About The Position
The New England wine & spirits market manager is the commercial face of Total Beverage Solution with direct responsibility for the achievement of targeted volume and profit objectives. This is achieved by strong collaboration with assigned distributors and key retailers and through the effective planning and deployment of available resources. This role will cover wine & spirit sales in Massachusetts, Maine, New Hampshire, Rhode Island, & Vermont, and will report directly to TBS’ East Division VP of Sales. This job operates in a multi-site location, including, on-premise visits with suppliers and retailers and other meetings and events.
Essential Functions
- Maintains a visible and value-adding presence in the market both with key retailers and distributors
- Through distributor work-withs, and independently, effectively influences retailers’ purchase decisions on behalf of the TBS brand portfolio
- Proactively evaluates and manages distributor inventory levels
- Delivers relevant training to Bartenders/Waitstaff and to Off Premise decision-makers
- Via both presentations and work-with’s, builds distributor knowledge of, and belief-in, TBS and its range of brands
- Establishes stretching but achievable volume and distribution goals for distributors on key packages and, together with distributor, put in place activities to achieve targets
- Builds Distributor Annual Business Plans (ABP) that set priorities, expectations and successfully deliver plans, programs and volume/distribution targets
- Delivers ABP with Senior Management distributor personnel
- Recommends tactical activities that work well in their individual territory, identifies incremental business building opportunities and works with Regional Director to secure the resources to deliver the activities
- Ensures account target lists by key brand are developed along-side distributor and focus is prioritized against them
- Regularly analyzes market performance to ensure goals are on track and achieved
- Regularly reviews distributor performance against plan (volume & distribution) and deploys structured method of communicating pros and cons back to distributor
- Conducts distributor sales meetings and quarterly business reviews
- Monitors all in-market spend, ensures investments are effective and efficient, helping to achieve market profit goals
- Identifies and targets on/off premise accounts for placement and sales opportunities
- Builds relationships and maintains communications with top bartenders and key off premise buyers
- Reviews distributor performance against plan on a monthly basis (volume & distribution) and deploys structured method of communicating pros and cons back to distributor
Competencies
· Understands on and off-premise retailer environment and three-tier system
· Demonstrates ability to develop/maintain effective working relationships and influence with distributors and key accounts
· Capable of digesting and delivering brand knowledge in a persuasive manner to customers
· Able to manage multiple priorities and brands
· Demonstrates numerical and analytical acumen to identify patterns, issues and opportunities
· Communicates effectively, including verbally, in writing and through presentations
· Proficient in Microsoft Office, Excel, Word, and Power Point
Characteristics
· Self-starter: Takes the initiative to deliver solutions with modest amount of day-to-day direction
· Positive presence: Brings a contagious positive energy and leaves a positive impression on others
· Determined: Manages and overcomes obstacles as a regular course of business
· Results oriented: Owns and is fully accountable for achieving agreed upon results
· Committed to learning and development: Seeks to learn, grow and develop continuously
· Self-aware: Understands individual impact on others
· Integrity: Makes every effort to deliver on commitments, is truthful and honest, and treats others with respect
· Team player: Helps sell TBS products outside of designated responsibility and is concerned with more than just dedicated area
Requirements
- Bachelor’s degree in Business, Marketing, or related field
- You must be located in the greater Boston area
- Must have prior experience selling wine & spirits in the greater Boston area
- You must be familiar with the three-tier system in the on- and off-premise environment and be able to demonstrate numerical and analytical acumen to identify sales opportunities
- At least 3 years in beverage alcohol sales with comparable goals & responsibilities, preferably at the wholesaler or supplier level working with multiple SKUs
- What will set you apart:
- Distributor management experience in the greater Boston area
- Have industry certifications (WSET, CSW, CSS, etc)
- Single malt scotch experience
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
LIGHT: Work involves exerting up to 20 pounds of force occasionally, or up to 10 pounds of force frequently, or a negligible amount of force constantly to move objects.
DEFINITION OF FREQUENCY RATINGS:
Occasionally
- Activity or condition exists up to 1/3 of the shift
Frequently
- Activity or condition exists from 1/3 to 2/3 of the shift
Constantly
- Activity or condition exists 2/3 or more of the shift
Other
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. To request reasonable accommodation, contact the HR department at 843-881-0761.
The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
About TBS
Total Beverage Solution is a leading global beverage alcohol importer, marketer, and supplier. We are a privately funded company, ranked amount the top 100 beverage companies, and have earned the title of a Best Place to Work in South Carolina for six consecutive years. We specialize in bringing a wide range of premium and craft spirits, wines, and beers from around the world to the U.S. market and have a network of distribution partners spanning all 50 states. With a focus on quality, authenticity, and innovation, we have long term partnerships with exceptional producers. Notable portfolio brands include Weihenstephaner, Saison Dupont, Greene King, Rekorderlig Cider, Edradour & Signatory single malt scotches, Tohu & Kono wines from New Zealand, San Felice, Lapis Luna, and many others.
The Team
The TBS team places great importance on relationships and collaboration. As a trusted industry leader, Total Beverage Solution is dedicated to providing exceptional service to our customers, fostering strong relationships with suppliers, and driving growth for our brands. Our collaborative and entrepreneurial culture encourages creativity, continuous learning, and a passion for the beverage alcohol industry. All of our employees play an integral part in our success, and we recognize the value of each and every one of our team members and what they do to help TBS achieve its goals. TBS has created a sustainable growth-oriented, and supportive culture which positions suppliers, brands, and employees to reach their full potential.
Benefits
TBS offers a competitive salary and comprehensive benefits including but not limited to:
· Health, Dental, Vision Insurance
· 401K Employer Matching
· Paid Parental Leave
· Tuition Reimbursement Program + Other Professional Development Opportunities
· 10 Company Holidays + Paid Time Off Including: vacation, sick, personal, volunteer, & birthday
· Monthly Wellness Reimbursement or ClassPass subscription
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