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Summary:
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POSITION SUMMARY
Oliver Winery, the 29th ranked winery in the US, is seeking a Division Sales Manager to represent the winery in
Illinois, Wisconsin, Minnesota, Iowa, Missouri, and Nebraska. Our high-quality wines and innovative approach
to winemaking continues to attract new fans across the country. As our company continues to grow nationally,
the Division Sales Manager will be responsible for the successful implementation of strategic sales for the
Oliver Winery portfolio through wholesale distributors in their territory. The ideal candidate will live in Northern
Indiana or Northern Illinois and will be able to maintain a flexible travel schedule.
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Job Duties:
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JOB RESPONSIBILITIES:
Planning and Management:
• Masters knowledge of Oliver Winery products, brand standards, expectations, as well as knowledge of competitive products within territory.
• Develops understanding of seasonal and programming plans undertaken to meet goals.
• Master distributor and Winery reporting systems for sales/depletions, state spending, and planning
activities.
• With support of supervisor, participates in building market plans to achieve brand goals and meet
company’s financial objectives.
• Participates in regular business reviews with regional chain accounts and wholesalers to evaluate
distribution, sales, and program status. Learns to identify market gap opportunities for improvement and
implement corrective actions.
• Develops distributor relationships to gain appropriate share of mind. Learns organization structures and
decision-making chains of command for distributor locations within territory.
• Analyzes promotional budget spending and manages to plan.
• Evaluates programming results in order to improve future programming.
• With supervisor, evaluates accruals and year end projections.
Selling and Sales Plan Execution:
• Masters skillset for productive market visits and work withs, including evaluation of retailer landscape, pertinent geographies/population centers, distributor locations, and state laws within territories. Also exhibits collaborative and additive salesmanship skills to contribute to Winery/distributor partnership.
• Implements market-level plans, including new product launches, promotions (distribution and displays), and shelf/merchandising standards in market, to achieve brand goals and meet company’s financial objectives.
• Supports distributors within territory – participates in work withs, general sales meetings, training sessions, and trade shows.
• Implements market specific pricing and promotions (distribution, displays, and new products), tracks progress, and communicates results.
• Manages distributor’s inventory vs sales.
• Manages execution of POS materials to plan.
• Develops relationships with key accounts, regional chains and independent buying groups with and
through distributor sales personnel to expand distribution and develop new sales opportunities.
• Manages the implementation of shelf schematics and merchandising of products according to company
brand standards.
• Monitors and reports competitive activity. Devises plans with supervisor to respond to this activity.
• Supports local and out-of-state tasting events in effort to enhance Oliver’s brand awareness.
• Investigates and resolves service issues.
Communication and Administration:
• Reports market activities, accomplishments, and opportunities to management.
• Maintains accurate records regarding distributor contacts, organizational structure and competitive
brand alignments.
• Communicates effectively and constructively with wholesalers in order to maximize performance to
plan.
• Progressively masters presentation building skills for effective sales meetings with distributors and
retailers.
• Masters the preparation of pricing, business, and market reviews in order to maximize impact with our
brands in your territory.
• Completes business plans, market re-caps, competitive pricing reports monthly.
• Additional duties, as assigned by Management.
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Related Skills:
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SUCCESS FACTORS/JOB COMPETENCIES:
• Ability to maintain a flexible travel schedule.
• Resourceful when the environment, people, and supplies are anomalous.
• Communicates and works with customers and employees at all levels (Oliver executives and those
from outside companies, fellow managers, customers, and part time event staff).
• Accepts direction, has a willingness to be coached, and constructive criticism from others.
• Seeks new knowledge and experiences to enhance value as an Oliver Winery employee.
• Interacts well with customers and vendors, as well as fellow employees and winery managers.
• Knowledge of and appreciation for wine.
• Takes ownership of responsibilities, including meeting deadlines for reports & filings.
• Ability to communicate in a persuasive and constructive manner that leads to positive change.
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