Apply to this job

Back to search

Posted May 31st

REGIONAL SALES MANAGER - WINE

New York, New York

Confidential

The company chose to remain anonymous

Posted May 31st

REGIONAL SALES MANAGER - WINE

New York, New York

Function

Sales

Experience

Senior Level

Type

Full Time

About The Position
Seeking experienced regional sales manager to handle the North East region of the United States.
REGIONAL SALES MANAGER
The Regional Sales Manager is a senior role concentrated in direct sales and management of the sales team and our distributor partners. The manager represents the brand and will lead the Sales Managers, Brand Ambassadors, and Event Manager to deliver the business against the sales plan and key performance metrics. The role encompasses a balance between On-Premise and Off-Premise responsibilities, and the manager shall be held accountable for both quantitative & qualitative objectives. The manager will manage all distributor relationships and interface with agencies, brand partners, customers, and consumers to lead the company and represent it professionally and culturally. Working on a start-up brand, this person needs to act entrepreneurially and get the job done.
 
Management: 
Internal: Sales Managers, Brand Ambassadors, Event Manager – both directly and indirectly based on our changing structure 
External: Distributors, Vendors, Agencies 
 
Sales Responsibilities:
Sales Depletions 
•       Achieve sales depletion and value goals
Distribution 
•       Drive sales with the Sales Managers by introducing the brand to key targeted accounts and recruiting new customers and consumers
•       Diligent follow-up to ensure strong re-order rates
•       Get ahead of the sales cycle and deliveries to provide excellent service to all customers 
•       Manage sales orders
•       Track account performance and celebrate success 
•       Collaborate with Importer, Distributor, and all personnel across all layers of the supply chain to assist with a smooth transfer of the product to the accounts
Visibility 
•       Ensure brand is listed on the menu 
•       Develop unique ways to gain visibility in a category that has struggled to gain presence - bottle displays and installations, supplementary feature menus, signage (where appropriate)
•       Create innovative solutions; service by the glass/carafe/bottle, service opportunities, cocktails, food pairings 
Advocacy 
•       Manage relationships with targeted accounts across all levels of their operations – owner, manager, beverage director, sommelier, bartender, server, busboy
•       Be the On-Premise expert that identifies opportunities in influencer accounts by knowing their business and always being observant, supportive, collaborative 
•       Educate key stakeholders about all aspects of the brand
•       Assist with and conduct bar and wait staff trainings 
•       Showcase points of differentiation and unique selling points 

Trade Marketing & Event Responsibilities:
•       Plan and execute events and other initiatives from the marketing plan  
•       Create and foster relationships with key stakeholders and strategic cultural partners: local trade community, purveyors of art & design, models, key influencers, and the expanded creative class 
•       Design custom activities that focus on local trade relations to ensure the brand has a leading presence, while ensuring premium positioning 
•       Conduct tastings, pairing dinners, and custom advocacy programming 
•       Manage point-of-sale
•       Monitor and report on competitive trends
 
Key Task Overview:
•       Account Management: management of target accounts across On-Premise and Off-Premise. Key focus on Influential Accounts: Fine Dining, Craft Cocktail, Boutique Hotels, Nightclubs, and Premium Retail Stores
•       Business Management: establish, manage, and execute against key goals across Volume and Value. Manage Pricing, Budgets, Inventory, and the Supply Chain through the sales channel. Handle Account Receivable and cash flow for the sales team. Plan and prepare monthly, quarterly, and annual sales forecasts and measure against these key goals
•       Reporting: establish and manage all sales and marketing reporting including: Account Tracker, Sales Team Goals, Performance Scorecard, Budget and Budget Report vs Plan
•       Recommendations: Provide recommendations to support brand building activities 
•       Brand Program Execution: management of event executions, strategic partnerships, media and public relations outreach, social media amplification 
•       Communication:  local market collaboration and communication
•       City Ambassador: be the local market expert – know the city, the people, the culture and be a representative of the company in the community 
 
Desired Skills and Experience:
10+ years of field sales experience 
Relevant experience across beverage alcohol or consumer packaged goods
Frequent travel to accounts and customer sites
Previous budget management / resource allocation experience 
Excellent oral and written communication skills
Advanced proficiency with MS office and related applications
Solid presentation skills
Ability to manage distributor personnel and to create, maintain, and build professional relationships 
Performance monitoring, goal setting, training and coaching
Ability to work independently and contribute in a team environment
Desire to succeed 
A great attitude is integral to join this faced paced company 
Bachelor’s Degree or above 
 
Core Competencies:
 Sales, Teamwork, Leadership, Dealing with Ambiguity, Strategic Agility, Drive for Results 
Function Details
  • Reports To CEO
  • Direct Reports 2