Rodney Strong Vineyards is a family-owned wine company committed to crafting world-class wines that capture the essence of Sonoma County. Rodney Strong farms 11 sustainable-certified estate vineyards and produces wines from Sonoma County’s finest appellations. The winery was founded in 1959 by Sonoma County wine pioneer Rod Strong as the 13th bonded winery in the county. Led by the Klein family since 1989, Rodney Strong Vineyards is a family of passionate people committed to crafting premium wines, great experiences and delivering a vision for sustainability in Sonoma County. We are united by our passion for wine and the belief that nothing brings people together better than sharing a great bottle of Rodney Strong wine.
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POSITION OVERVIEW: The Regional Sales Manager - Florida is responsible for collaborating with the RVP in leading and directing distributor management to meet/exceed the business plan and performance objectives by creating, implementing, and executing strategic sales and marketing initiatives within a specific geographical territory. This position is also responsible for the recruitment, supervision, training and development of direct reports.

PERFORMANCE METRICS:

•  Achieve Annual Shipment & Depletion Volume
•  Achieve Revenue & Gross Margin Requirements
•  Expense Management & Successful Delivery of Contribution
•  Increase Distribution & Improve Trade Channel Development

SCOPE OF RESPONSIBILITIES:

•  Coordinate and support the Regional VP in developing depletion and profitability goals and pricing for markets.
•  Monitor and manage distributor performance versus budget, shipments, depletions, pricing, brand execution standards and other reporting trends for opportunities.
•  Forecasting and maintaining adequate levels of inventory to deliver sales objectives.
•  Act as the key liaison between area-level distributor leadership and RSWE senior management.
•  Build distributor relationships, providing prompt response and action to grievances, complaints and requests.
•  Manage assigned accounts within all trade channels (on-premise; chains; key retail)
•  Effective management and use of merchandising, POS, and promotional materials and budgets.

•  Responsible for providing timely and accurate reports as required, including business reviews, market reports, expense reports, etc.
•  Maintain files with appropriate, current and relevant historical information in an organized manner, including account contact profiles, pricing, discounts, marketing programs (POS & incentives), depletions, accounts sold data, distributor meetings & ride-with documentation, travel & entertainment, brand information, etc.
•  Participate in various promotional activities, such as tastings, special promotions and presentations, sales blitzes, crew drives, wine tasting dinners, etc.
•  Ensure that the RSWE culture is consistently supported in all business and employee interactions, which includes both ethical and legal aspects, complying with federal and state laws and RSWE Company policies and procedures.

PROFESSIONAL REQUIREMENTS:

•  Bachelor’s degree from a four-year college or university.
•  5+ years of experience in the wine industry, preferably experience with wholesaler and supplier. Previous work in experience in the territory preferred.
•  Wine knowledge and education.
•  Solid performance record of volume and profit plan achievement.
•  Proven system of identifying new business, developing forecasts, setting distributor objectives, developing sound pricing plans and monitoring performance.
•  Excellent communication, interpersonal, presentation and negotiating skills.
•  Strong business acumen, analytical and fact based selling skills.
•  Computer proficiency in MS Office is a must and well versed in the use of relevant syndicated data (i.e., IRI, Neilson, etc.)
•  Proficiency in data management systems such as MS Office, Power BI and CRM platforms.
•  Must have a current valid driver’s license and clean driving record.
•  Willingness to travel 50%+ of the time.
•  Flexible schedule for evening and weekend appointments.
•  Must be able to lift a case of wine.

KEY INTERNAL RELATIONSHIPS:
Regional Vice President of Sales
Regional Sales Managers
Director National Accounts On & Off Premise
Pricing Analyst
Marketing Brand Manager
Trade Special Events Coordinator

KEY EXTERNAL RELATIONSHIPS:
Local Distributor Executive Leadership
Distributor Sales, Marketing & Operations Organizations
Regional Customer Buyers
Local Agencies & Vendors
Local Industry Influencers