Field Sales Manager – Aspira

Field Sales Manager – Aspira

Requirements

• 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

Responsibilities

• 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 execution of monthly programming and goal meetings with key distributor principles at state level – On / Off Premise Programming
• Owns Market Level Volume and KPI Plan collaboration and alignment with distributors and regions
• Oversees and ownership for the elevation of the target accounts, penetration into those accounts and continued month over month revenue growth in those targeted accounts
• Successfully aligns and gains commitment from distributors to achieve the CBI plan and budgets each year in conjunction with their Sr. Director
• Owns monthly performance management 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 state ASPIRA Director. 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
• Help to engage sales staff at distributor, monitor and implement pertinent local incentives to drive market level execution (On/Off)
• Manage the alignment of execution with distributor counterparts alongside Constellation teams
• Active in market 3 full days a week, focusing on designated key target accounts and other key initiatives as defined in beginning of fiscal year
• Work with Director, ASPIRA on time management per time spent on/off or wine/spirits
• Ensures the execution of ASPIRA programs in market; inclusive of trade and consumer events and in market work with’s/trainings around the luxury strategy and build out
• Lead execution of ASPIRA channel strategy in market; inclusive of target accounts and their elevation in dRev contributions and PODS month over month
• Participant in key buyer meetings in collaboration with National Accounts team if needed
• For large regional accounts, participate in key buyer meetings and business review if needed
• 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
• Participant on weekly/bi-weekly team calls for both ASPIRA and region cross functional team
• Participation in key marketing/trade/commercial planning feedback
• Weekly Engage 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 Sales Enablement around any needs or asks for sales tools

Preferred Qualifications

• 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