Account Manager - Combo MD, DC, DE

Job Description

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. The role is responsible for the execution of our Wine and Craft Spirits on and off premise objectives with our key market partners and the trade in an assigned territory with a defined account list to ensure successful delivery of sales objectives.

The Account Manager, Combo will ensure we are achieving our fair share of business, growth and awareness in these important channels of business through regular interaction, account calls, training, education and alignment with the sales region.

Distributor/Customer Facing (90% of time)

Distributor Management (15%):

• Owns Market Level Volume and KPI Plan collaboration and alignment with distributors and regions within a defined account list

• Oversees and has ownership over a defined set of accounts, penetration into those accounts and continued month over month revenue growth in a targeted set of accounts in both the off and on premise

• 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 Directors/State Leads. 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

Market Execution (75% of time):

• Active in market 3-4 full days a week, focusing on designated defined list of accounts as identified at the beginning of fiscal year

  • Approximate time on premise focus is 60% and off premise focus is 40%

  • Approximate fine wine focus is 50% and craft spirits is 30%

• Ensures the execution of CBI programs in market; inclusive of trade and consumer events and in market work with’s/trainings around the wine and craft spirits strategy and build out.

• Lead execution of on/off premise channel strategy in market

  • CBonD/Prime OP Partners/KPIs

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

• Participant in key buyer meetings in collaboration with National Accounts team if needed – both premises

• 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 fine wine and craft spirits in the On Premise

• Guide the success of market level sponsor ships and trade promotions, trainings, wine dinners, promotional or consumer events.

Communication/Feedback loop (10% of time)

• 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/OPNA 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

• 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 Wi…