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Midwest Sales Director

Knowlton House Distillery

Hybrid > Mosinee, WI

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Job Description:

Job Overview
Knowlton House Distillery is looking for a strong sales executive from the spirits industry with experience in dealing with distributors and key accounts on and off-premise. As the Midwest Sales Director, you will drive performance by providing strategic direction and oversight of profitability management, distributor management, trade channels, field execution, team performance, and talent development.

Job Description
Manage Distributor
•  Build excellent relationships and work closely with importer/distributor marketing, sales, and promotional personnel to ensure the effective execution of marketing plans and the achievement of established sales goals.
•  Develop pricing and discount strategy in line with brand positioning and plan.
•  Work with importer/distributor staff and the trade to educate them on our brands to ensure their understanding of our strategies and maximize their attention to our brands.
•  Create the framework for full importer/distributor accountability through agreed-upon marketing & sales plans; conduct review meetings to evaluate brand performance against objectives and to recommend improvements.
•  Interface with distributor trade marketing and sales team to facilitate implementation of marketing initiatives and identify opportunities to expand the business in existing trade channels.
•  Ensure product and channel strategies are executed
•  Monitor inventory level of product and POS to avoid out-of-stocks. Ensure demand planning is timely and accurate.
•  Conduct trade research and gap analysis, evaluating sales and trade data and reports, including competitive activity.
•  Develop strategic alliances to enhance sales, profitability, and brand presence.
•  Participate in Quarterly Business Reviews with Importer/Distributor and Knowlton House leadership.

Manage Brand(s)
•  Develop & execute distribution strategy, commercial plans, and growth drivers in line with brand strategy.
•  Develop merchandising and point-of-sale programs and guidelines.
•  Co-develop and implement brand plans to deliver annual goals in terms of share, volume, revenue, contribution, distribution, and pricing.
•  Promotions, especially on-premise, will be an essential element in the development of the company's brands. You will supervise promotions to ensure the effective implementation of promotional activity and adherence to brand positioning guidelines.
•  Co-develop & execute experiential programs for consumers, bartenders, and trade, including drinks strategy.
•  Conduct pre & post-promotion/event ROI analysis.
•  Monitor sales and operational expense budgets to within agreed levels of spend. Ensure proper control.
•  Lead financial and operational management, including oversight of pricing, inventory, budget, invoicing, and expenses.

Manage Trade
•  Develop and maintain effective personal relationships with key trade customers, including distributors, wholesalers, retailers, bar suppliers, and on-premise accounts.
•  Develop plans to motivate key on and off-premise accounts to purchase and promote company brands; ensure proper shelf management and adherence to merchandising
•  Monitor accounts sold and distribution levels regularly to ensure the achievement of brand goals.
•  Monitor trade inventory levels of product and POS to eliminate out-of-stocks.

People Development/Relationships
•  Provide leadership internally and externally with the importer/distributor personnel by setting an example, providing guidance, and inspiring all key stakeholders.
•  Train and develop reports on performance expectations and KPIs, to achieve their full potential.
•  Challenge and hold the team accountable for identifying and capitalizing on market opportunities, driving distributor performance, visual merchandising execution, and adoption of sales technology.
•  Lead sales culture (aligned with Company core values), standards, performance coaching, and regional talent development.
•  Provide direction, coaching, and feedback to the team through regular team and 1:1 meetings.
•  Set short and long-term priorities and develop annual goals while adhering to budgeting, forecasting, and financial control processes.

•  Maintain a regular reporting procedure to Knowlton House leadership, including, but not limited to:
•  Performance versus plan (sales, marketing expenditures, pricing)
•  Distribution and key account performance and relationships
•  Competitive activity
•  Changes in the market environment
•  Assist the Knowlton House leadership with information and other special projects as required.
•  Allocate over 80% of their time out in the field
•  Frequent out-of-home market travel and multi-night travel required

•  Proven ability and experience in the sales, marketing, and promotion of fast-moving consumer goods.
•  At least 8-10 years of sales/marketing experience in the spirits segment
•  Knowledge of the alcoholic beverage market/industry.
•  Knowledge of distribution channels and experience in managing distributors.
•  Must be able to travel and dedicate evenings to on-premise as needed
•  People leadership experience
•  Financial and business acumen in the areas of data analysis, reporting, marketing knowledge
•  Excellent written and verbal communication
•  Able to obtain and meet industry licensing requirements as needed
•  Must be 21 years of age and possess a valid driver's license, secure and maintain auto-liability insurance by state laws

What Knowlton House looks for in an employee
•  Professional & personable
•  Very diligent & detail-oriented
•  Deadline-focused & goal-driven
•  Resourceful
•  Helpful & service driven
•  Self-motivated with strong time management skills & thorough follow-through
•  Sincere individual with strong ethics
•  Invests pride & passion in their work & the company/brands they represent

Physical demands & work environment:
Prolonged periods of standing & walking, ability to lift up to 30 lbs

Additional Information:

Job Posted:
Friday, February 24th
Type of Work:
Full Time
Job Category:
Job Level:
Salary Range Based on Experience

Contact Information:

Knowlton House Distillery
Liz McGillis