Manager, National Accounts

Constellation Brands Miami, FL

Position Summary:

This role is responsible for fact based selling the entire Constellation Brands portfolio to a national chain account, using consumer data and analysis as support. The Manager will ensure we are achieving our fair share of business, growth and awareness in this channel of business through regular interaction, training and education.

Key Responsibilities:

Sales planning and program development

• Manage monthly promotional plan with the retailer.

• Develop and Manage quarterly/monthly creative programs from start to finish working hand in hand with Trade Marketing and Finance.

• Create and implement schematics, as allowed by merchant team

• Work with merchant team to manage all current and/or new SKUs

• Budget and Forecast the Channel Management Plan

Execution and communication of sales objectives

• Implement sales performance measures and targets using the Constellation Brands CORE brand priorities with a national chain account at a regional level, while partnering with Chain and zone leadership to meet plan expectations.

• Communicate all programs, opportunities and presentation recaps with Constellation Brands Zone Field Sales Managers and distributor networks

• Conduct buyer sales call; as well as, direct consultation with Category Management Team

• Coordinate:

- Pricing

- Distribution / Allocation

- Sales Trends

- Promotional activity

In market training and relationship development

• Develop a professional business relationship with the buyers and maintain an up to date list of those buyers

• Participate in the planning and execution new product launches as directed

• Manage locations: Travel with Merchant team to engage in:

- Grand Openings

- Remodels

- Resets

- Events

- Surveys

- Trade Show / Events

• Help initiate and coordinate Academy of Wine activities; as needed, with your retailer

• Attend meetings at retailer to train and inform buyers, sales people and managers about Constellation Brands portfolio and motivate the sales force to execute Constellation Brand’s programs, strategies and standards in order to achieve depletion and distribution goals

• In Market education and field surveys with Wholesaler and Zone Sales force.

Administration and analysis

• Communicate all National Accounts placements to your Director and Region partners.

• Assist in tracking National Account compliance in your market.

• Manage budgets/banks, incentives and T&E (within 2 weeks from expense date) to company guidelines.

• Partner with Trade Marketing to adequately plan POS and funds for approved programs

• Conduct post-promotional analysis

• Effectively allocate resources: i.e. Samples, POS, Trade Tastings, Staff Seminars, and professional Wine Dinners

Job Requirements

Qualifications:

• Bachelor’s Degree or equivalent work experience

• 5 years of related wine industry experience required; keen understanding of the three-tier distribution system

• General Alcohol and Beverage experience highly preferred

• Strong Microsoft Office skills; with excellent Excel and Power Point - including the ability to create and manipulating pivot tables; as well as, put together compelling, easy to understand, visually appealing presentations

• Familiarity with the basic tools/concepts of Category Management: Nielsen/IRI, Space Management tools, Market Metrics. Proficient in interpreting syndicated data

• Proven experience and strong abilities in educating and motivating others to manage business effectively

• Excellent communication skills; with ability to articulate effectively both verbally and in written form, and influence at all levels, gain commitment and initiate action. Must be effective through others, manages time, and prioritizes tasks. Highly motivated, results oriente

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