West Region Sales Manager

/ West Region Sales Manager
June 12, 2021 | rw-admin | Adult Beverage
Position Id: VDD4711

Job Description:

Job Title:

West Region Sales Manager


Responsible for establishing and delivering the Company’s annual goals in the West Region by working with and through the chosen Wholesaler partner.

Job Duties:

• 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 (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, company and our Wholesaler partners.

Wholesaler management
• Adopt all the standard processes described in the Management Guide.
• Monitor and evaluate Wholesalers performance against market goals using the VIP reporting tool.
• 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 Portfolio and the brand standards we expect.
• Where relevant undertake tastings and presentations to Wholesalers sales teams, wine stewards, sommeliers and key retail accounts.
• Host wine dinners in key accounts, make arrangements for Family dinners.

Market management
• Monitor competitor activities in the market.
• Communicate information on competitive strategy & tactics to direct supervisor and key Wholesaler personnel.

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

• 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:

• BA degree in Business or related area, or equivalent years’ work experience in wine industry.
• 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.
• Passion for wine and the ability to continuously learn new wines and brands and represent effectively to customers required.

Related Skills:

• 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.
• 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.

• Minimum of five years previous professional outside sales experience required.
• Understanding and knowledge of off-premise and/or chain accounts.
• Wine / alcohol beverage industry experience highly desirable but not mandatory.

Work environment
• Occasional delivery of samples weighing approx. 45lbs.
• 50% travel – combination of vehicle and air.
• Home based office – will require ergonomically compliant set up.
• 50% of time in field – will require walking, standing, bending and lifting.
• 40%+ of time divided between meetings, and desk work – could require long periods of sitting.

  • Max. file size: 100 MB.

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