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JOB DESCRIPTION: The Region Sales Manager is responsible for executing the strategic direction, assuring the achievement of sales goals, and implementing marketing programs within the assigned territory. (New York Priority) This includes the development of an annual forecast, budget, and sales plan with each state’s wholesaler and the YaVe National Sales Manager. The Region Sales Manager actively manages the Market Managers, wholesalers, and key accounts within his/her territory.
SPECIFIC DUTIES & RESPONSIBILITIES:
YaVe Personnel/Market Managers
- Determined work ethic to compel wholesale and retail focus on the brand
- Coordinate sales efforts to ensure implementation of overall strategy and marketing programs as well as sales performance
- Ensure that proper Brand standards and Trade standards are worked on in the market and achieved
- Create and oversee Market Manager KPIs based on national strategy and market opportunities
- Continually train and educate, including field training with recaps, the Market Managers on the YaVe brand and overall tequila category
- Create and deliver quarterly business reviews and annual business plans to the National Sales Manager and wholesalers
- Manage new product launches and performance
- Ensure all sales efforts comply with state laws
- Maintain accurate records regarding distributor profiles, retail and on-premise distribution, and competitive activity and pricing
- Work with NSM to develop pricing and programming for the region
- Review and manage the Market Manager's weekly recaps
- Reports to NSM – will provide weekly project list as well as 30/60/90-day calendar
Wholesalers
- Create programming throughout the year based on strategic initiatives and goals
- Established productive connections and relationships within the alcoholic beverage industry, particularly with wholesalers and chain retailers
- Connect with the wholesale network to coordinate and execute a broad range of activities such as product training and presentations, account calls, tastings, promotions, events
- Maintain and strengthen relationships with key management personnel within each wholesaler
- Schedule and conduct distributor team meetings (GSMs) to inform, taste, and educate Sales Representatives on brand standards to optimize sales performance
- Manage market work-withs between distributor managers and YaVe personnel
- Manage inventory levels and ensure efficient product ordering
Key Accounts / Retail
- Program and carry out effectively sales calls individually as well as in a team and develop strong relationships with key accounts across the territory
- Connect with the on and off-premise trade to organize and manage promotions and events while simultaneously managing an assigned budget
- Establish a top 50 core and target list of accounts by state
- Develop relationships with key retailers (and especially key on/off-premise chains)
- Ensure buy-in and continual growth in terms of both PODs and cases within key chains
- Call on (core) key accounts in the area to ensure distribution, ordering, brand familiarity, staff training, and proper visibility
- Maintain and expand existing distribution and case sales
- Identify and execute local sales opportunities
- Use data to determine the best methods for moving the brand forward in national accounts
JOB REQUIREMENTS:
- Bachelor’s degree required
- At least 7 years of business/sales experience in the alcoholic beverage industry
- Strong organizational, communication, and interpersonal skills to relate cross-functionally in a fast-paced business environment.
- Strong communication ethic with customers, suppliers, and internal company personnel.
- Excellent people and communication skills
- Experience in pricing strategy and developing wholesaler/retailer programming
- Experience in leading sales staff. Performed functions of training, developing, coaching, disciplining, and conducting performance reviews with subordinates.
- Ability to draft, analyze, and interpret general and financial business reports and projections. Ability to write reports, business correspondence, and procedure manuals.
- Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
- Experience and knowledge of customer service processes and operations.
- Ability to solve practical and critical problems deal with a variety of situations and conclude with a resolution.
- Knowledge and hands-on skills with Microsoft Word, PowerPoint, and Excel.
- Experience with syndicated data and using data to create/validate strategic initiatives
- Must be able to travel 50% of the time.
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