Director of Sales - NM, OK, LA, MS
Company: The Wine Group
Location: Livermore
Posted on: March 18, 2023
Job Description:
At The Wine Group we are passionate about our people, our future
and our wine. We are America's second largest wine producer by
volume with over 1,200 employees globally across 12 locations in
California, New York and Australia. We are proud to be responsible
for many of America's most beloved wine brands, including Cupcake,
Franzia, Chloe, Concannon, Benziger, Imagery, AVA Grace, 7 Deadly
and more. We are dedicated to our culture built on values like
entrepreneurialism, innovation, social responsibility and
stewardship. To learn about us and our career opportunities, check
us out at www.thewinegroup.com and then come join the exciting
journey at The Wine Group.
JOB SUMMARY
The Director of Sales will be responsible for leading sales in NM,
OK, LA, and MS for The Wine Group portfolio of brands in all sales
channels. The role will be responsible for wholesaler management,
financial ownership, budgeting, merchandising, trade marketing,
retail planner execution and the management of TWG corporate
initiatives. In addition, the Director of Sales will have
accountability for the recruitment, training, and development of
TWG Sales force in the dedicated markets.
ESSENTIAL FUNCTIONS
- Understand TWG initiatives: Manage field sales, trade
development, execution, merchandising, private label, national and
local sales initiatives. Responsible for prioritization with each
channel and division both internally and externally.
- Build relationships with wholesaler, retailers and TWG
divisions (Sales, Trade Development, Sales Planning, Finance,
Operations, Customer Service, Corporate Brands, Marketing, Trade
Marketing, Chain Execution, On-Premise Team, Integration
teams).
- Strategy and Analytics: Responsible drawing insights,
developing strategy and sales plans that can be executed at the
market level. Assist in developing and implementing annual
operating plan which includes financial, volume, and distribution
objectives.
- Distributor Management: Drive TWG monthly priorities and
initiatives through all levels of the wholesaler.
- Schedule and lead effective sales meetings with all levels of
SGWS and RNDC Field Sales and Chain management including consistent
business reviews.
- Become preferred supplier through development of best
practices.
- Chain Account Management: Lead annual and monthly planning on
key national accounts, alongside corresponding wholesale chain
account executives and TWG Area Managers.
- Work closely with TWG/SGWS/RNDC headquarter teams on a monthly
basis to establish strategy, pricing, forecasts, manage inventory
and align merchandising objectives.
- Work closely with TWG account teams to ensure alignment with
local team.
- Inventory: Responsible for inventory management, with the goal
to limit supply chain disruption for both national and private
label brands for all retailers in designated market.
- Pricing: Responsible for the establishment, mix, allocation,
approval, and execution of pricing playbooks for both wholesalers,
on-premise channel, and retail chain banners in designated
territory.
- Manage Direct Reports: (1 - Area Mgr. covering LA/MS.)
Training, development, coaching and accountability for delivering
annual plan
- Administrative Responsibilities: Handle administration as
required by both the Trade Development and Sales Teams in
market.
- Monthly Sales Forecasting
- Goal Setting for both Sales and Trade Development Teams
- Manage any necessary program trackers (national, regional, and
local)
- Manage assigned budgets and complete expense reports with any
relevant Travel and Entertainment expenses for both self and
team
- Frequent presentation builds and business reviews
- Support and model all Company procedures and policies
- Demonstrate a passion to win and help build a dynamic TWG Sales
Team
- Live the Values: Embrace and demonstrate The Wine Group's
Values: Long-Term Sustainable Value Creation, Relentlessly
Entrepreneurial, Empowered People, and Responsible and
TrustworthyQUALIFICATIONS
- Bachelor's Degree
- 8+ Years Field sales experience with a Supplier or
Distributor
- Strong Analytical Skills. Preferred to have advanced skills in
Excel, Power BI, MicroStrategy, VIP, and other analytics / visual
tools
- Ability to understand, interpret and draw insights from
IRI
- Advance Presentation capabilities in both building selling
stories and presenting to audience
- Willing to travel and with overnight stays as needed
- Experience with pricing, price modeling, ability to manage
target market retails.
- Must be a well-organized, self-starter, with an ability to work
independently as well as in a team environment and be flexible to
changes in the wine industryPHYSICAL DEMANDS
- Ability to perform tasks requiring bending, stooping, standing,
and twisting in an office environment.At The Wine Group, we are
proud to be an equal opportunity employer and we are committed to
an environment of mutual respect, diversity, and inclusion.
Qualified applicants will receive consideration for employment
without regard to race, color, religion, sex, sexual orientation,
gender identity, genetic information, national origin, disability,
protected veteran status or other characteristic protected by
law.
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Keywords: The Wine Group, Livermore , Director of Sales - NM, OK, LA, MS, Executive , Livermore, California
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