Regional Sales Director

January 17

M.S. Walker, Inc.

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5th-generation, family-owned wine and spirits importer and distributor, a spirit bottler, and a national supplier.

Fine Wine & Spirits Distribution

201 - 500

Description

•Evaluate and manage business partner relationships, new business opportunities, and optimization of present sales and service levels. •Oversee budgets, depletions, inventory, pricing, bill backs, and profit analysis of shipments and depletions. •Provide monthly updates to MSWB executive leadership team on in-market and overall activities, market specific distributor/key account partners, and personal performance in relation to KSO’s and KPI’s. •Responsible for 50% focus in field, 25% focus on MSWB inter-team management and 25% focus on distributor management. •Develop market plans, pricing, and programming with distributor partners to ensure MSWB’s state-by-state goals are being met and manages team of direct reports and colleagues to achieve the goals. •Manage local MSWB sales management, broker, and specialist sales team’s activities in territory. •Responsible for measuring KPI performance on MSWB sales goals of regional sales team and monthly reporting the progress of the regional team to MSWB executives, portfolio management, brand owners, and key distributor personnel. •Manages the execution of standards within the distributor partners, including holding the distributor accountable to meet goals and implement market plans (and specific key account objectives) effectively. •Builds relationships with the top key accounts in the territory to profitably grow MSWB priority brands. •Coordinate and work crew drives and market work with MSWB team, brand ownership/brand sales personnel, and distributor partners. •Conduct regular brand education and specific program overview meetings with wholesaler(s) to enhance salesforce and management knowledge of the MSWB portfolio. •Participate in retail and on-premise event opportunities, and wholesaler events. •Frequently communicate with distributor management on inventory levels and out of stock situations due to possible fluctuations in demand. •Coordinate efforts with wholesale sales administration and purchasing on inventory needs. •Contact new and existing on and off premise customers to discuss product needs. •Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences. •Maintain a comprehensive knowledge of spirts and wine categories and leading brands in the market and be able to compare M. S. Walker Brand’s products including brand story, current prices, points of differentiation, regional identity, awards, and press. •Prepare and deliver presentations balancing the company’s priorities and customer needs, including menu concepts, new product introduction and promotions. •Maintain professional and industry knowledge by attending educational workshops, trade shows, conventions, reviewing professional publications and establishing personal networks.

Requirements

•Bachelor’s Degree required •Minimum of 5 years of supplier and a minimum of 5 years of distributor sales management and leadership experience in the wine and spirits industry (beverage executives with wine and spirits industry experience who are currently working outside the industry will be considered) •Experience selling to all channels of trade including retail, control state presentations, and on-premise customers •Objective-oriented, focused, and aggressive individual who needs little direction or supervision •Strong interpersonal, communication, presentation, and leadership skills •Excellent critical thinking skills using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems •Analytical skills, in particular gathering data from a wide variety of sources, and presenting it in formats suitable for a wide variety of audiences •Must be customer–centric with good negotiation and business expansion skills •Proficient using Microsoft Office Suite including Microsoft Teams •Proficient with distributor databases for communication and analytics of the business such as VIP/IDIG/KARMA •Occasionally lift and/or move up to 40 pounds •Based in Florida

Benefits

•Medical & Dental Insurance through Blue Cross Blue Shield •Vision Coverage through VSP •Generous Paid-Time-Off Program •Fidelity Investments 401k •Disability, Life, Accident & Illness Insurance Packages •Discounted Fitness Memberships •Free & Discounted Work/Life Resources •Career Advancement Opportunities •On-Demand Professional & Leadership Development Through M.S. Walker University