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Regional Sales Manager – Central

GERARD BERTRAND INCORPORATION

Dallas, TX

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Job Description:

Our entity is charged with acting as the exclusive US importer.

The core mission of the company is to continue to develop the portfolio of mainly French wines through expansion of distribution, strengthening of distributor relationships and a focus on well executed marketing plans.

Summary:
To sustain our rapid growth in North America, we are recruiting a Regional Sales Manager – Central. This position is responsible for managing the business in all the Central States to ensure volume and profit goals are realized.

- Manages assigned wholesalers in a multi-state territory
- Maintains in-depth understanding of wholesale organization & operations
- Plans and negotiates cooperative brand building support with wholesaler
- Maintains key account relations and provides best practice exchange between the markets assigned
- Manages people establishing annual, quarterly, monthly distribution and promotion objectives
- Communicates objectives, activities and results to sales team
- Trains and coaches sales reps to improve selling and wholesaler management performance
- Interacts with State Managers and Account Managers
- Provides customer service support for Assigned Retail Customers
- Plans, sells, executes and measures promotions for key On/Off Premise accounts
- Maintains up to date sales records on account calls, placements, pricing, merchandising, and promotions
- Responsible for managing Travel Expense,

Key Tasks
•  Planning- sets Region Goals that will improve distribution, merchandising, promotion, market share and profitability
•  Sets account visit, accounts sold, placement goals for self and report to’s
•  Establishes appropriate channel strategies
•  Oversees report to’s performance
•  Monitors competitive pricing
•  Establishes discount pattern to maximize monthly sales
•  Manages Local budgets, both for maximum efficiency and to budget plan
•  Provides on-going profitability reviews (ROI) to all brand building activities
•  Maintains Key Account Plans- annual, quarterly, monthly
•  Works closely with distributor procurement management to maintain strong inventory position for all size
•  Provides direction to reports and ensures they maintain strong planning and execution tracking
•  Establishes trackers for all priority distributor sales programs with goals and timelines for completion
•  Monitors channel strategy execution in being conducted in target accounts
•  Conducts mid-month face to face follow up meetings; takes remedial action when needed in order to maximize results
•  Accountable to self and to the team for achieving all assigned corporate goals
•  Maintains a benchmarking approach when reporting month ending programs
•  Conducts distributor work-with’s to motivate, coach, and sell our programs
•  Ensures that merchandising programs are executed to brand standard
•  Secures shipments
•  Analysis- Provides on-going analysis on distributor profitability; sales performance verses goal; monitors retail prices; provides month-ending reports on all distributor programs; identifies distribution gaps verses target list
•  Updates budgets and provides monthly/quarterly commentary to variances to budget plan to senior manager
•  Reviews distributor sales profit by discount level to ensure that profit targets are being met
•  Evaluates merchandising programs and recaps in a timely fashion with a keen sense of ROI
•  Conducts in depth depletion forecast analysis monthly
•  Evaluation- provides feedback on all agreed programs
•  Evaluates team performance on a quarterly basis Provides program end results with full back up, photos of displays, ROI analysis and recommendations to improve
•  Maintains a library of photographs for displays, shelf re-sets, promotions
•  Gathers distributor management feedback on all programs( what worked, what can be improved)
•  Recommends direction for future promotion activity
•  Conducts personnel evaluations at least once per year
•  Other Core Competence Considerations

•  Analytical Proficiency
Gathers more factual evidence of effectiveness ; maximization of discounts to drive sales while reducing Depletion Allowances

•  Operational Management
Achieves objectives within agreed deadlines/timescales

•  Personal Commitment
Is able to create and drive initiatives independently (though not in isolation)

•  Communication
Establish internal vertical and lateral cross-functional contacts/stakeholders – orchestrate and manage their contribution strategically to deliver solutions

•  Relationship Management
Manage and develop the relationships in line with the individual’s cultural and personality type and his/her ability to influence


MINIMUM QUALIFICATIONS
•  Education: Bachelor’s Degree in Business or equivalent, MBA preferred

•  Experience: Minimum of 3-6 years’ experience in consumer goods, preferably in the Beverage Alcohol Industry.

•  Skills/Knowledge: The position requires having strong organizational, management, verbal, written, analytical and interpersonal skills.

•  Candidate should be comfortable working with senior and lower level executives alike.

•  Must be proficient in Microsoft Excel, Power Point and Word

Additional Information:

Job Posted:
Friday, September 24th
Type of Work:
Full Time
Job Category:
Job Level:
Senior