Regional Sales Manager

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May 8, 2021 | rw-admin | Adult Beverage
Position Id: MJB4692

Job Description:

Job Title:

Regional Sales Manager

Summary:

Responsible for establishing and delivering the Company’s annual goals in Selected Markets/ Region by working with and through the chosen Wholesaler partners.

Job Duties:

Key Functions & Accountabilities
Planning
• Build and agree an annual market plan that will deliver the Company annual depletion & distribution goals. The plan should include:
– Shipment goals
– Depletion goals
– POD 9 distribution goals
• Develop pricing and program strategies that deliver the company plan goals.
• Formulate market plans by channel and account and allocate the appropriate resources to the greatest strengths & opportunities.
• Use VIP and market intelligence to identify market opportunities. Share the insights with the Wholesaler Sales Team and develop an action plan to seize the opportunity.
• Work closely with the Marketing team to develop appropriate regional programs.
• Implement the company activation calendar.
• Develop win-win-win solutions for Retailers, Green River Spirits Company and our Wholesaler partners.
Wholesaler management.
• Monitor and evaluate Wholesalers performance against market goals
• Hold monthly business conversations with the Wholesaler Management Teams to review performance and course correct direction.
• Manage compliance of Strategic account programs.

Brand advocacy
• Educate Wholesaler sales personnel on the Green River Spirits Portfolio and the brand standards we expect.
• Where relevant undertake tastings and presentations to Wholesalers sales teams, wine stewards, sommeliers, and key retail accounts.

Market management
• Monitor competitor activities in the market.
• Communicate information on competitive strategy & tactics to direct supervisor and key Wholesaler personnel
• Develop strong relationships with key Retail and On Premise Accounts that drive “value and volume” in market

Business management
• Demonstrate fiscal responsibility at all times. Stay within pre-agreed budget limits.
• Put controls in place to manage local market dollars; be totally transparent with budgeted spend.
• Stay within the predetermined sample budget.
• Follow Company policy on travel and entertainment spend.

Activation
• Work with Wholesaler salespeople and management to execute programs efficiently & effectively.
• Participate in market focus activity in markets outside the primary area as needed.

Background Requirements:

QUALIFICATIONS

• BA degree in Business or related area
• Technology savvy in understanding different digital platforms
• Excellent verbal and written communication skills required.
• Strong persuasive presentation skills, including the ability to speak before large audiences both internally and externally, required.
• Ability to multi-task and to exercise independent judgment without supervision.
• Strong analytical skills required.

Traits
• Strong code of ethics and high level of emotional intelligence
• Listens more than talks
• Problem Solver
• Tenacious and resilient
• Energetic self-starter manager who has demonstrated an ability to communicate, work with and lead others in a matrix environment – comfortable dealing with ambiguity
• Works cooperatively as a member of a team and is committed to the overall team objectives rather than own interests.
• Actively learns from own failures and successes and those of others.
• Is honest in opinions and takes responsibility for his/her actions

Experience
• Minimum of 8-10 years previous professional distributor management experience in the Wine and Spirits – Alcohol Beverage industry.
• Proven record launching and scaling brands.
• Relationships with key off-premise and/or chain accounts is preferred.

Work Environment
• Occasional delivery of samples weighing approx. 45lbs.
• 50% travel – combination of vehicle and air.
• 50% of time in field – will require walking, standing, bending and lifting.
• Home based office – will require ergonomically compliant set up.
• 50%+ of time divided between meetings, and desk work – could require long periods of sitting.

Location:
Kentucky or Nashville, TN

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