Constellation Brands

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 DTC Sales Specialist plays a vital role in executing direct-to-consumer (DTC) brand events and campaigns for Constellation Brands' Wine & Spirits Division. This position focuses on managing relationships with high-net-worth clients to drive direct sales through personalized engagement and tailored offerings. The Associate will be instrumental in enhancing brand visibility and integrating the DTC team into overall brand experience programs, with a strong emphasis on achieving measurable sales outcomes at each event. This position will be accountable to assigned regions and brands, ensuring clear ownership and responsibility for driving sales and managing relationships within their designated territories or segments.

Responsibilities

• Revenue Generation: Establish business for recurring revenue, negotiating agreements that ensure ongoing participation in DTC events. Explore partnerships with luxury brands and venues to enhance event offerings and create a scalable model that can be replicated nationwide. Quantify sales goals for each partnership and track performance.
• Client Relationship Management: Continue to build and nurture relationships with high-net-worth clients and develop private client sales alongside corporate accounts. Focus on personalized services, exclusive wine selections, and private tasting experiences, leveraging data analytics to understand client preferences and drive sales.
• Event Strategy Development: Create and implement a DTC strategy playbook for in-market events that drive direct sales and build long-term client relationships. This includes outlining best practices, target demographics, sales tactics, and customer engagement strategies based on market research and customer feedback. Ensure each event has clear sales targets and strategies to achieve them.
• Event Coordination: Plan and execute a calendar of experiential events, including private client and wine club-focused events that align with winemaker, distiller, and ambassador travel, as well as collaborative events with US wholesale partners. Each event should have specific sales targets and strategies to achieve them.
• Collaboration with Internal Teams: Work closely with various internal stakeholders—Brand, e-Commerce, Sponsorships, Legal, Procurement, Operations, and Sales—to ensure alignment with short- and long-term business goals. Maintain clear communication regarding DTC programming, timelines, and KPIs, with a focus on sales performance.
• Sales Performance Tracking: Achieve sales KPIs focused on year-over-year growth. Monitor and evaluate the effectiveness of promotional DTC programs through sales impact analysis and post-event feedback. Provide detailed sales reports and insights to inform future strategies.
• Budget Management: Maintain and track budgets related to events, including invoice processing and internal reporting, to ensure financial objectives are met. Ensure that budget allocations are aligned with sales targets and outcomes.
• Continuous Improvement: Foster a culture of strategic planning and teamwork to optimize brand experiences and drive sales performance. Provide recommendations to improve existing systems and programs, with a focus on enhancing sales effectiveness and achieving quantifiable results.

Minimum Qualifications

• Bachelor’s degree
• A minimum of 3+ years of experience in wine or spirits sales, hospitality, or luxury consumer goods
• Working knowledge of general accounting principles, budget management skills, and entry-level marketing strategies.
• Excellent interpersonal, written, and oral communication skills, with a strong emphasis on customer service.
• Initiative to learn and acquire new skills, along with a proactive approach to problem-solving.
• Strong project management skills, with the ability to manage multiple priorities in a fast-paced environment.
• Proficiency in Microsoft Excel, PowerPoint, and Word; comfortable adapting to additional software for marketing and creative design.
• Willingness to travel up to 30%.

Preferred Qualifications

• Proven track record in high-end customer service or hospitality roles, with experience in personalized customer interactions and relationship building. Advanced knowledge of wine regions, varietals, and vintages, with certification from recognized wine education programs (e.g., WSET, Court of Master Sommeliers).
• Advanced knowledge of wine regions, varietals, and vintages, with certification from recognized wine education programs (e.g., WSET, Court of Master Sommeliers).
• Experience in sales, particularly in the wine or luxury goods industry, with knowledge of DTC sales strategies and e-commerce platforms.
• Excellent verbal and written communication skills, with the ability to convey complex wine concepts in an engaging and accessible manner.
• Familiarity with CRM software and other customer management tools, and proficiency in using online sales platforms and social media for customer engagement.
• Strong organizational and multitasking abilities, with experience in managing wine inventory and logistics.
• Genuine enthusiasm for wine and the wine industry, with active participation in wine-related events and communities.
• Ability to handle customer inquiries and resolve issues efficiently, with creative thinking in curating personalized wine experiences for customers.
• Established network within the wine industry, with the ability to leverage industry connections for customer benefit.
• Alignment with the company's values and mission, with adaptability to the dynamic nature of the DTC wine market.
• 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.

Location

Napa, California

Additional Locations

Job Type

Full time

Job Area

Marketing

The salary range for this role is:

$70,900.00 - $104,200.00

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).