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Vice President of Sales, Southeast Region

Terlato Wines

Miami, FL

Job Description:

Position Summary:
Responsible for overall management and direction of a sales force covering multiple states and distributors, including developing and training field sales employees to achieve and surpass distribution and depletion goals and manage within budget targets within defined sales channels. Oversees the development of local market business plans—which include strategic and annual growth and investment objectives, organized around target consumer initiatives and the total market—and assures their execution. Position typically works with Executive Vice President of Sales, and is recognized for a thorough understanding of all aspects of sales management, long and short range business planning, motivation, and team building. The incumbent is expected to understand and embrace the Terlato family philosophy, passion and company culture. Reports to Executive Vice President of Sales. Position is based in Florida (must live in Florida).

Position Responsibilities:
•  Directs field strategies and allocates resources in an effort to grow market share and profitability against assigned commitments
•  Leads all sales and local marketing activities across the Division.
•  Responsible for recommending the multi-state long and short range plans to senior management and for allocating discretionary marketing and promotional resources across local markets.
•  Demonstrates the capability to manage competitive broker/distributor and retail programming as well as a suggested pricing philosophy that is consistent with priorities and long-term broker/distributor profit requirements.
•  Coaches, leads, and trains sales team in overall planning and execution processes. Takes responsibility for implementing training of all sales functions for new hires and ongoing needs.
•  Directs motivation and development of sales management team, including monitoring budget target achievement. Accountable for achieving multi-state division volume and distribution.
•  Performs analysis necessary to effectively measure and evaluate broker/distributor commitment to assigned brands and programs as well as sales performance versus volume distribution, display promotion and shelf merchandising objectives.
•  Monitors inventory of Terlato Brands to ensure sufficient inventory levels required to support planned sales activity.
•  Monitors sales reporting process, analyzes data, budgets, and forecasts, ensuring timely and accurate information is available for key executive decision-making.
•  Directs development of divisional sales and marketing programs/materials in conjunction with national campaigns, ensuring continued market growth and leveraging channel effectiveness.

Performance Measures:
•  Execution: Ability to establish priorities and meet or exceed sales goals.
•  Results Oriented: Strong work ethic and drive for success.
•  Judgment: Makes sound business decisions, in a timely, quality manner.
•  Budget Management and Resource Utilization: Conscientious and efficient budget management. Maximizes company profitability and resources in the most effective manner.
•  Leadership: Effectiveness in inspiring TWI to perform at maximum capability.
•  Teamwork: Ability to work and communicate productively with colleagues and Sales Management.
•  Effective in managing people and talent development

•  10-15 years of experience in the wine/spirits industry
•  Bachelor’s Degree Preferred
•  Experience managing and developing high performing sales teams
•  Experience managing multiple distributers across multiple states
•  Valid Driver’s License

Personal Skills and Qualities
•  Strong business acumen and sales analysis
•  Results oriented
•  Commitment to customers and suppliers
•  Pursuit of excellence
•  Competitive urgency
•  In control of the facts of one’s business
•  Leadership
•  Accountability and trust
•  Excellent oral and written communication and persuasion skills
•  Effective in managing people and talent development
•  Concise, articulate and productive communication style
•  Self-motivation with the ability to manage competing priorities

Additional Information:

Job Posted:
Friday, January 10th
Type of Work:
Full Time
Job Category: