Regional Sales Manager
(Wine Jobs:
Sales & Marketing)
Full Time
Hill & Associates
Greater Detroit,
Michigan
The Regional Sales Manager (RSM) will implement sales directives to insure the delivery of our wines distribution and volume case goals, premium image, and profit objectives in a manner consistent with company values. The Midwest Regional Sales Manager reports directly to the Winery owner.
TERRITORIES OF RESPONSIBILITY
• Michigan
• Ohio
• New York
• Connecticut
• Washington, D.C.
• Maryland
• Florida
RESPONSIBILITIES
RSM is accountable for achieving sales and distribution goals, accounts goals, executing retail and restaurant programs, developing relationships with key account decision makers, educating distributors, reviewing potential distributor options where needed, managing distributors’ inventories, reviewing depletion and shipment data, doing field work with distributor sales reps. His/her main duties include:
Monitor and Optimize revenues for Company
• Forecast volumes and align distributor pricing to support company strategic intent
• Ensure proper sales channel objectives are met or exceeded.
• Deliver sales presentations to customers thus increasing sales in accounts.
• Ensure the maximum sales volume and profit possible for the company. This includes understanding the price elasticity of demand for our products in each individual market.
• Ensure that sales objectives are being met while remaining under assigned budgets.
Grow Sales and Relationships in Regional Restaurants and Retail Chains for the company.
• Develop programs and implement sales in the regional accounts, restaurant groups, chain retailers and other influential accounts.
• Manage distributor sales people and management to partner to build glass/list placement and stack programs and other broad market sales opportunities.
Challenge and manage the distributors at large.
• Communicate brand standards to wholesalers and ensure standards are enforced
• Manage the brand manager of distributor’s personnel to ensure the objectives assigned by the owner are executed.
• Work with distributor management to ensure the pricing is aligned to meet volume objectives while remaining under or meeting budget.
• Manage and review bill backs pertaining to samples, trade tastings, and any additional opportunity funds in addition to special purchase allowances.
• Deliver specific objectives aligned with winery values and volume objectives to distributor sales force during work-with, general sales meetings, and /or brand incentives.
• Manage distributor pricing to coincide with brand standards.
• Manage inventory status.
Communicate our strengths to our customers
• Train and motivate managers and sales people in the distribution network.
• Actively visit markets, meet with distributors’ key management and insure the winery is receiving an adequate share of the distributor’s time and effort and that mutually agreed upon goals are being achieved.
• Act as an effective and eloquent ambassador of the winery with all levels of customers (internal sales, distributors, trade and consumers) and the press.
• Ensure that all the critical communication reaches our distributors (reviews, articles, support materials, price changes, inventory issues, allocation, merchandising, and other).
• Actively visit and build business with key customers.
• Ensure Consumer Tastings are held VERY regularly in all markets where applicable.
Analyze and forecast market conditions and translate into our long range planning
• Continually review and evaluate distributor depletions, shipments and inventories. Identify discrepancies and respond in a timely manner.
• Review distributor accounts sold and points of distribution against plan.
• Ensure Monthly Reporting is completed and communicated by deadline each month.
REQUIREMENTS
• At least 5 years of experience in the wine and spirits industry with an understanding of the Midwest market: chains, independent account and on premise
• Reside in the metro Detroit area.
• Relationships with distributor personnel and chain managers
• Bachelor’s Degree
• Prior distributor management
• Team building and people management skills
• Exceptional phone and remote technical skills
• Proficient in Microsoft Office with concentration on Excel
• Valid driver’s license
