If you have taken a moment to unwind with a bottle of beer, toast with glass of wine, or celebrate with a cocktail, chances are that you have shared that moment with Constellation Brands. We are passionate producers of iconic beer, wine and spirits brands that consumers love. From Corona Extra, to Robert Mondavi Wines, to SVEKDA Vodka, we produce over 100 premium brands with sales in nearly 100 countries, making us the number one multi-category beverage alcohol company in the U.S.
Constellation Brands is building the preeminent fine wine and spirits selection in the market, and is looking for only the best luxury tier beverage alcohol professionals in the industry. We are seeking a business leader with an established record of luxury brand building performance to deliver on the company's business goals, sales execution standards and brand building initiatives. The successful incumbent will provide CBI and distributor leadership guidance on the luxury tier portfolio by region and initiate growth strategy around brand standards further enhancing the equity of Constellation’s marquee fine wine and spirits brands.
Sales Planning and Process, Business Strategy
Develop and achieve region sales performance targets
Develop annual Collaborative Business Plans, Periodic Tactical Business Plans, and appropriately partner with Field Sales Managers on the management of Collaborative Business Plans.
Communicate and implement CBI brand strategy, standards and prioritization with CBI Sales Team; including appropriate focus on luxury on premise business
Set expectations with key distributor personnel and monitor distribution, shipments, and other sales activities, conducting weekly progress checks of distributor performance.
Manage luxury wine allocations at a state, distributor and account level to leverage best use, for optimum benefit to gross margin and brand equity.
Drive a high level of accountability around Brand Standards as it correlates with Trade Channel and the desired on/off premise mix.
Impactful vintage releases with clear focus on top luxury tier accounts in each state.
Manage product launches: pricing, inventory, execution strategy, tracking, and measurement
Clear and concise understanding of luxury tier competitive set including monthly CPR’s.
Strong communication lines with Finance to develop pricing strategy with understanding of financial impact on channel mix focused on feature and luxury tier BTG & DF offerings.
Monthly review and analysis of (CPRs) competitive pricing reports
Effective communication with all CBI departments including channel, marketing and S&OP
Market Activation and Key Prestige Regional Account Management
Participate and advise in business development matters, including sales calls, market blitzes and provide in-market leadership to CBI and distributor sales teams
Work in conjunction with Marketing to develop story telling sales strategy for each brand.
Foster and leverage strong personal relationships with all levels of distributor and account management including ownership
Negotiate, design and execute regional promotional plan
Provide an unrivaled quality of service to ensure our brands are front of mind with the accounts.
Leverage account relationships and brand building activities to foster trade advocacy.
Ensure best-in-class consumer experiences at point of sale that bring to life the uniqueness of our brands, leveraging wine list features, events and staff training.
Create ownable occasions for our brands in the market (gifting, celebration etc.)
Embrace key distributor personnel, key accounts and manage hospitality points.
Ensure price integrity and execution standards are being upheld by CBI staff
Leverage tools and resources for optimum benefit, e.g. trade events for winemaker visits
Financial Administrations and Analysis
Deliver annual sales plan and manage the budget
Provide market intelligence to Sales Operations Manager (SOM) to perform break-even analysis on programming (as applicable)
Plan and oversight of non-price budget. Negotiate budget with distributor, Senior Directors and manage through FSMs
Provide S&OP input, forecasting and product allocation
Review/manage distributor spending/banks and A/R reconciliation, in compliance to specific contractual agreements and company guidelines
Review and approve SIP requests and non-price initiatives
Communicate competitive market changes and trends to appropriate CBI functions (Marketing, PR, Strategic Insights, National Accounts)
People Management and Development
Source, hire, coach, mentor and develop CBI Field Sales Managers of Account Managers
Set performance direction and ensure continued open dialogue concerning performance
Network and identify outside talent for potential opportunities within CBI
Lead Talent Reviews and Succession Planning
Participate in National Sales Meeting and other development initiatives, including leadership training, wine education, systems training, etc
Bachelor's Degree required
Fine Wine credentials (e.g. MW, MS, WSET Diploma or Advanced CMS)
Deep understanding of how to build fine wine brands in the marketplace
7-10 years of fine wine sales, marketing experience or general management experience
Effective communication and team building skills required
Ability to influence and persuade others in order to manage business effectively
Proven track record in team performance
Effective understanding of budgeting creation and management
Strong analytical and analysis skills required
Strong computer skills necessary
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 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.
Field Office - TX
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).