Field Sales Manager- Fine Wine and Craft Spirits (Creative Design)

Job Description

Company Summary

ASPIRA, Fine Wine & Craft Spirits, is a collection of the most acclaimed wine and spirit brands within the Constellation Brands portfolio. ASPIRA is driven by talented winemakers, distillers, storytellers, and purveyors who are relentlessly focused on creating exceptional luxury experiences.

The ASPIRA Fine Wines & Craft Spirits portfolio includes Robert Mondavi® Winery, The Prisoner Wine Company, Schrader® Cellars, To Kalon Vineyard® Company, Booker Vineyard, Mount Veeder Winery, Lingua Franca Winery, High West Distillery®, Casa Noble® Tequila, Nelson's Green Brier Distillery, Copper & Kings Distillery, Austin Cocktails, and others.

These award-winning brands and, the passionate and talented people behind them, create the world's best wines and spirits at the nexus of art and science, where creativity and dedication meet unparalleled vineyards, grain sources, and state-of-the-art facilities around the world, from Napa Valley to Tuscany, Nashville to Tequila, Mexico. With respect for the icons who started it all, stewardship of the land and the boldness to do things differently, ASPIRA delivers unrivaled brands and experiences.  

Position Summary

The role is responsible for the execution of our Luxury Wine and Craft Spirits on and off premise objectives with our distributor partners and the trade in an assigned territory to ensure successful delivery of sales objectives. The Field Sales Manager will ensure we are achieving our fair share of business, growth and awareness in this important channel of business through regular interaction, account calls, training and education, distributor meetings, and alignment with the sales region.

Distributor/Customer Facing (90% of time)

Distributor Management (25%):

• Sales leadership with distributors and markets in sales region per the FW&CS portfolio
• Helps facilitate the relationship with principles in their territories (VP, Directors, Field Managers)
• Accountable for monthly programming and goal meetings with key distributor principles at region level – On / Off Premise Programming
• Owns Market Level Volume and KPI Plan collaboration and alignment with distributors and regions
• Successfully aligns and gains commitment from distributors to achieve the CBI plan and budgets each year in conjunction with their Sr. Director
• Owns performance management TBR preparation, challenges, and develops solutions to help close gaps in plan
• Analysis/insights of monthly performance with action plans to drive enhanced performance (Facts/So What/Insights/Actions) and communicate that analysis and insights to the Region and ASPIRA Sr. Directors.  Take ownership to help implement.
• Accountable for budget management as pertinent.
• Ensures proper facilitation of key trade promotions and pricing strategy through the distributor organization
• Prepare, participate, and help facilitate General Sales Meetings and Tactical Business Reviews and other ad hoc meetings as needed
• Help to engage sales staff at distributor, monitor and implement pertinent local incentives to drive market level execution (On/Off)

Market Execution:

• Manage the alignment of execution with distributor counterparts alongside Constellation teams.  Work with Sr. Director, ASPIRA on time management per time spent on/off or wine/spirits. 
  • Approximate time on premise focus is 70% and off premise focus is 30%
  • Approximate fine wine focus is 60% and craft spirits is 40%
• Ensures the execution of ASPIRA programs in market
• Lead execution of ASPIRA channel strategy in market
• Participant in key buyer meetings in collaboration with National Accounts team if needed
• For large regional accounts, participant in key buyer meetings and business review
• Participant in key survey periods around periods to win (i.e. Easter, 4th of July, Thanksgiving, and Winter holidays)
• Participant in key blitz or focus periods and ensures accountability of objectives around ASPIRA portfolio
• Guide the success of ASPIRA market level sponsorships and trade promotions, trainings, wine dinners, promotional or consumer events.

Communication/Feedback loop (10% of time)

• Participant on weekly/bi-weekly team calls for both ASPIRA and region cross functional team
• Participation in key marketing/trade/commercial planning feedback
• Chatter feedback to marketing based on best-in-class execution and key competitive items or promotions
• In bi-weekly 1 on 1 with manager, communicates upwards any best practices or challenges around national strategy
• Communication with the Director, National Accounts ASPIRA around market level feedback on program execution
• Communication with Sales Enablement around any needs or asks for sales tools

Personal Development:

• Based on feedback in regular performance management, dedicates time in deficient areas including but not limited to:
• Wine and Spirits Education
• Storytelling
• Luxury Selling
• Presenting and Influencing Groups
• Sales Process training
• Technology and App training (i.e. Compass, Excel, ppt)
• Financial Training
• Organization and business rhythm
• And/or any additional training and brand education as developed

Financial Management:

• Ensure responsible spending of incentive, LMF and local budgets where appropriate
• Ensure proper and responsible spending of T&E with weekly report submission

Minimum Qualifications:

• Bachelor's Degree required
• Minimum 5 years of Fine Wine and Craft Spirits sales in either Supplier or Distributor required
  • 1 -2 Years of On-Premise Supplier or Distributor Experience preferred
• Familiarity with the market and key accounts preferred
• WSET level 3 Wine and WSET level 2 Spirits preferred
• Program and budget development, implementation, management and strategic decision-making experience
• Demonstrated ability in customer management within specific territory
• Keen understanding of the three-tier distribution system and compliance laws
• Proven experience and strong abilities in educating and motivating others to manage business effectively
• Excellent communication skills articulate with strong public speaking ability / experience and excellent writing skills.  Ability to persuade and influence.
• Strong Microsoft Office Skills

Preferred Qualifications

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 and be able to drive a car and travel via plan/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.

Location

New York City, New York

Additional Locations

Job Type

Full time

Job Area

Sales

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).