The State Manager is responsible for delivering volume, distribution, merchandising, and pricing performance across their designated state (Illinois). Responsibility covers all channels of business, in both on an off-premise. Inherent in this responsibility is managing wholesaler relationships as well as major customer relationships. The State Manager is responsible for developing and executing sales programming and pricing as well as managing sales budgets, marketing programs, and wholesaler inventory in the pursuit of achieving both quantitative and qualitative KPIs.
This position will have direct reports
Collaborate with the Regional Sales Manager in the development and execution of annual sales plan and management of the sales budget
Manage Company brand portfolio within assigned geography. Ensure proper management of depletions and inventory by SKU (prevent out of stocks and plan for future growth)
Actively develop and manage relationships with wholesaler personnel i.e., GMs, VPs, Account Executives, Merchandising VPs, Sales Managers, and Sales Reps
Ensure the planning and implementation of sales programming in all markets
Ensure the planning and execution of price structures and shelf prices in the market
Ensure POS and other marketing assets are utilized in the field with correct programs
Participate in the development of program-specific POS
Call on and activate Key Accounts in the market under the direction of the Regional Sales Manager
Implement creative programs to activate the consumer, including product sampling, etc.
Spend time each month surveying the market to ensure that distribution, pricing, POS, displays, programs, menus, and ads are executed to standard
Travel when appropriate to observe business conditions and to call on key buyers, distributor personnel, and interact and work with Company sales personnel
Participate in Company and wholesaler planning and sales meetings
Ensure all Company SKUs are priced properly and within defined standards
A minimum of 5 years’ experience in the beverage alcohol industry
Strong knowledge of wholesale operations and creating share of mind and quota rotation
Good knowledge of the art and science of wholesaler programming and pricing
Strong interpersonal and leadership skills to direct the Company brands
Strong key account negotiation skills
Existing relationships with wholesaler management a plus
Ability to function effectively in an intimate, entrepreneurial business environment; “self-starter”
Objective-oriented, focused, individual who needs little direction or supervision; energy and enthusiasm are critical.
Excellent planning and organizational skills
Willing to be very “hands-on” to get the job accomplished.
Financially responsible and knowledgeable in budget management
Proficient in Microsoft suite including Excel, Word, and Power Point
Excellent communication skills, particularly verbal, including strong presentation skills
Valid driver’s license and ability to drive and travel 4-5 days per week required