Job Details

Job Type

Full-time

Description

Position Summary

The Lead Market Development Merchandiser is a strategic field-based leader responsible for driving brand execution, distributor alignment, and retail account performance within an assigned territory.This role partners closely with Southern Glazer's Wine & Spirits (SGWS) and key retail chain accounts to influence programming, improve product placement, and grow market share.

Serving as the primary on-the-ground representative of the C. Mondavi & Family portfolio, the Lead Sales Merchandiser ensures strong in-store execution, develops relationships with key retail decision makers, and leverages sales data and market insights to identify growth opportunities.

The role operates with a high level of independence, combining merchandising execution with distributor leadership, analytics, and strategic territory planning to drive sales performance.

Key Responsibilities & Time Allocation

Strategic Account Development

• Independently identify high-opportunity accounts with the greatest potential to impact company performance.
• Analyze depletion, POD, inventory, and pricing data to determine market priorities.
• Develop territory-level action plans to improve distribution, display, and sales velocity.
• Determine optimal accounts and locations for in-store demos and brand activations based on performance metrics.
• Monitor competitive activity and provide strategic market feedback to sales leadership.
• Exercise independent judgement in determining territory priorities, account focus, promotional opportunities and distributor execution strategies to improve sales performance.

Retail Execution Oversight & Program Implementation

• Ensure CMF products are merchandised in accordance with company standards through coordination with distributor partners and retail personnel.
• Evaluate shelf sets, displays, and cold box placements to ensure alignment with CMF brand priorities.
• Identify opportunities to improve product visibility, pricing accuracy, and in-store execution.
• Provide feedback and direction to distributor partners to improve merchandising standards and program execution.
• Conduct market audits to evaluate program effectiveness and recommend adjustments to sales leadership.

Distributor Leadership & Training

• Lead SGWS team meetings within the assigned territory.
• Train distributor sales teams on:
• Perfect Store standards, Pricing expectations, Display priorities, Brand positioning and portfolio strategy
• Coordinate and lead "work-withs" with SGWS representatives to drive execution and accountability.
• Set clear objectives for distributor partners and follow up on execution standards.
• Conduct market work with SGWS representatives 2-4 times per week.

Account Support & Relationship Management

• Maintain regular contact with store managers, department managers, and key retail personnel.
• Proactively schedule and lead account meetings with key decision makers.
• Negotiate placement opportunities, promotional support, and programming.
• Serve as a strategic resource to retail accounts and distributor partners to support merchandising programs, display strategy, and product education.
• Conduct wine tastings, consumer demos, and educational seminars when requested.

Sales Support & Market Intelligence

• Support Regional Sales Managers by improving execution within existing accounts and assisting with new item placements.
• Monitor sales trends, display effectiveness, and competitive activity using tools such as iDig, NIQ, and planograms.
• Complete daily and weekly account visit logs in VIP KARMA and submit required reporting accurately and on time.
• Interpret sales and depletion data to identify performance trends, diagnose market challenges and recommend corrective actions to sales leadership.

Business Planning & Cross-Functional Collaboration

• Establish quarterly territory goals aligned with company sales strategy.
• Collaborate with Regional Sales Managers and Sales Leadership on market strategy and territory planning.
• Provide analytical reporting and recommendations regarding distributor performance.
• Work closely with Sales Operations, Marketing, and Accounting to resolve ordering, billing, and shipping issues.
• Support market visits, business reviews, educational initiatives, and special projects.
• The role requires the consistent exercise of discretion and independent judgment in territory planning, distributor engagement strategies, and retail account development.

Time Allocation

• In-store merchandising execution (displays, shelf sets, resets): 30-35%
• Distributor partners influencing/selling : 25-30%
• Retail account influencing/selling (wine stewards and store directors): 25-30%
• Planning, reporting, and administrative responsibilities: 10-15%

Requirements

Qualifications

• Bachelor's Degree or an equivalent combination of education and experience
• Valid driver's license and reliable transportation
• 2 years prior experience in chain retail, beverage alcohol, or consumer packaged goods merchandising preferred
• Wine industry experience and basic wine knowledge strongly preferred
• Proficiency with mobile technology, reporting tools, and basic computer applications
• Strong written and verbal communication skills
• Ability to work independently and manage time effectively in a field-based role

Working Conditions & Physical Requirements

• Field-based position with frequent local travel by automobile
• Ability to lift up to 45 lbs. and perform physical tasks including bending, standing, reaching, and carrying
• Must be able to stand and walk for extended periods during account visit

Salary Description

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