participation in key marketing/trade/commercial planning feedback

Weekly 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 the Director, National Accounts ASPIRA 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 and Spirits Education

Storytelling – participation and completion and implementation of the ASPIRA storytelling as a key pillar in one’s presentations and sales call.

Luxury Selling

Presenting and Influencing Groups

Sales Process training

Brand Module completion

Technology and App training (i.e. Compass, Excel, ppt)

Financial Training

Organization and business rhythm

And/or any additional training and brand education as developed

Financial Management:

Ensure responsible spending of incentive, LMF and local budgets where appropriate

Ensure proper and responsible spending of T&E with bi-weekly report submission and adherence to designated fiscal budget.

Minimum Qualifications:

Bachelor’s Degree required

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 preferred

Familiarity with the market and key accounts preferred

WSET level 3 Wine and WSET level 2 Spirits preferred

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

Preferred Qualifications

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

San Francisco, California

Additional Locations

Napa, California, San Jose, California, Sonoma, California

Job Type

Full time

Job Area

Sales

The salary range for this role is:

$90,100.00 - $163,400.00

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.

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