Market Development Manager

Position Summary

Responsible for growing Constellation Brands Wine and Spirits in the Napa, North Bay, and East Bay region (on‑and off‑premise). Plan, communicate, and execute objectives with distributor partners, market accounts, field and retail marketing teams, and achieve sales and distribution targets with focus on depletion P&L.

• Sales Planning & Program Development
  • Develop assigned distributor business plans, conduct team reviews, market surveys, competitive pricing surveys, and sales meetings.
  • Provide market intelligence and recommendations to state leads and assigned accounts.
  • Assist in account‑specific category leadership strategy with retailer marketing, insights, and distributor teams.
  • Execute new product launches and line extensions to meet company objectives.
  • Manage pricing, revenue, incentives, and trade support for the assigned area.
• In‑Market Selling, Training & Relationship Development
  • Build and maintain strong relationships with BU VP, Sales Directors, MDMs, and KAMs.
  • Coach distributor sales members on brand priorities and standards.
  • Collaborate with Field Marketing and Brand Marketing to assess brand health.
  • Maintain CBI Cru list relationships to ensure top‑account placement and promotion.
• Administration & Analysis
  • Provide feedback on market issues, opportunities, and competitive activity to the State Director or Lead.
  • Maintain financial records, budgets, and forecasts for the area.
  • Conduct post‑promotional analysis with the Commercial Excellence team.
  • Report weekly distributor performance and ensure timely reporting of T&E.
  • Use Compass, Northstar, and other CBI tools for communication and collaboration.

• Bachelor’s degree or equivalent work experience.
• Minimum 5 years of experience in the wine industry.
• Understanding of the three‑tier distribution system and Alcohol & Beverage industry.
• Retail experience preferred.
• Experience managing supplier/distributor relationships across an entire state.
• Strong Microsoft Office skills (Excel, PowerPoint, Word, SharePoint, Access, One Note).
• Proficient with category management software, concepts, and analytical techniques; thorough understanding of syndicated data.
• Valid driver’s license and clean driving record; ability to be insured by Constellation Brands.
• Willingness to travel by plane or train 20‑35%; frequent car travel 60‑75% of time; lift up to 60lb.

• Work in primarily office environment with frequent exposure to warehouse/distribution areas.
• Stand, walk, sit, use hands, lift up to 60lb, and travel as described.
• Must have vision requirements and be able to operate vehicle and travel as needed.
• No known serious medical restrictions; reasonable accommodations available.

Location: Field Office – CA (San Francisco/San Mateo/Santa Clara/Marin) and additional locations.

Job Type: Full time

Salary Range: $ – $

Benefits include paid time off, medical/dental/vision insurance, 401(k), and other eligible employee benefits.

Constellation Brands is committed to a continuing program of equal employment opportunity. All persons have equal employment opportunities with Constellation Brands, regardless of sex, race, color, age, religion, creed, sexual orientation, national origin or citizenship, ancestry, physical or mental disability, medical condition, marital status, gender identity or expression, familial status, military or veteran status, genetic information, pregnancy, childbirth, breastfeeding, or related conditions, in compliance with applicable discrimination laws and regulations.