Regional Sales Manager NE

Website protisglobal Protis Global

Smart Talent Strategies for Consumer Brands

Job title: Regional Sales Manager MA, NJ,OH, CT, PA.

Location: Boston, New Jersey, Ohio

Reports to: Vice President of Sales (NSM)

Job purpose
Deliver the Region’s Annual profit, shipment, depletion, and revenue goals while maintaining strict adherence to the Company’s product, brand, and channel standards. Achieve these goals by directing and coordinating the activities and operations of the Distributor partners.

Duties and responsibilities
Planning & Decision support
• Implement the company’s activity calendar in the market.
• Develop an Annual Market Plan that establishes the marching orders and key priorities for each of the different States & channels.
• Develop robust regional processes that facilitate the monitoring and control of volume, revenue, and profitability for this brand.
• Ensure that strategies for achieving business plans are clearly articulated, broken down, and understood by key stakeholders.
• Work with Trade Marketing team and the NSM to develop appropriate regional marketing vehicles and programs.
• Invest regional funds effectively and efficiently to get the best return on investment.
• Sets stretch, yet achievable market goals.
• Use facts to identify opportunities, and then allocates the resources to capitalize on the opportunity.

Distributor Management
• Effectively utilize depletion data to monitor and track sales, distribution, and merch execution.
• Ensure that company, brand, and product positioning are clearly understood and well implemented by distributors, and customers.
• Always look to develop win-win-win solutions.
• Educate Distributor sales personnel on and its wines.
• Work closely with distributor salespeople and management to execute programs efficiently & effectively at the point of purchase.

Price management
• Monitors actual pricing vs. standards.
• Implement brand standards, allocate appropriate resources to key opportunities in the market.

Market management
• Maintain an in-depth and thorough knowledge of marketplace and market conditions – especially channels of distribution and consumers and consumption.
• Diagnose business issues quickly and takes corrective action to minimize the impact.
• Build a sustainable business base minimizing the number of one-off events. Records the sale of ‘opportunity volume’.
• Monitor competitor activities in the market. Communicate information on competitive strategy & tactics to the Leadership team, Peers, and sales team members.
• Establish and maintain relationships with select on and off premise accounts.
• Attend key tastings and winemaker dinners, etc.
• Participate in “sales drives” in the markets and in other territories as needed.
• Use merchandising, POS, and promotional materials & budgets in an effective manner.
• Stay within budget guidelines.

Activation resources
• Ensure the company has the appropriate resources & programs in place for the priority markets/customers.
• Provide ad hoc Account and Program analysis as required.
• Collaborate with the Finance team on depletion allowance tracking and accrual management.

Program tracking & evaluation.
• Develop & deploy standardized tools & templates for the tracking of key programs.
• Provide real-time (or close to real-time) feedback to the the company’s leaders to help course-correct and increase the probability of program success.

• Collaboration and Teamwork – Builds a positive environment of trust, teamwork, and collaboration, providing support, managing conflict and emotions.
• Drive for Results – facilitates the delivery of company outcomes by setting and maintaining high standards and anticipating and overcoming barriers to goal achievement.
• Communication – demonstrates active listening skills, tailored communications, confidence, and clarity to create a shared understanding across the business.
• Continual improvement – fosters a culture of development and improvement, valuing feedback and learning from, both successful and challenging experiences.
• Planning – establishes clear priorities and actions aligned with strategy, holds self and others to account and anticipates and plans for obstacles.
• Analysis – makes decisions with confidence and conviction, assimilating information, and opinions to guide judgment and initiative.
• Business acumen – identifies and seizes commercial opportunities, using a deep understanding of business drivers, financial awareness, and industry knowledge.
• Leadership – inspires and empowers people, through clear direction, coaching and delegation and the provision of positive and constructive feedback.

• Strong code of ethics and high level of integrity
• Energetic self-starter manager who has demonstrated an ability to communicate, work with and lead others in a matrix environment.
• Works cooperatively as a member of a team (functionally, cross-functionally, across HV etc.) and is committed to the overall team objectives rather than own interests.
• Leads change through experimentation and learning.
• Detail oriented and analytical with a strong financial acumen
• Resilient – rolls with the punches.
• Flexible, open minded and hard working
• Willing to take risks, make tough decisions, and defend those decisions.

• Bachelor’s degree in Business or related area or equivalent years working experience in related area in lieu of degree required.
• A minimum of three years’ previous professional outside sales experience required.
• Three-tier sales management experience required.
• Wine/alcohol beverage industry experience is highly desirable.

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