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Region Sales Manager - Transcendent Wines

Position Purpose

Acting on their own initiative, the Region Sales Manager – Transcendent, participates as part of a sales team to achieve business plans and performance objectives within his/her markets across multiple geographies.  This position is responsible for the implementation and execution of strategic sales initiatives, as well as collaborating with Delicato Family Wines functions, key trade and with wholesalers to deliver the annual plan.  

Functional Responsibility
  • Understands, communicates, and shares Company vision throughout division/organization and provide cross-functional perspective, direction, and support
  • Provides leadership and personal support; coaches, guides, nurtures and develops the right people; leads by example
  • Drives Company focus, manages culture, encourages strong work ethic, and fosters an environment of trust and respect
  • Develops group and individual performance plans in alignment with Company goals and objectives; communicates clearly defined individual and group objectives; maintains level of productivity in unit (geography/zone?)
  • Trains employees to do their job; sets standards for work performance
  • Monitors performance and provides feedback to direct reports through formal and informal performance feedback; regularly communicates with staff to achieve mutual understanding and desired results
  • Recognizes and addresses performance strengths and limitations of subordinates
  • Manages employee attendance to ensure compliance with Company standards; approve/monitor overtime
  • Communicates and supports Company policies and decisions in a positive manner
  • Develops staffing needs, selects new employees, makes recommendations in job evaluation and compensation, recommends termination actions
  • Conducts team meetings with department employees; includes monthly safety topic, ISO, DOE and other applicable training
  • Handles employee issues, concerns, and complaints in an objective and confidential manner
  • Provides employees with a safe, comfortable, and rewarding work environment
  • Prepares and monitors department budget
Essential Duties
  • Responsible for all aspects of distributor management, focusing on maintaining profitability standards, achieving shipment and depletion plans, and market penetration in all channels of business
  • Supports distributor’s sales efforts in the trade through market field sales work
  • Identifies high payoff strategies and prioritizes regional team and distributor efforts consistent with the organization’s goals
  • Assigns responsibilities, delegates and empowers others, removes obstacles; coordinates work efforts when necessary; monitors distributor performance (depletions, shipments, pricing, accounts sold)
  • Works closely with finance department utilizing financial and quantitative information to effectively manage region P&L
  • Works with winery partners to plan, prepare and execute market visits and blitzes – per established standards
  • Maintains brand pricing integrity at store level within region
  • Executes new product launches/kickoffs and distributor sales education as appropriate
  • Ensures agreed upon sales volume and profit goals are achieved while aggressively controlling costs within region; makes decisions that enhance the organization’s financial position
  • Assists Delicato and Transcendent Division Sales Managers and Regional Sales Managers in developing sales and financial forecasts for region; communicates objectives to regional team and/or distributor partners
  • Submits required reports and expenses in a timely manner, meets all prescribed deadlines

Key Account Management

  • Manage the account base within the assigned region for all trade channels (on-premise; chains; key retail)
  • Develop and manage implementation of new distribution / volume increase strategies for key brands
  • Identify, grow and maintain key trade / account relationships
  • Manage Regional merchandising programs, and set regional priorities. Ensure direct reports maintain appropriate presence in key markets
  • Develop and drive programming, promotion, and pricing execution for account base
Non-Essential Duties
  • Coordinates and utilizes all promotional and marketing materials with sales team and distributor
  • Actively calls on key accounts and assists sales team where applicable
  • Responsible for distributor education through effective training meetings and materials
  • Displays vision and a keen sense of the future; seeks new business/distribution opportunities
Minimum Requirements

Education and Experience

  • Bachelor’s degree with emphasis in Business Administration, Sales and Marketing, or related field
  • 7-10 years of combined wine supplier (preferably fine wine) and/or distributor management experience selling wine, building brands, and conducting customer calls
  • Minimum of 3-5 years of experience managing direct reports and distributors

Knowledge, Skills, and Abilities

  • Demonstrated leadership, knowledge and a successful track record of achieving results in the wine industry
  • Market and distributor knowledge; excellent communication, presentation, customer service, organizational, and negotiation skills
  • Thorough knowledge of the wine industry, including: competitive brands, sales and market trends, viticutural and vinifiation practices and channel marketing
  • Intermediate to advanced skillset with MS Office Suite (Word, Excel, Outlook, PowerPoint), and the ability to navigate the Internet/Intranet and use reporting tools for effective business management and development

Certificates and Licenses

  • Valid driver’s license, auto insurance, and vehicle required with an acceptable driving record
Working Conditions
  • Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed
  • This is a remote position that requires working out of a home office
  • Required to talk & listen.
  • May need to determine color, taste and smell of wine using eyes, tongue, and nose.
  • Must be able to lift & carry cases of wine (35 lbs.) to build customer wine displays.
  • May be exposed to weather-related temperature & humidity extremes.
  • Operates keyboard & mouse.
  • Occasionally may be required to lift and carry cases of wine

Work Standards
  • Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
  • Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner; presents solutions and not just issues
  • Follows all Company policies and procedures
Additional Comments

Management retains the discretion to add to or change the duties of the position at any time.

Nearest Major Market: Tampa

Job Segment: Sales Management, Regional Manager, Field Sales, Marketing Manager, Sales, Management, Marketing