Responsible for managing and achieving Rodney Strong Wine Estates (RSWE) sales, distribution and market development objectives across the State of New York, encompassing both On-Premise and Off-Premise independent channels.
Responsible for total market performance, including depletion volume, distribution, key account growth, new business development, programming, promotional activity and account execution. Achieve market objectives by working independently and in partnership with territory distributor leadership, sales teams and key account decision makers.
Optimize distributor execution through clear objectives, programming, education, field work and consistent communication while building sustainable business and increasing RSWE's presence within the New York independent account universe.
PERFORMANCE METRICS
•  Total Market Depletion Volume
•  On-Premise Depletion Volume & Distribution
•  Off-Premise Distribution, Display & Promotional Activity
•  Key Account Growth
•  New Business Development
•  Independent Account Distribution Growth
•  Trade Channel Development
•  Account Sold / Distribution Growth
•  Leading Indicators of Performance
•  Expense Management
SCOPE OF RESPONSIBILITIES
Market & Business Management
•  Develop annual and monthly New York market goals, channel objectives and leading indicator expectations with the Area Sales Director and Regional Vice President.
•  Develop and execute strategies to grow RSWE across both On-Premise and Off-Premise independent channels.
•  Analyze distributor and RSWE reporting to identify opportunities, gaps, underperformance and successes and translate insights into specific actions.
•  Monitor market trends, competitive activity and brand performance through regular use of IRI and other relevant syndicated data.
•  Analyze account sold, distribution and depletion data to identify gaps and opportunities within the independent account universe.
•  Clearly communicate market objectives, programs, priorities and performance versus budget with appropriate distributor personnel on a regular basis.
•  Proactively identify solutions and opportunities to close performance gaps and drive incremental business.
•  Maintain accountability for assigned budgets, including market support and travel and entertainment.
Distributor Management & Execution
•  Build and maintain strong working relationships with distributor leadership, Division Directors, Managers and Sales Representatives.
•  Participate in regular distributor planning meetings, business reviews, work-withs and field rides to drive execution and strengthen relationships.
•  Communicate current programs, incentives, priorities, successes, competitive activity, ratings and POS opportunities to distributor personnel.
•  Document and recap distributor meetings and ensure timely follow-up on action items, presentations and field work.
•  Optimize distributor execution through clear goals, education, programming and consistent performance management.
•  Provide distributor staff training and education across both On-Premise and Off-Premise channels.
On-Premise
•  Develop On-Premise channel development goals, programming calendars and monthly leading indicator expectations.
•  Maintain and grow relationships with key On-Premise accounts and decision makers throughout the territory.
•  Identify and develop new On-Premise business and targeted account opportunities within the independent account universe.
•  Build account distribution and increase BTG placements within designated and target account universes.
•  Conduct account calls, tastings and impactful presentations with existing and target accounts, independently and with distributor personnel.
•  Execute staff trainings, wine dinners, membership club events, sommelier engagement and other relevant account programming.
•  Develop and manage a regional On-Premise account funnel and targeted account distribution plan.
•  Ensure On-Premise staff are knowledgeable and confident recommending and selling RSWE wines.
Off-Premise
•  Develop Off-Premise depletion, distribution and sales goals with the Area Sales Director and Regional Vice President.
•  Build and maintain effective working relationships with distributor sales leadership and sales representatives.
•  Develop strategies to maintain existing independent accounts and increase distribution, displays and promotional activity.
•  Schedule regular distributor work-withs to build relationships and improve execution within key independent accounts.
•  Provide product training and education to distributor sales teams.
•  Monitor account sold for gaps, underperformance and successes and develop action plans accordingly.
•  Monitor distribution, display execution, promotional activity and trade channel development within the independent account universe.
•  Leverage POS, programming and promotional opportunities to increase brand visibility and sales.
•  Identify and develop new independent Off-Premise accounts and opportunities for incremental distribution.
Communication & Reporting
•  Communicate relevant business updates, opportunities and problem areas to the Area Sales Director and Regional VP
•  Provide weekly call reports and monthly planning calendars.
•  Maintain regular reporting on target account development, distributor execution, channel performance and market opportunities.
•  Communicate successes, events, meetings, competitive activity, current scores/ratings and available POS and merchandising programs to distributor personnel.
•  Follow up consistently after presentations, distributor field work, account meetings and market initiatives.
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.
•  Two or more years’ experience in the wine industry, preferably with a wine wholesaler and/or supplier. Previous experience in NY market.