POSITION SUMMARY: The Western Division Director of Sales is responsible for delivering the volume and financial goals for 9 states that make up the Western Division. Grow portfolio sales and distribution across all channels through wholesaler leadership team management and effective collaboration with all key stakeholders. Key responsibilities include directing, managing, training and developing a best-in-class team of Regional and Channel Managers in the Western Division.
DISTRIBUTORS AND MARKETS:
- RNDC: California, Washington, Oregon, Alaska, Hawaii and Arizona
- Johnson Brothers: Southern Nevada
- Breakthru Beverage: Northern Nevada
- Multiple Wholesalers in Montana and Idaho
KEY RESPONSIBILITIES:
AOP Management
- Owns the annual operating plan for the Western Division including delivery of established volume and distribution goals by brand within established budgets
- Responsible for continuously measuring performance against the annual plan, providing updated forecasts and development of alternative strategies for success as needed
Distributor Management
- Owns the relationship with wholesalers at the senior leadership level including Regional Presidents, State General Managers and Regional Portfolio Managers
- Direct responsibility for California and leadership of new Bogle CA channel managers
- Holds senior distributor management accountable for performance to established goals
- Ability to negotiate distributor investment and commitments as required
- Prepares and delivers impactful distributor TTT reviews and meetings on a regular basis that measure current performance and provide alternative strategies and solutions as required
- Effective use of data to identify new sales opportunities, distribution gaps, enhanced profitability and execution across all markets.
- Prepares and conducts monthly business updates with all key distributor stakeholders
- Perceived by distributor organization as a leader, a decision maker and a problem solver
Direct Report Management
- Provide leadership and guidance to all direct reports for the development and implementation of their key responsibilities including goal setting, program development and budgets
- Manage adherence to established T&E and brand spending budgets by sales manager
- Development of key performance objectives and measures for all direct reports aligned with company and brand priorities
- Provide consistent and constructive feedback to all team members and directly address developmental needs
- Provide effective coaching and mentoring for all team members as well as direct disciplinary actions as required
- Conduct thoughtful and professional employee reviews in compliance with company policies
Leadership
- Perceived as a thought leader and market expert across all markets and channels
- Leads by example and provides direct leadership of key programs and promotions in the field
- Strong business acumen and professional demeanor.Values honesty and integrity
- Accepts responsibility for failures and shares the credit for accomplishments
- Prepares and conducts effective and inspirational division sales meetings twice per year
Knowledge
- Strong understanding of the overall wine industry and the 3-tier system
- Strong understanding of how to effectively navigate wholesalers at all levels
- Intimate knowledge of what drives performance across all markets in the region
- Intimate with the details of how each channel and key customer operates in the region including how they buy, how they promote, pricing and margin standards.
Skills
- Self-starter. Is self-motivated and able to work independently.
- Goal oriented: Strong work ethic and takes personal ownership for delivering results
- Organization: Possesses strong organizational skills and business discipline
- Business acumen: Ability to present themselves and the company professionally
- Collaboration: Ability with achieve results with others (internal and external)
- Relationships: Passionate about building strong relationships with accounts and distributors
- Presence: Ability to build and deliver impactful presentations to accounts and wholesalers
- Analytical: Ability to analyze business; identify issues and opportunities, provide solutions
- Negotiation: Ability to create and negotiate win/win solutions with distributors and accounts
- Customer focus: Ability to understand business needs through the eyes of the buyer
- Integrity: Is honest and transparent. Takes responsibility for their actions
Administrative
- Mastery of all internal and distributor reporting systems (I-Dig / Pricing 2.0 / Nielsen Data)
- Staying current on competitive activity and pricing
- Regular reporting to VP of sales as requested
- Track, measure and report performance on a monthly, quarterly and annual basis vs. goals
- Attendance at all National and Regional meetings
- Familiarity and compliance with all regulations in states of responsibility
QUALIFICATIONS:
- Strong working knowledge of region and distributor network is required
- Minimum of 10 years’ sales leadership experience in the industry
- Bachelor’s degree is preferred
- Technologically proficient in Word, Excel, Power Point, VIP or Diver
- Out of the area travel including overnight stays will be required.
- Must have a current driver’s license and be insurable by the company insurance provider.
PHYSICAL REQUIREMENTS:
Must be able to sit, work on a computer, and use office equipment for up to 8 hours/day.
- Must be able to stand, bend, and walk for up to 8 hours/day.
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