Territory Manager - Constellation Brands

Responsible for managing the company’s wine and spirit business in a specific territory through the Sales Representatives.
Accountable for supplier and house driven directives and all aspects of on and off premise sales.
Works with management, suppliers, and sales staff to grow distribution, market share and overall sales for the company’s products.
WHAT YOU GET TO DO Coach, manage, direct and motivate sales staff Communicate program information to sales staff Responsible for overseeing and managing the daily activities of Merchandisers in assigned territory Train and evaluate sales staff during work withs and provide a written work with summary Communicate and work with suppliers to obtain depletion and distribution goals Execute priority brand programs Report on market conditions and competitive activity and make recommendations regarding company programs that are active or planned Manage multi-store accounts across the markets supporting chain management Build rapport with key independent and chain management Solicit, execute and recap programs, promotions and ads at a corporate chain level Implementation of on and off premise national account mandates Assist the Chain Department with developing and executing shelf resets Solicit, develop and present store reset opportunities as needed Complete, communicate and submit all reports and surveys for territory to management in a timely manner Conduct individual team meetings as required Follow up on execution of monthly programs Survey retail accounts against pre-determined goals Manage the coverage of sales routes during sales team time off Assist sales staff in merchandising accounts as needed Maintain a close working relationship with supplier representatives when completing supplier initiatives on selected brands at retail level which include distribution, displays, ad programs and supplier case goals Work with supplier personnel during crew drives and market visits Manage the point of sale (POS) and rebates in regards to distribution, execution and planned usage by the supplier (where applicable) Conduct staff trainings and wine tastings as needed Adhere to federal, state and company regulations that govern our industry Resolves employee relation issues such as employee complaints, harassment and discrimination and elevates to the attention of management as necessary Responsible for strategic guidance, professional development and performance of direct reports Communicates with all levels of sales management across the company Required to work (regular or overtime) or provide on call support on any day, may include nights, weekends and holidays Additional duties as assigned by management WHAT WE VALUE Advanced computer skills Must be able to work well independently and in the context of team environments Must be able to interact with employees on all levels Advanced verbal and written communication skills Must possess professional presentation skills Advanced selling and strategic thinking skills Ability to influence and persuade to achieve desired outcomes Ability to balance multiple tasks simultaneously Maintains the highest level of confidentiality and integrity Ability to understand pricing and promotional models Proven ability to achieve sales quotas Must be able to make sound decisions Effectively be able to problem solve situations with both internal and external accounts Advanced organizational, time management and negotiation skills Proven ability to build, motivate and manage a team Ability to review and analyze significant amounts of data Demonstrate and exhibit a high level of professionalism Strong leadership and interpersonal skills Must be proficient in various technology platforms such as Apps, smartphone functionality, etc.
Ability to understand business finances such as: profit and loss, gross margin, percentages and business economics Strong mathematical skills related to product pricing Ability to analyze sales data in order to formulate proposals or suggestions Ability to prioritize competing tasks Strong understanding of wine and spirits industry WHAT WE EXPECT FROM YOU A minimum of a Bachelor’s Degree in Marketing, Business Administration, related field or equivalent experience required Experience of three (3) to five (5) years industry experience required Experience of one (1) to three (3) years of management experience preferred Experience in a distribution and/or sales environment preferred Valid driver license, insurance and satisfactory driving record required Experience Required 3 - 5 years: Experience of three (3) to five (5) years industry experience required Preferred 1 - 3 years: Experience of one (1) to three (3) years of management experience preferred Education Required High School or better in General Education Preferred Associates or better in Business Administration Bachelors or better in Business Administration Licenses & Certifications Required Drivers License Preferred Cert.
Spirits Educ.
Cert.
Spec.
of Spirits Cert.
Spec.
of Wine Cert.
Wine Educ.
First Aid Sales Permit Skills Preferred Communication Distribution Negotiation Organization Persuasion Problem Solve Time Management Teamwork Behaviors Preferred Detail Oriented: Capable of carrying out a given task with all details necessary to get the task done well Loyal: Shows firm and constant support to a cause Leader: Inspires teammates to follow them Team Player: Works well as a member of a group Motivations Preferred Peer Recognition: Inspired to perform well by the praise of coworkers Self-Starter: Inspired to perform without outside help Growth Opportunities: Inspired to perform well by the chance to take on more responsibility Goal Completion: Inspired to perform well by the completion of tasks