Regional Sales Manager – Texas

/ Regional Sales Manager – Texas
June 12, 2021 | rw-admin | Adult Beverage
Position Id: VDD4696

Job Description:

Job Title:

Regional Sales Manager – Texas


The Regional Sales Manager will report to the Regional Sales Director and will manage all aspects of the sales function for the Texas market. Focus will be on distributor and key customer engagement and business development. This would include special execution opportunities like Casinos, Resorts, Golf Courses, Sports & Entertainment Venues and other On and Off-Premise channels. The successful candidate will leverage his/her knowledge of the regional beverage market with both the distributor and key accounts to deliver revenue and margin growth. The Sales Manager will work with the Director to identify priorities and opportunities and will focus on ensuring that profitably expands distribution and volume, improves execution, and increases Brand presence in the marketplace. The successful candidate will have a proven track record of success with account and distributor management, relationship building, business analytics, sales execution, leadership, creative problem solving and P&L understanding.

Job Duties:

Specific responsibilities are the following:
• 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 channel customer plans to achieve KPIs (revenue, contribution margin, distribution, promotion, 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.
• Establish direct business relationships and regular sales routines with highest opportunity customers in key channels to include resorts, casinos, golf courses, and entertainment venues.
• Coach and Train Distributor Sales Reps on Features and Benefits in focus channels.
• Assist with HQ Team in the development of sub-channel training and selling tools that helps distributors execute priorities.
• Manage trade spend and distributor incentive programs to improve efficiency while securing incremental distribution and maximizing promotional reach.

Background Requirements:

Candidate Profile
• 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 distributors and accounts as well as important drivers such as trade spending, pricing, product costs, logistics, and marketing support.
• Experience managing, motivating and developing distributor sales teams as well as customer direct selling is critical.
• 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, makes 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 the 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.

Related Skills:

The successful candidate will need to embrace and resonate with the following key values:
• We think big and take on big challenges; our size does not inhibit our aspirations.
• We lead by personal example; we are passionate and have a sense of urgency.
• We reach our goals in a simple, focused and disciplined way; we measure our progress and strive for continuous improvement.
• We are innovative and entrepreneurial; we are nimble and flexible and are always open to a better way.

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