Western Regional Sales Director

MZN Management Group; Singapore; On-site; USD 90,000 - 130,000; Full time

Job summary

A leading company in the wine & spirits industry is looking for a Regional Sales Manager to oversee operations in the Western U.S. Sales Region. This pivotal role involves managing distributors, conducting market analysis, and collaborating with various teams to meet sales goals. Candidates should possess a Bachelor's degree and significant experience in sales management within the industry.

Qualifications

• 6+ years of relevant experience in the wine & spirits industry.
• Proven sales management abilities and track record of meeting sales goals.
• Strong interpersonal, influencing, and negotiation skills.

Responsibilities

• Overseeing sales activities and managing State Managers.
• Conducting market analysis and building relationships with distributors.
• Collaborating with the marketing team for effective product positioning.

Skills

Sales Management

Market Analysis

Negotiation Skills

Education

Bachelor's degree

Tools

MS Office Suite

CRM Tools

Job description

You will be based in California and will be responsible for overseeing State Managers from AK, CA, HI, ID, MT, NV, OR, UT, WA, WY. As the leader of the Western U.S. Sales Region, you will play a crucial role in achieving sales and distribution objectives. This will involve overseeing sales activities, planning, budget analysis, and management. You will need to have significant distributor management skills and capabilities as you will be managing several direct reports throughout the region. Your main goal will be to drive collaborative in-market excellence to deliver sales and profit goals in the Western Sales Region.Your responsibilities will include managing distributors from top to bottom and establishing key relationships within the network. You will conduct ongoing market analysis, assess competitors and market intelligence, and focus on future value creation. Collaboration with the marketing team will be essential to provide in-depth analysis and understanding of all channels of distribution within the market. You will also need to analyze the impact of key programs, evaluate their effectiveness, and build on successful initiatives. Recruiting, developing, coaching, and managing the performance of direct reports will be a key part of your role.Developing beverage alcohol insights to advise and inform the team on strategies that drive volume and profit growth will be crucial. You should have a broad understanding of marketplace dynamics, including chain, independents On & Off, Regional Chain Accounts, and control states. Managing T&E and tactical budgets and communicating any changes in plans/dollars for redistribution based on market needs and competitive activity will also be part of your responsibilities.You will be expected to conduct timely business reviews with distributors, identifying key issues and recommending courses of action. Maintaining proper inventory levels on all brands to ensure the success of local programming and long-term growth will be essential. Pricing analysis and maintaining updated price structures for all brands/sizes and markets will also be a critical aspect of your role. Regular communication with distributors, retailers, and on-premise trade is key to success. Networking within existing distributors in each market(s) and interacting with different functions such as sales, purchasing, operations, marketing, and finance will be necessary.Additionally, you will manage the local implementation of On & Off Premise National Account programs, mandates, and recommendations. Observing competitive activity, reacting to pending threats to objectives, and providing feedback to senior management and marketing will also be part of your responsibilities.To qualify for this position, a Bachelor's degree is preferred along with at least 6 years of relevant experience within the wine & spirits industry. Demonstrated sales management abilities with a proven track record of delivering sales goals and objectives will be required. Building and maintaining strategic working relationships with distributors and accounts, as well as possessing team leadership and people development skills, are essential. Proficiency in Word, Excel, PowerPoint, and Outlook is necessary, along with the ability to navigate Diver, VIP, and other sales reporting systems. Strong interpersonal, influencing, negotiation, time management, and presentation skills are also required for this role.,

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