Position Summary:
The Regional Manager (RM) has full sales responsibility for a cluster of states.
The Regional Manager contributes to and executes the states’ sales strategy in collaboration with his/her Regional Director/Regional Vice President for growing Jägermeister both on- and off-premise, and in chains within the geography. The RM is responsible for successfully managing and leveraging the relationship(s) with their Distributor counterparts (typically Sales Managers) including planning and influencing the Distributors’ share of mind. The RM is responsible for hiring, developing, and retaining a team of Territory Sales Managers.
Principal Duties and Responsibilities:
Regional Sales and Commercial Planning
- Demonstrates strong knowledge and understanding of spirits industry in their states and channel - including key accounts, competitors, trends and consumer behavior within the key markets in the geography.
- Executes sales plan, contributes to strategies focused on key markets both on- and off-premise.
- Ensures program development and commercial solutions are improving brand execution and image including proper distribution of Jägermeister and Teremana by type and size, merchandising programs, shelf management positions, drink features and promotions.
- Possesses solid proficiency in pricing, profit and brand economics.
- Ensures local programs from Field Marketing are designed to engage consumers.
- Provides streamlined effective reporting and business intelligence.
Distributor Engagement
- Partners with and influences Distributor Sales Managers & Business Managers on executing strategies to develop and grow the MJUS portfolio brands.
- Responsible for participating in quarterly/annual business reviews with Distributor partners.
- Ensures Distributors are effectively educated on the history, properties, and production of the MJUS portfolio, and up to date on business updates and branding.
People Leadership (Most State Managers)
- Selects talent.
- Holds team accountable to execution of KPIs through communication of clear expectations and regular reporting of progress.
- Develops talent - provides ongoing coaching and feedback; conducts crew drives.
- Champions accountability and drives results through excellent execution.
Analysis & Execution
- Accountable for MJUS budget management - both T&E and LPF budgets.
- Proactive regarding teams utilization of 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.).
- Accountable for teams timely and effective tracking of Point-Of-Sale and BI and sales data tools .
- Analyzes distributor business in order to influence the right plans by collaborating with key stake holders.
- Processes and tracks monthly invoices.
IN MARKET EXPECTATIONS: This role requires being in market 80% of the time (4 days a week in market, 1 admin day).
Experience:
Acquired Functional Skills
- Commercial experience, preferably in beverage alcohol / consumer product goods
- Strong knowledge of distributor management / broker management and operations
- Experience with key regional / national customer management
- Knowledge of, or comfort with, analytics, category management, financial metrics
Leadership Skills
- Engagement – dynamic individual with the ability to build trust quickly
- Influence – ability to guide key stakeholders who potentially have competing agendas
- Prioritization – effectively identifies and communicates high value opportunities
- Simplification – minimizes low value activities to maximize effectiveness and impact of their team
- Collaboration – experience managing projects or initiatives across multiple functions
- Orchestration – proven track record of coordinating a group of individuals around a shared ambition, and holding them accountable for performance
Requirements
- 6+ 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
- Experience leading, developing, motivating, and training sales teams
- Able to contribute to strategies and execute with excellence
- Creative presentation/public speaking and premium selling skills
- Well-developed influence and negotiation skills; persistent and persuasive
- 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)
- Bachelor's Degree required; MBA a plus
Benefits
- Highly competitive compensation packages-$120-135k+25% bonus
- Comprehensive medical, dental, and vision insurance
- Matching 401(k) plan
- Yearly wellness stipend (gym membership or fitness classes)
- Generous holiday and vacation policy
