POSITION OVERVIEW: Responsible for Rodney Strong Wine Estates (RSWE) sales and merchandising
activity for specified grocery/drug chain and independent accounts within a specified territory. Works
closely with distributor chain/category management and off premise regional accounts teams to
increase RSWE footprint within the market.

PERFORMANCE METRICS:
•  Depletion Volume
•  Distribution, Display, Promotional Activity & Trade Channel Development
•  Timeliness and quality of deliverables including budget/expense management, reporting,
regular correspondence with key accounts and distributor stakeholders

SCOPE OF RESPONSIBILITIES:
•  Develop programs, incentives, distribution, and merchandising metrics with ASD, RVP, National
Accounts Director, and key distributor managers.
•  Build and maintain effective working relationship with distributor chain merchandising
management and chain store-level buyers.
•  Responsible for product training to distributor chain/off premise teams.
•  Schedule surveys, sales blitzes, demos, regularly execute Pavilions 2.0 tastings and conduct
regular collaborative distributor market work.
•  Maintain existing accounts and increasing distribution and promotion of brands within specific
territory.
•  Provide consistent correspondence to distributor personnel stating current programs and
incentives, reinforce goals as well as the following:
o Monthly execution recap
o Bi-weekly CPRs from major chains (2X/month)
o Requests to correct inconsistencies in pricing or product placement
o Events and meetings schedules & requests
o Pertinent competitive activity
o Current scores/ratings on vintages
o Current POS (point of sale) for merchandising programs.
•  Monitor market trends and competition with regular use of IRI data, and Compass when
applicable.
•  Analyze distribution gaps, underperformance, and successes within key accounts
•  Communicates to supervisor all related business, including weekly call reports, monthly planning
calendars, target account development, any problem areas, etc.
•  Adheres to all budgets assigned, including market support and travel & entertainment.

PROFESSIONAL REQUIREMENTS:
•  Bachelor’s degree from a four-year college or university; or four years related experience and/or
training; or equivalent combination of education and experience.
•  Previous chain merchandising experience in the territory mandatory.
•  Two or more years’ experience in the wine industry, preferably experience with wine wholesaler
and supplier.
•  Solid record of performance, consistent achievement of goals.
•  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 use of relevant syndicated data
(i.e. IRI, Neilson, etc.)
•  Must have a current valid driver’s license and clean driving record.
•  Flexible schedule for evening and weekend appointments or events.
•  Must be able to lift a case of wine.

KEY INTERNAL RELATIONSHIPS:
Regional Vice President of Sales
National Account Director, Off Premise
Marketing Brand Manager
Trade Special Events Coordinator

KEY EXTERNAL RELATIONSHIPS:
Distributor Chain Merchandising Managers and Teams
Independent Off Premise Regional Accounts Team
Regional Customer Buyers
Local Agencies & Vendors
Local Industry Influencers