Associate Manager, Regional Key Accounts

Job Description

Company Summary

Constellation Brands is a leading international producer and marketer of beer, wine, and spirits with operations in the U.S., Mexico, New Zealand and Italy. We offer a wide range of exciting career opportunities in sales, marketing, operations, production, finance, and administration. As a part of the Constellation team, employees are encouraged to improve their skills and performance throughout their careers through various professional and educational development programs. Constellation provides a robust onboarding program in addition to ongoing training initiatives to help employees integrate into the organization quickly and maximize their potential growth.

Position Summary

We are seeking a talented and driven Key Accounts Associate Manager to join our sales team. This individual will be responsible for driving distribution, increasing sales, and expanding share of Constellation's industry leading beer portfolio within assigned regional & key on-premise account base. They will be part of the On-Premise Execution team and will directly support Regional Chains, Key Accounts, and select National Account franchisees in the management and execution of annual sales and marketing plans across assigned chain accounts. The plan will include maintaining and expanding distribution of the Constellation Beer portfolio, selling in, and executing promotional programs that drive sales and trial with targeted consumers, and managing local/franchisee relationships within assigned national accounts. This role is also responsible for developing and maintaining strong relationships with Gold Network Distributor partners, key retailer stakeholders, and fellow CBI associates at the local market level to further enhance execution of Constellation's sales priorities and account programming across assigned accounts to optimize portfolio growth and deliver business results.

This individual will report directly to the On-Premise, Key Account & Draft Development Manager (KAM)

• Directly supports KAM in the development of our regional & key account on-premise business, building and maintaining strong relationships with assigned On-Premise key accounts, regional and local/franchise chain accounts.
• Sells new and expanded distribution of the Constellation portfolio to assigned account base aligning with overarching on-premise sales strategies and growth initiatives.
• Responsible for supporting the execution of chain account priorities and authorized/mandated programs across local markets; specifically supporting franchise's, regional buyers, and key local decision makers. Directly supports the execution of chain account programs at the local market level.
• Provides market intelligence to continuously improve Constellation's execution against assigned accounts.

• In collaboration with KAM, prepare detailed and professional sales presentations for account business reviews and sales calls that further drive execution against annual business plan objectives and strategic on-premise growth initiatives.
• Prepares annual account development plans including promotional, distribution and budget objectives aligned with business plan targets.
• Support local distributor partners, geographic business unit teams, and local on-premise execution teams in the execution of distribution, features, and LTO programs sold into assigned accounts. In collaboration with local teams, participate in sales meetings and local sales calls with key on premise stakeholders to increase the communication and awareness of Constellation's portfolio within the wholesaler's geographic footprint and their regional/key account base.
• Provide merchandising/sales solutions including POS and training/education materials to further enhance execution across assigned chain accounts.

• Further enhance Constellation volume and share growth across assigned area of responsibility by developing, selling, and implementing localized/incremental promotional programs to assigned account base. Coordinate these efforts with KAM, and local field sales personnel to ensure alignment with the overarching on-premise sales priorities.
  
  • Works in collaboration with cross-functional marketing partners (trade, channel, and brand teams) to expand the sales of Constellation's leading portfolio of brands by overseeing the development, selling, and implementation of custom promotional programs at the local market level. Ensure alignment of localized programs with national programs and overarching account priorities.
• Assist National Account Managers (NAMs) in directing and coordinating localized on-premise national account program implementation with regional account offices and independent franchisee groups of large national accounts.
• Measure the effectiveness of promotional and other volume driving / activation initiatives and suggest new approaches to overcome obstacles and improve the impact of new initiatives on sales results.
• Manage budget allocations, ROI, and other financial responsibilities. Execute account plans and retail budget to maximize established sales goals.
• Manage Travel and Expense budgets to maximize use.
• Performs additional duties and responsibilities as required.

Minimum Qualifications

• Bachelor's degree is required, or job equivalent experience.
• 4+ years sales experience in the beverage alcohol industry preferred with experience in distributor/retailer management, channel development, program development, budget management, and data analysis.
• Requires excellent interpersonal and communication skills. Ability to build strong relationships, initiate action, and adjust to change are key attributes of this role. Effective communication skills and ability to influence at all levels, internal or external to the company.
• Proven track record of success in developing and executing strategic initiatives to drive sales growth and market expansion across assigned area of responsibility. Strong customer and solution orientation.
• Demonstrated sales and marketing budget management skills.
• Excellent oral, written, and interpersonal communication skills.
• Demonstrated ability to achieve performance goals with minimum of direction.
• Strong planning skills to manage a growing developing business.
• Computer literate with the ability to skillfully use software applications including Microsoft Word, Power Point, and Excel. Ability to utilize business information reporting tools, including PowerBI, Circana, Nielson, and various internal data tools.
• Ability to travel a minimum of 30-40% of his/her working time.

ADA Physical/Mental/Workplace Requirements

• Must be able to move up to 55 lbs
• Must be able to sit and/or stand for long periods of time and work at desk/personal computer for extended periods of time.
• The primary work environment is a professional corporate office and in trade.
• 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.

Location
Houston, Texas

Additional Locations

Job Type
Full time

Job Area
Sales

The salary range for this role is:
$96,700.00 - $148,100.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. Our compensation is based on cost of labor. For remote locations or positions open to multiple locations, the pay range may reflect several US geographic markets, including the lowest geographic market minimum to the highest geographic market maximum. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's pay position within the salary range will be based on several factors including, but not limited to, the prevailing minimum wage for the location, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs. At Constellation Brands, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

Equal Opportunity

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).