Regional Account Manager (Wine Jobs: Sales & Marketing)

  Banfi Vintners

  Santa Ana, California

JOB DESCRIPTION

POSITION STATEMENT

Responsible for directing, communicating, motivating, organizing, and controlling execution of company and supplier goals through the assigned personnel to achieve targeted sales, depletions and profit plan on Excelsior’s brand portfolio. Responsible for communicating to National Sales Director the status and needs of District managers and customers. The residency for this position is Southern California, preferably in the LA / Orange County vicinity.

ESSENTIAL DUTIES AND RESPONSIBILITIES

•  Responsible for managing Excelsior Wines portfolio of products in a region including district managers, distributors and the trade within designated markets.

• Responsible for executing the volume and budget plan for an assigned region.
• Oversee the execution and compliance for all channels of trade.
• Directly responsible for targeted regional revenue and profitability goals
• Develops and motivates district managers, manages performance and focuses sales team on selling brands to market potential.
• Responsible for planning, directing, and coordinating all sales efforts in a specified regional area.
• Accountable for managing all budgets, including the allocation of trade spending and total sales expense
• Take active role in assessing district manager and distributor performance, including addressing poor performance issues.
• Manage and develop district managers and wholesalers’ capabilities to adopt and implement Excelsior’s brand strategies and objectives through effective execution of Excelsior “Sales Process”.
• Insure that Excelsior’s customers are managing Excelsior’s brand strategies to the trade.
• Call on retail, on premise, and chain accounts in conjunction with the distributor or Excelsior district manager.
• Possess ample knowledge of products, wine industry, competitive brands and markets.
• Cultivate cross department relationships within the company, especially between sales and marketing, to carry out Excelsior’s brand strategies. Adherence to executive directions is a critical part of the job.
• Exercise appropriate behavior with Excelsior’s Suppliers, always representing supplier brands in the best and most professional manner.
• Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending and every aspect of the Company’s business.

• Job execution will break into following components:

• 60 % of time spent with Excelsior and Distributor managers and the trade.
• 20 % of time spent planning, organizing, directing, and controlling execution.
• 20% administrative, preplanning, and follow-up.

JOB REQUIREMENTS

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION, EXPERIENCE and SKILLS

• A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs)
• Good written communication skills. Incumbent must possess the ability to develop and provide all necessary written reports, correspondence and presentations necessary to satisfy job requirements.
• Good oral communication and interpersonal skills. Incumbent must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Incumbent must articulate in a professional and personable manner in order to be a strong leader and partner to Excelsior Customers and Trade.
• Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software is critical to the success of this position.

• Mathematical skills: Incumbent must have the ability to calculate and interpret financial data which effects everyday Excelsior business
• For certain markets multi-language skills are required or would be a plus, i.e. Italian or Spanish (if required this will be identified during the recruitment process).
• Interpretive skills: Incumbent must possess the ability to define problems, establish facts and collect data to interpret issues, draw valid conclusions from the data and recommend solutions to the business problem. Ability to interpret an extensive variety of statistical information.

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