The Regional Director (RD) has full sales responsibility for a cluster of states within one of Jägermeister’s US sales regions.
The Regional Director develops and executes the geography’s sales strategy in collaboration with his/her Regional Vice President for growing Jägermeister & Teremana both on- and off-premise, and in chains within the geography. The RD is responsible for successfully managing and leveraging the relationship(s) with their Distributor counterparts (typically General Managers) including planning and negotiations and influencing the Distributors’ share of mind. The RD is responsible for hiring, developing and retaining talent – he/she is responsible for leading a geography of approximately 3-8 sales employees (Territory Sales Manager and Regional Managers).
The Regional Director is part of and contributes to the leadership for the Region, and the MJUS Commercial Leadership Team.
Principal Duties and Responsibilities:
Distributor Management
- Partners with Distributor General Managers & Business Managers on strategy to develop and grow the Jägermeister brands in each market that is part of his/her geography
- Conducts planning, pricing, and negotiations with Distributor partners
- Maintains Distributors’ share of mind and continually evaluates Distributors’ effectiveness and provides appropriate ongoing feedback regarding performance
- Responsible for annual Distributor programming calendar and conducting quarterly/annual business reviews with Distributors
- Keeps Distributor General Managers & Business Managers aligned and focused on key channels, KPI targets, and programs
- Ensures Distributors are effectively educated on the history, properties, and production of Jägermeister & Teremana, and up to date on Jägermeister & Teremana business updates and branding
- Negotiates distributor banks, GP, and other funding as needed for each market
Regional Sales and Commercial Planning
- Demonstrates expert knowledge and understanding of spirits industry in his/her markets - including key accounts, competitors, trends and consumer behavior
- Develops annual and long-term sales plan for growing Jägermeister in the geography. Sets strategies focused on key markets both on- and off-premise.
- Ensures effective communication of the plan to Distributor General Managers to gain agreement and alignment
- Ensures program development/commercial solutions are improving brand execution and image in the geography’s markets (includes: proper distribution of Jägermeister by type and size, merchandising programs, shelf management positions, drink features and promotions)
- Possesses strong proficiency in pricing, profit and brand economics and ability to educate others
- Ensures local programs from Field Marketing are designed to engage consumers in his/her markets
- Effectively works with other Regional Directors and cross functionally with HQ counterparts
- Ensures streamlined effective reporting and business intelligence
Talent Selection & Development
- Establishes an effective sales team for the geography which regularly reviews the business and aligns on the course of action
- Establishes individual accountability through communication of expectations, goals, and KPIs down to each employee
- Conducts timely performance evaluations for all direct reports
- Provides ongoing coaching and feedback; conducts crew drives to evaluate field sales performance
- Establishes an atmosphere that encourages innovation and out of the box thinking to drive new and creative grass roots ideas from the field
- Builds bench strength and future leaders within the company
- Continually upgrades sales talent pool through training, promotions from within and attracting new talent from outside when appropriate/needed
- Integrates Regional Managers and Territory Sales Managers into all team activities
Analysis & Execution
- Drives accountability for MJUS budget management for his/her markets - both T&E and LPF budgets
- Ensures salesforce is effectively utilizing tools to analyze ROI and understand the business in each market (e.g., effectiveness of major events, consumer development activities, key account resource allotments, POS effectiveness, etc.)
- Ensures salesforce is utilizing timely and effective tracking of Point-Of-Sale
- Ensures salesforce is effectively utilizing sales tools (VIP i-Dig and Karma)
- Prepares and reviews all relevant administrative and budget reports (e.g., expense reports)
Requirements
- 10+/- years of experience in Sales/Marketing, preferably in the spirits and/or beverage, consumer industry
- Demonstrated distributor relationship management, account management, and chain experience
- Innovative and creative in approaching distributors and expanding business
- Proven success in leading, developing, motivating, and training sales teams
- Able to formulate strategies and execute against them
- Creative presentation/public speaking and premium selling skills
- Well-developed influence and negotiation skills; persistent and persuasive
- Ability to make meaningful contributions to the Region’s leadership team (contribute beyond his/her geographies)
- Knowledge of the federal, state and local laws and regulations. Knowledge of Distilled Spirits Counsel of the U.S. (“DISCUS”), National Alcohol Beverage Control Association (“NABCA”) and beverage alcohol laws and regulations
- Frequent travel required; must have valid driver’s license and vehicle for travel between accounts within assigned territory
- Must be proficient in MS Office Suite (Outlook, Excel, Word, PowerPoint)
- College degree required
Benefits
- Highly competitive compensation packages
- Comprehensive medical, dental, and vision insurance
- Matching 401(k) plan
- Yearly wellness stipend (gym membership or fitness classes)
- Generous holiday and vacation policy
