Southeast Division Manager

Position: Southeast Division Manager
Reports to: VP, National Sales Manager
Department: Wholesale
Status/Classification: FT, Non-Exempt
Job Level: Mid-level management
Territory: Primary – FL. Secondary – GA, AL, MS, Caribbean Islands
Salary: Commensurate with experience and qualifications

We are a 100% Estate Grown, Produced and Bottled winery in the High Valley AVA of the North Coast of California in beautiful Lake County. We are seeking an experienced Division Manager that is looking for a dynamic growing winery focused on quality that truly values our employees as our greatest asset. Key aspects for the Southeast Division Manager are selling and brand-building the Brassfield Estate Winery portfolio of wines to existing customers, developing new key accounts, opening new markets, and managing our wholesaler partners to assigned goal achievement. The Division Manager should think like an owner and is accountable for a sustainable record of sales achievements accomplished with a broad knowledge of our products, philosophy, and policies, as well as the competitive landscape.

Qualifications

1. Must be at least 21 years old.
2. Entrepreneurial spirit and field sales experience with an emphasis on new business development, face-to-face selling, and ability to close the sale.
3. A background selling wine in the key markets of Florida is mandatory.
4. Provide evidence to support sales achievements with 2 years management experience.
5. Experience working with structured sales-driven companies and individuals.
6. Must be meticulous, efficient, and possess solid time management skills.
7. Strong business acumen, keen negotiating skills, and excellent computer skills.
8. Three years or more experience working for a wine distributor or supplier/importer.
9. Proficiency in MS Outlook, Word, Excel, Publisher, and PowerPoint.
10. Currently resides in the territory and has market equity with wholesaler and key accounts.

Core Responsibilities

Distributor Management

1. Manage wholesaler execution of assigned Brassfield depletion and account sold targets.
2. Design and communicate performance tracking method to achieve or exceed annual accounts sold, depletion and shipment objectives, and profit goals in your markets.
3. Coach distributor sales members and educate them on our brands, brand activation initiatives, and execution standards.
4. Implement standard to gain distribution in the top twenty accounts for each BDM throughout key Florida and Georgia markets. Work with the distributor export team to grow our business in the Caribbean islands and LATAM.
5. Build and deliver Quarterly Business Reviews with distributors and Division Manager.
6. Evaluate Competitive Pricing Reports as a vehicle to ensure compliance of shelf pricing.

Administration & Analysis

1. Constantly monitor all applicable financial records, budgets, and forecasts for assigned area.
2. Responsible for pricing and DA budget ownership for assigned markets.
3. Follow pricing policies that capitalize on market opportunities while delivering company contribution budgets.
4. Analyze results and make recommendations to continue driving growth and profitability.
5. Employ data tools to identify, plan, and execute opportunities for portfolio expansion within geographic region.
6. Travel and Expense Reports must be submitted monthly on the Brassfield Expense Reporting software, Concur, and within your allotted T&E budget.
7. Manage VIP Tour and Tasting Requests at winery and submit on Brassfield’s internal form.
8. Provide senior management with requested reports including monthly accomplishment recap, regional account updates, top 50 account updates, work-with schedules, etc.
9. Deploy winery resources including Brassfield’s marketing and hospitality teams, and our web-based sales management portal.
10. Maintain your shared calendar with the wholesale team and management.

Sales & Customer Management

1. Work “on the street” in your assigned market a minimum of 3 to 4 days per week making account calls alongside distributor, independently in key accounts, or with BDMs.
2. Conduct regular calls on the top accounts in the region in addition to distributor market “ride-withs” to ensure sales execution, pricing integrity, and brand building initiatives are implemented.
3. Responsible for meeting or exceeding our all-premise sales objectives including national account compliance, execution of marketing programs, and attainment of profit goals.
4. Consistently call on key accounts to implement and review our brand program priorities.
5. Deliver staff trainings for all-premise accounts.
6. Develop and lead all-premise promotional events with NY/NJ BDMs.
7. Create and maintain an organized database of key on-premise accounts with FL/GA BDMs.
8. Participate in trade and consumer tastings, as well as wine dinners, for our key accounts in the markets.
9. Work closely with the Brassfield management team for guidance and development.
10. Conduct all duties in a professional, effective, and efficient manner that meets the Brassfield Estate Winery standards.

Success Factors & Preferred Skills

1. Established working relationships with independent retail, and on-premise accounts.
2. Proven track record of achieving sales goals and growing distribution for Luxury and Premium wine brands like Brassfield.
3. Excellent presentation, public speaking, and computer skills.
4. Track record of effectively managing and developing direct reports.
5. Ability to cultivate strong relationships with distributor, key customers, and Brassfield team.

Working Conditions

1. Work schedule to include weekdays, with some weekends, holidays, and evenings.
2. Requires 25% travel.
3. Must be able to comfortably lift and move wine averaging 40 pounds per case.
4. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.