Senior Manager, DTC Sales

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. Our mission is to build brands that people love, pushing boundaries to think beyond today because we believe that elevating human connections is Worth Reaching For. Our Wine & Spirits Division strives to lead the high-end market with a world-class portfolio of premium and fine wines and craft spirits that reflect authenticity, passion, and uncompromising standards—from soil to glass. Our success is powered by a high-performing, entrepreneurial team that moves with agility, works collaboratively, and is driven to win while growing their careers in a dynamic, rewarding environment.

Position Summary

The Senior Manager, DTC Sales Specialist team plays an integral role in building and managing a team that owns the fulfillment and execution of DTC focused brand event/experience programs, campaigns and relationships that drive revenue and impact for the Constellation Brands Wine & Spirits Division brand portfolio. This role will lead a team of DTC Sales Specialists who build and manage high net worth client DTC relationships, direct sales client bases, corporate gifting programs and in-market, DTC-led events that drive direct sales.

Key team aspects include working across a spectrum of internal clients including Brand Management, PR & Brand Experience, e-Commerce, Legal, Procurement, Operations and Sales to ensure alignment with and achievement of short- and long-term business goals. This role is responsible for DTC specific national and local campaign program initiatives, budget management, managing vendors and managing digital resources. In the position we are seeking a natural leader, collaborator and self-starter, who will partner with third party vendors, production suppliers and our national base of independent distributors to develop brand experiential events that drive DTC sales and build a concierge program for key DTC clients. As a strong project manager, they oversee multiple, fast paced, concurrent programs from inception through execution, ensuring successful delivery against budgets and timelines while maintaining Brand standards.

Responsibilities

• Develop and mentor a team responsible for high-net-worth client DTC relationships, direct sales client bases, corporate gifting programs and in-market, DTC-led events that drive direct sales.

  • Source, hire, coach, develop and manage performance of team members

  • Network and identify outside talent for potential opportunities within Constellation Brands

  • Succession Planning

  • Identify and participate in necessary and value-add training initiatives, including leadership and culture training, wine education, systems training, etc.

• This individual will work closely with and reports to the Director, Loyalty Programs on both the timely coordination of respective programming deliverables and review/approval of the same. Monitors and evaluates programming to ensure that objectives and budgets are being met.

• Oversees the development and implementation of a full calendar of short- and long-term DTC brand experiential events and tactics to maximize sales opportunities and consumer conversion while building brands through DTC.

• Builds and is held accountable for achieving the Concierge Sales KPIs that focus on YOY growth through development of an in-market DTC event strategy playbook to include events that drive direct sales at time of event.

• Maintain budgets to include but not limited to: invoice coding, tracking, and processing as well as internal budget reporting back to Director, Loyalty Programs.

• Maintains constant and concise communication with Director, Loyalty Programs.

  • DTC programming calendars, execution timelines, planning guides, and KPIS/scorecards.

  • Communicates and evaluates results and effectiveness of promotional DTC programs via the analysis of sales impact, number of cases ordered at each event and overall sales for cliental concierge work.

  • Able to communicate program analysis to management with future recommendations.

  • Coordinates with Field Sales team members to ensure they know when and where Concierge team is in market working events.

  • Works with Legal to ensure proper execution of events, client relations and adherence to three-tier laws by state.

• People coach, developer, and leader mentality. Builds a people- and impact-first culture on the DTC Sales team by ensuring clarity of roles, clarity of goals, and enablement for said team.

• Maintain detailed project lists and serves as initial can and can’t do filter as it relates to brand standards and legal questions for the assigned regions

• Performs additional duties and responsibilities as determined by management.

Minimum Qualifications

• A Bachelor’s degree, with an emphasis in marketing or communications.

• A minimum of 5-7+ years’ experience in wine or spirits sales.

• Demonstrates a working knowledge of general accounting principles, budget management skills, and entre level marketing strategies and brand management understanding

• Must show progressive marketing experience working with agencies in the design, production and distribution of promotional programs with emphasis at the consumer retail level. Experience in translating sales goals to programming with high return on investment highly desirable.

• Must be familiar with the process of developing products representing the high-end category and all concerns relating to protecting/developing brand equity.

• Highly developed interpersonal skills are necessary. Requires excellent written and oral skills with the ability to communicate across all levels of the organization. Must have excellent customer service skills with the ability to work with and present to both internal and external customers.

• Must take the initiative to learn and acquire new skills and abilities and provide recommendations to improve upon existing systems and programs.

• Strong project management skills. Works well in a fast-paced, action-oriented team where priorities constantly change and time frames are critical. Must manage time well and be highly organized in the delivery of multiple deliverables across multiple programs and Brands

• Must be able to work independently with limited direction and recommend viable solutions to problems and issues.

• Must have excellent written and oral communication skills with the ability to communicate with both internal and external customers.

• Must be experienced and be able to demonstrate solid skills using software packages that include Excel, PowerPoint and Word or their equivalents. Must be comfortable working with personal computers and be able to adapt to additional software programs for marketing/creative design.

• Must be able to travel up to 10%

Preferred Qualifications

• Experience in the beverage alcohol industry, with fine wine expertise strongly preferred

• Experience managing external agencies

• Team oriented individual with proven track record of success working across cross-functional teams in a collaborative, high paced and highly competitive environment.

• Possesses a strong work ethic with the ability to prioritize, manage and complete multiple projects with tight deadlines. A strong attention to detail and organization is necessary.

• Results driven and ability to anticipate needs and solutions for internal and external stakeholders.

• Preferably has an understanding of the three-tier system with experience in creating programming for both on and off-premise channels.

• Takes direction and maintains a positive, can-do attitude in approach to work

Physical Requirements/Work Environment

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. Lifting may be required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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