General Manager- North Region Job at Avery Brewing in Boston

SUMMARY

The General Manager is responsible for the execution of the region's sales volume plan, sales operating budget, and short/long term regional and statewide strategies. The individual functions as the primary leader of the Region Field sales management team and is expected to establish and maintain relationships across all internal functional areas as well as externally with key distributors and retailers. Responsible for leading Sales, Distribution, Merchandising and Planning efforts within assigned Region while consistently ensuring progress in aligning to Mahou USA principles and strategies. Direct reports include Brand Development Managers, Market Managers and Regional Off Premise Key Account Managers. Accountable for actively leading the execution of all aspects of Mahou USA retail plans within their Region. This position also identifies specific business opportunities and develops and executes necessary strategies in close alignment with National Account Teams, Marketing, Finance and Commercial Strategy/Execution.

ESSENTIAL DUTIES AND RESPONSBILITIES

Include the following. Other duties may be assigned.

Strategic Planning

• Aligns with VP Field Sales, CSO and Executive Team on near- and long-term strategic go to market priorities for Mahou USA portfolio in assigned priority geography
• Reviews, evaluates, and aligns distributor go to market structure to ensure optimal business performance for Mahou USA portfolio
• Develops Mahou USA brand and SKU priorities by class of trade for both chain and independent accounts, aligned with the VP and CSO

Distributor Management

• Owns relationships with all key distributor leadership with the goal of instilling confidence in Mahou USA's business plans to drive greater than fair share of mind within distributor network.
• Aligns with distributor leadership on mutually agreed upon business objectives and strategies and on a regular basis leads performance reviews to ensure objectives are achieved.
• Ensures Market Managers and Brand Development managers are leading and reinforcing Mahou USA retail standards and execution within all distributors across assigned geography
• Responsible for class of trade specific execution across both national and independent accounts within assigned geography

Accountable to Region Sales, Volume, and Revenue Objectives

• Cascaded from Company & respective Region, responsible for attaining annual sales volume, revenue, distribution, and execution objectives
• Accountable to develop integrated annual sales plan and align Distributor Business Plans to implement, execute and achieve assigned goals/objectives (including tactical programs for underperforming markets) in line with Company Strategy
• Owns business direction and content for Annual and Trimester Distributor planning Meetings
• Owns monthly review of performance scorecards with Market Mangers and Region team
• Supports the sales forecasting process- guides relevant state/regional trend details to ensure forecasting accuracy

Manage /Coach/ Develop Region Personnel

• Establishes a team environment based on communication, results, cooperation, and continuous feedback
• Devotes time in-market on a frequent basis, coaching and developing direct reports to drive improved performance, alignment to Company processes and establishing individual development plans.
• Leads engagement with assigned KAM of chain execution priorities across territory
• Conducts annual reviews for each employee Develops, recommends, and executes against approved performance measures. This includes planning, assigning work/responsibilities, developing goals/objectives and managing overall performance

Coordinates Retail Execution Activities

• Directs execution activity of field sales personnel and wholesalers within Region to ensure the implementation of all sales, distribution, merchandising and local tactical/marketing programs for the entire Mahou USA portfolio
• Ensures team is leading regular sales meeting presentations to Key Distributor Sales teams
• Confirms MM/BDM working regularly at retail both on and off premise to drive continuous execution improvements
• Coordinates all retail activity documented and recapped daily/weekly from team
• Collaborates closely with National Account teams both on and off premise to flawlessly execute chain opportunities to maximize Mahou USA Sales and share

Pricing

• Responsible for executing Mahou USA price strategies by brand/sku to ensure that shelf pricing is on brand strategy while maximizing Company's margin/profit.
• Responsible for maintaining accurate records of current market pricing by distributor in addition to updating master pricing file on current Mahou USA FOBs/PTRs/PTCs by package w Pricing team.
• Maintain up to date records of competitive pricing and communicating to Sales Operations and Pricing Manager
• Ensure execution of Quarterly retail price surveys within each Key Distributor Market
• Build recommendations and initiation of corrective actions for Mahou portfolio as needed to ensure competitive PTCs in all on and off premise accounts

Region P&L, Shipments, Retail Volume, Budgets, and Internal process accountability

• Owns weekly and monthly alignment to assigned shipment and volume plans with territory
• Responsible for monthly review of budgets and P&L for assigned territory
• Approves all regional distributor co-op invoices and expense reports submitted from direct reports under Senior Management Direction and within Company guidelines.
• Holds direct reports accountable to operate within annual budget and spending disciplines as driven down by Company Senior Mgmt.

QUALIFICATIONS

• Bachelor's degree (B.A.) from four-year college or university; or eight years sales experience in beverage or beverage alcohol with at least 5 years in sales management or the equivalent combination of education or experience
• Passionate sales leader with combination of entrepreneurial spirit yet proven professionalism
• Strategic thinker with proven track record of driving high levels of execution
• A self-starter who is independently motivated
• Results driven, Energetic & Proactive
• Strong Business Planning Skills
• Demonstrated ability to prioritize tasks and work independently
• Track record of Budget Discipline, Spending controls and ability to maximize Distributor and Company resources
• Strong analytical and problem-solving skills
• Exceptional interpersonal/communication skills both written and oral
• A keen understanding of the three-tier distribution system
• Strong, Impactful relationship-building skills
• Ability to manage time, workload & daily demands
• Polished/Effective Sales, Presentation, and Influencing Skills
• Ability to coach/train/motivate
• Proficient in MS Word, Excel, Outlook & PowerPoint (reporting, presentations, correspondence and documentation purposes)
• Position will require travel (30-50%)
• Must be legal to work in the US
• Must reside within critical geography within assigned territory