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Regional Manager - CA

Maisons Marques & Domaines

Hybrid > San Francisco Bay Area, CA

Job Description:

Seeking a Regional Manager (RM) to join our Sales Team in California.
In this role you will be responsible for marketing MMD’s international and domestic California portfolio of fine wines and champagnes to distributors and other sales accounts. The RM manages distributors in each state to meet and exceed the business plan and performance objectives.

This is a Full-Time, Salaried Exempt position w/ Benefits for a candidate located in Northern California w/ a history of sales & management experience in the CA market.
Responsible for the creation, implementation, & execution of strategic sales initiatives w/ our wholesaler by channel of distribution. Trade responsibility includes On/Off Premise, Chain, & Independent, Regional, National, & other licensed retail wine accounts.

Key Responsibilities CA State RM:
Team engagement:
Responsible for working w/ the Director Western US and overseeing the 3 District Managers to execute the sales priorities & agenda of the MMD portfolio:
•  Monthly team meeting w/ Director & team to review key initiatives, upcoming planning and programming, supplier visit organization, marketing needs, goals and successes
•  Regular check in w/ individual DM’s to stay engaged in region, exchange updates, redirect energy, support challenges

Distributor Management
•  Maintain current & up-dated knowledge of the US system of wine & spirits distribution w/ distributors, suppliers & top accounts.
•  Use excellent communication & persuasion skills to secure distributor focus & efforts on company brands.
•  Develop, train, motivate and manage distributor sales personnel within territory.
•  Conduct monthly or bi-weekly General Sales Meeting (GSM)
•  Conduct tastings/seminars to motivate distributor sales staff or key accounts. Use of visual aids
•  Work w/ MMD DM team to engage & educate the distributor in understanding the culture, long-term objectives & current industry news of the wineries represented by MMD USA w/ goal of focus, engagement & prioritization of MMD wines
•  Identify & prioritize individual sales team meeting cadence & build a yearly plan for the entire team to build a full understanding & coverage of the portfolio.
•  Work w/ the distributor to build creative & compelling pricing strategy & incentive programing while maintaining SRP & costs of support
•  Work w/ the distributor to support their internal team programming

Inventory Management
•  Weekly sales call to address immediate needs w/ team, review etas on open orders, manage stock transfers north to south
•  Monthly planning session w/ the distributor to identify needs w/ MMD inventory & execute corresponding domestic & DI order program.

Chain Management
•  Build & maintain an annual chain plan w/ a goal to not only maintain but increase sales. The plan should include:
•  All basic contact information
•  A review & outline of historical data w/ projections for the year & a tracker to track success or challenges & allow for the opportunity to pivot when not on track w/ goal
•  An understanding of individual pricing structures within each retail group
•  The needs & costs for promotional supports to gain features & visibility & a plan to execute on these needs to drive for success
•  Prioritized targets for new items for growth
•  In addition to the overall plan, chain responsibilities include:
•  Coordination w/ the distributor chain KAM to execute initiatives
•  Coordination of merchandising team through direction & incentive to accomplish goals
•  Management of all back of house paperwork through engagement of SGWS trade development

Marketing
•  Maintain a thorough & current understanding of the culture, long-term objectives & industry news of the wineries represented by MMD USA.
•  Conducts tastings/seminars to motivate distributor sales staff or key accounts. Uses visual aids or Power Point presentations.
•  Ensure market penetration of all company products & maintain & improve the products image.
•  Develop & implement marketing programs to achieve marketing objectives including sales objectives, distribution objectives, merchandising goals where appropriate, estimated costs, pricing goals & profit structure. Utilizes Programming and/or Incentive tools to help organize & project marketing expenses.
•  Launch new products & determine proper distribution channels.

Account Management / Sales
•  Work w/ management to identify key accounts in major markets & classify those accounts according to the criteria set by MMD USA. Provide annual updates.
•  Implement management directed sales objectives to achieve penetration in various segments & territories which are of particular importance for each of the products.
•  Monitor pricing level for off-premise licenses.
•  Makes product presentations, promotes new & existing portfolio items to expand & grow the business.
•  Meet/exceed assigned monthly quotas & placement objectives using resourcefulness & persistence.
•  Assist customers w/ inventory management responsibilities (product availability/new product placement & rotation of stock).
•  Merchandise off-sale/retail accounts & reset shelf space, cold box & build displays to correspond w/ promotions & incentive programs.

Reporting, Planning, Organization of Salesforce Activity & Task Management
•  Research, organize & present sales reports, quota attainment, market feedback & results every two weeks to the Director of Sales. Gathers necessary required information from Distributors or accounts.
•  Conduct market/pricing analysis as requested.
•  Utilize Outlook Calendar & VIP Karma daily to manage tasks, appointments, events & coordinates activities w/ MMD management.
•  Accurately complete “deals organizer” on VIP 2.0 & submits to Director of Sales before new program implementation.

Budget
•  Manage all aspects of budget to include sales and marketing budgets as well as personal travel, entertainment and office expenses.

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Additional Information:

Job Posted:
Friday, June 21st
Type of Work:
Full Time
Job Category:
Job Level:
Senior
Compensation:
$1‌2O,OOO.OO ‍−‌ $14O,OOO.OO
Reference No:
MMD-Sales-CA

Contact Information:

Maisons Marques & Domaines
Christopher Beecher