State Sales Lead

State Sales Lead

Requirements

• 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

Responsibilities

• In partnership with the Director and Sr 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
• 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
• 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
• 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
• 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

Preferred Qualifications

• 8-10 years of related experience, preferred within the beverage industry
• Alcohol & Beverage industry highly preferred
• Retail Experience preferred