This position is responsible for the development, implementation and management of all aspects of the Walmart chain sales, category management and marketing initiatives for beer, wine and spirits. Incumbents develop and execute performance measures for all five direct reports to include the development of the annual chain business plan with performance measures for sales, ad/feature display, distribution and schematics. Monitor performance on an ongoing frequency to include by month/trimester/annual reviews. Maintain positive working relationships and communications skills with senior level chain contacts, wholesalers, Constellations Business Unit leadership across beer, wine and spirits and field staff. Direct the chain selling process in utilizing a fact-based, analytical selling approach in using all syndicated data to develop solutions for chain retailers. Manage budget process to ensure that they generate a ROI according to corporate expectations.
Works in conjunction with the appropriate BU Leadership team and Finance Team to develop price promotion schedules for the fiscal year to support chains pricing strategies.
Direct and communicate Walmart’s account activity to include, but not limited to, presentations of sales programs, new distributions, product sales information, new schematics, pricing and business reviews.
Manages and disseminates information from CBI’s syndicated data sources to include Nielsen, SPECTRA and any other third party information sources.
Oversees the staffing, management and direction of direct reports. Develops and executes performance measures including planning and assigning work/responsibilities, developing goals/objectives and managing overall performance.
Reports all activity to the Senior Vice President, TBA National Accounts and the appropriate BU Leadership on beer, wine and spirits.
Develops and maintains systems and controls that will facilitate the communication of sales numbers, wholesaler pricing information, brand programming, national value-added programs, and sales opportunities on our brands by the national account management team.
Develops and implements plans for new product distributions.
Coordinates annual strategy and planning meeting with Walmart’s senior buyers.
Develops, maintains and provides the Senior Vice President, TBA National Accounts with current and updated off-premise chain profile and ad summary recaps.
Oversees the development of presentation materials and tools in a professional manner for effective sales presentations to national chain account and wholesaler network.
Develops effective working relationships with the senior members vertically throughout Walmart as well as with key wholesaler’s management.
Develops, oversees and manages Crown Tactical Funds and expense budgets of all direct reports to maximize ROI.
Communicates, coordinates and follows through with the applicable BU Leadership team on all relevant issues relating to the development of the Annual Business Plan.
Manages and oversees that same communication process between the National Accounts Managers and the appropriate Business Unit Leader.
Submits all reports as required on a timely basis.
Performs additional responsibilities and duties as assigned by management.
A Bachelor’s degree. MBA preferred.
A minimum of seven years field management experience working with wholesalers/distributors in the malt beverage industry.
A minimum of five years of supplier experience and/or a minimum three years national account management experience, working with chain buyers in the malt beverage industry is preferred. A strong understanding of category management is required.
Excellent sales skills, with strong drive to succeed as a sales professional; and effective management skills. Must be able to interface at various levels of management at wholesale, as well as retail.
Experience calling on large national chains, working with SPECTRA, Intactix, Cognos 7/8, IRI, Retail Vision, and other syndicated data.
Understanding of business and marketing information tools, and the ability to learn and use specialized customer systems.
Ability to travel 40% of the time, including up to 5 hrs. driving time.
An entrepreneurial attitude and familiarity with the strategies and tactics needed to develop and grow new business opportunities.
Must be a self-starter with the ability to successful work and achieve goals with a minimum of direction and posses strong planning skills to manage the business across a region.
Demonstrated management and leadership skills.
Excellent presentations skills and written and oral communication ability.
Must demonstrate the ability to take initiative, be proactive in identifying issues and recommending solutions, build relationships with customers and internal associates, and follow through on all aspects of the business.
Excellent analytical and math skills.
Computer literacy with the ability to learn and use various software including Microsoft Word, Excel and PowerPoint, and e-mail programs such as IBM Lotus Notes.
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, be able to drive a car and travel via plane/train as needed
Must be at least 21 years or 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.
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).