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Posted February 24th

General Manager, Atlantic


Deutsch Family Wine & Spirits

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Posted February 24th

General Manager, Atlantic

CHEERS! Deutsch Family Wine & Spirits' currently seeks a General Manager, Atlantic to join our fast-paced, driven Sales team! The General Manager will report to the Executive Vice President of Sales, and will have 7 direct reports. The position is flexible in terms of location but must be based in the Atlantic region (NC, VA, DC, MD, DE, NJ, RI, MA, VT, NH. ME).

The primary purpose of this position is to deliver and maximize profit growth, build the health of our brands, share growth, and in-store and in restaurant visibility of DFWS wine and spirit brands and the development of our people. The position is responsible for leading a team that develops and delivers the annual business plan for the region by: 1) providing thought leadership, direction and coaching to team members, 2) building powerful distributor relationships that ensure delivery of the regions priorities 3) effectively utilizing multifunctional resources (Fin, BI, TMM, Supply) and 4) leverages marketing resources and brand investments to achieve region plan. One of the primary responsibilities of the General Manager is to build a high performing team through talent management, coaching and developing the team into a "Division One" selling organization. This position owns the P&L for the region and is responsible for cost management, price strategy adherence, revenue goal and profit goal delivery.


Business Planning
  • Develop a plan on the page for the region; clearly communicate and align priorities to the team
  • Ensure development and execution of the annual operating plan that results in delivery of profit, depletions and share goals
  • Ensure each RM and DM has annual and quarterly distributor and customer plans
  • Collaborate with Strategic Accounts and National Accounts On Premise to ensure excellent execution of customer programming across region
  • Seek out opportunities for expansion and growth by developing new business in the Region
  • Look for ways to continuously improve operations and maximize effectiveness of team; Ensure work practices are clearly defined and documented
  • Ensure the team has the analytical skills needed to turn data into useful insights
  • Establish beneficial relationships with influential regional and local distributors that support delivery of the goals and the inspiration of the leaders and their teams. Gather input, trends and insights from distributors and customers to influence future direction of the region

    Financial Management
  • Manage the P&L for the regional business including expense and trade management
  • Prepare annual budgets and forecasts that are in line with company guidance
  • Maintain team scorecard that tracks performance
  • Develop, implement, and maintain budgetary and resource allocation plans
  • Oversee day-to-day operations, assigning performance goals and assuring their completion
  • Understand business levers to effectively manage performance and make necessary adjustments
  • Ensure strict adherence to price strategies and look for opportunities to raise prices or cut discounts to increase profit and stay on price strategy
  • Work to implement the learnings from the Marketing Mix analysis on Josh and YT and move money to the highest ROI activities

    People Development
  • Ensure team members understand their job responsibilities with the development of RACI with full clarity on performance expectations and performance measures
  • Ensure every team member has an IDP (Individual Development Plan) and is working to improve their skills. (has regular 1:1s focused on coaching & development)
  • Instill D1 behaviors in your team with an emphasis on "Motivate"
  • Interacts with direct reports as an opportunity to learn and grow, hear recommendations to inspire and empower people to do their best work
  • Provide guidance and feedback to help others strengthen specific knowledge/skill areas
  • Hold each team member accountable for performance; act quickly on team member performance issues
  • Is an expert at coaching, leverages DFW&S coaching tools to inspire and drive D1 results
  • Establish recognition and rewards tools for region
  • Create a highly engaged organization with high retention and high motivation evident
  • Inspire the team members to think big and show optimism and a willingness to stretch for what is possible

    Team Development
  • Create an environment where:
  • Team Members feel they can express themselves openly and honestly
  • Team members challenge each other about plans and approaches
  • Conflict is quickly converted into an opportunity to improve team performance
  • Team members treat one another with respect
  • Create a sense of urgency within team to deliver the plan
  • Ensure the team has the right skills to deliver its plan
  • Document team's operating principles (how we work together) and define high standards (how we deliver results)
  • Ensure team meetings are defined as effective (gets stuff done) and efficient (mindful of time as a critical resource). Structured, organized & consistent

  • Minimum 10+ years Sales Management experience; W&S industry experience and understanding of the 3-tier distribution system required
  • Experience successfully running the P&L in a region
  • Ability to function effectively in a fast-paced business environment. Must be able to manage multiple priorities successfully. Thrives in an entrepreneurial culture
  • Objective-oriented, focused, and assertive individual who needs little direction or supervision. High energy level and enthusiasm are critical
  • Exceptional sales leader with a track record of always over delivering business objectives
  • Inspirational leader who sets high standards to him/herself and his/her team to deliver high quality business results
  • Strong interpersonal and leadership skills to maximize distributor network, key trade account relationships and Divisional sales team
  • Excellent at attracting developing and retaining top talent
  • Recognized as an outstanding coach, providing constructive feedback to ensure his/her team's development and growth
  • Set high level expectations and provide resources to the team to succeed
  • Must be "hands-on" to get the job accomplished
  • Excellent written and verbal communication skills and strong presentation skills; concise and articulate
  • Problem solving, decision making and organizational skills
  • Strong computer skills (Microsoft Excel, PowerPoint and Word). Competent on Cognos, Diver, Nielsen or other similar tools
  • Financial and forecasting skills. Strong analytical skills
  • Ability to function collaboratively with all internal departments. (Marketing, BI, Field Finance and Strategic accounts)
  • Knowledge and expertise on monitoring competition
  • Ability to come up with new and unique ideas which need to be seen as original and value-added in brainstorming settings
  • Effectively handles risk, calm and productive, deals constructively with problems that do not have clear outcomes/solutions
  • Uses his/her time effectively and efficiently, values the time of others, ability to prioritize
  • Travel and Physical Demands: Willingness to travel 40-50% of the time