Regional Sales Manager – Cali

Job Description:

Job Title:

Regional Sales Manager – Cali

Summary:

The Regional Sales Manager will assist the Director in the sales function for the respective Sales region. Focus will be on distributor and top-customer engagement and business development. This would include special execution opportunities like Golf, Brunch, Resort and other On and Off-Premise areas. The successful candidate will leverage his/her knowledge of the US beverage market and distributor and broker network/process to deliver revenue and margin growth. The Sales Manager will work with the Director on region priorities and opportunities and will focus on sales execution to ensure that company profitably expands distribution, improves in-store execution and increases Brand presence through our distributor network. The successful candidate will have proven distributor management, analytical, leadership, innovation, selling experience as well as P&L understanding.

Job Duties:

• Build, recommend and manage annual sales budgets from the ground up, with a focus on quality of sales development and overall profit/contribution growth.
• Execute priority market, channel and customer tools, tactics and distributor resources.
• Clearly define a channel plan to achieve KPIs (revenue, contribution margin, distribution, display, pricing) and deliver regular reporting and performance management to ensure attainment of goals while continuously striving for improvement.
• Establish a presence in-market with Distributors key channel teams. Lead by example by organizing and executing sales calls with distributors in key accounts. • Coach and Train Distributor Sales Reps on Company Features and Benefits in focus channels.
• Assist with HQ Team in the development of sub-channel training and selling tools that helps distributors execute company priorities.
• Manage trade spend and distributor incentive programs to improve efficiency while securing incremental distribution and merchandising.

Background Requirements:

• Progressive Sales management responsibility over 7+ years with a Spirits Supplier or Distributor background a must-have. Experience in beverage distributor management and key account management is critical.
• Proven track record of achieving growth and customer intimacy in the Specialty/Spirit Beverage, Food, Liquor and On-Premise channels. Experience developing and executing plans and processes to achieve extraordinary results.
• A business person who has effectively managed a distributor and important drivers such as trade spending, pricing, product costs, logistics, and marketing support.
• Experience managing and motivating and developing distributor sales team is critical as well as customer direct selling.
• Experience in a more entrepreneurial environment, with a demonstrated ability to deal with complexity and limited resources. Has a sense of urgency, rolls up sleeves, and takes decisions and “owns” them.
• Has ability to create strong cross-functional relationships. He or she can create a vision and sense of purpose for distributors and customers in their region.
• He/she will have a positive energy that is contagious and that will foster a “can do” attitude among the team.
• He/she holds a Bachelor’s degree in business or related field. MBA not required but a plus.