Position Open - Posted Thursday, October 11th 2018

Regional Sales Manager Midwest (MI/IN/OH)

Detroit MI Mid-Level Full Time Sales

Quick Facts

  • Employment Type: Full Time
  • Salary Range:
  • Home or Centralized Office: Home
  • Reports to: Vice President of Sales - Midwest

About The Position

Spirits Investment Partnership

Job Description – Regional Sales Manager

Michigan, Indiana, Ohio
This is a leadership position within a dedicated sales force overseeing 2-4 brands. The position will require oversight of multiple states and major markets. The brand is in early growth mode so we are looking for experience in opening new markets, distributor programming and management, and integration with key chains by region. Focus is primarily off-premise however a minimum of 30% on-premise sales is also expected. As a small company, we all wear many hats and exude an entrepreneurial attitude.
Distributor Management:
  1. Approach and pitch new markets according to brand strategy to gain distribution in a timely manner
  2. Build strong relationships based on mutual respect and outstanding follow-up throughout the distributor organization
  3. Demonstrate commitment to grow business by partnering on creation of programming and management of brand spend
  4. Maintain schedule of opportunities for the brand to be presented at GSM’s, team meetings, blitzes and work-withs
  5. Ensure shelf prices match strategy. Be aware of and knowledgeable of competitor pricing. Carefully monitor distributor prices so that they match agreed upon standard margins and deal levels. Monitor bill-backs for spend against allowance budgets. Monitor monthly progress against budget and confirm with distributor
  6. Closely monitor distributor inventories and calculate “Months on Hand” (MOH) based on future depletion targets. Maintain minimum inventories of 30 days on hand where possible
  7. Set and achieve depletion and distribution goals split by channel for distributor and ensure that all distributor managers know the goals and are committed to achieve them
  8. Conduct a detailed quarterly review that results in alignment between Distributor / Stolen on what actions need to be taken to hit or exceed goals
Establish Chain Distribution:
  1. Secure meetings with key chain decision-makers to make products available in their chain
  2. Develop all pitch materials based on brand objectives and chains strategies siting in-market successes, category and competitive analysis to make for an easy acceptance
  3. Work through support programs to ensure brand health and turns
Develop and Manage Key Accounts:
  1. Maintain an organized list of key accounts in the territory
  2. Call on key accounts on an ongoing basis to review brand program priorities
  3. Manage Key Accounts through personal involvement, executing programs and conducting staff education

Personal Skills and Qualities:
  • Ability to establish priorities and meet or exceed sales goals
  • Results Oriented: Strong work ethic and drive for success
  • Judgment: Makes sound business decisions in a timely manner
  • Budget Management and Resource Utilization: Conscientious and efficient budget management. Maximizes company profitability and resources in the most effective manner
  • Sales ability: Effectiveness in inspiring customers to purchase our products
  • Teamwork: Ability to work and communicate productively with colleagues and customers – bridge the gap between sales and marketing
  • Excellent oral and written communication and persuasion skills
  • Effective in managing people and talent development
  • Self-motivation with the ability to manage competing priorities
  • Timely, accurate and comprehensive reporting for market
  • Passion for the business
Company default
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Spirits Investment Partners (SIP)

HQ: Chicago, IL