Director of Sales - Western Region

POSITION SUMMARY : The Western Division Director of Sales is responsible for delivering the volume and financial goals for 9 states that make up the Western Division.Grow portfolio sales and distribution across all channels through wholesaler leadership team management and effective collaboration with all key stakeholders.Key responsibilities include directing, managing, training and developing a best-in-class team of Regional and Channel Managers in the Western Division.DISTRIBUTORS AND MARKETS:RNDC:California, Washington, Oregon, Alaska, Hawaii and ArizonaJohnson Brothers:Southern NevadaBreakthru Beverage: Northern NevadaMultiple Wholesalers in Montana and IdahoKEY RESPONSIBILITIES :AOP ManagementOwns the annual operating plan for the Western Division including delivery of established volume and distribution goals by brand within established budgetsResponsible for continuously measuring performance against the annual plan, providing updated forecasts and development of alternative strategies for success as neededDistributor ManagementOwns the relationship with wholesalers at the senior leadership level including Regional Presidents, State General Managers and Regional Portfolio ManagersDirect responsibility for California and leadership of new Bogle CA channel managersHolds senior distributor management accountable for performance to established goalsAbility to negotiate distributor investment and commitments as requiredPrepares and delivers impactful distributor TTT reviews and meetings on a regular basis that measure current performance and provide alternative strategies and solutions as requiredEffective use of data to identify new sales opportunities, distribution gaps, enhanced profitability and execution across all markets.Prepares and conducts monthly business updates with all key distributor stakeholdersPerceived by distributor organization as a leader, a decision maker and a problem solverDirect Report ManagementProvide leadership and guidance to all direct reports for the development and implementation of their key responsibilities including goal setting, program development and budgetsManage adherence to established T&E and brand spending budgets by sales managerDevelopment of key performance objectives and measures for all direct reports aligned with company and brand prioritiesProvide consistent and constructive feedback to all team members and directly address developmental needsProvide effective coaching and mentoring for all team members as well as direct disciplinary actions as requiredConduct thoughtful and professional employee reviews in compliance with company policiesLeadershipPerceived as a thought leader and market expert across all markets and channelsLeads by example and provides direct leadership of key programs and promotions in the fieldStrong business acumen and professional demeanor.Values honesty and integrityAccepts responsibility for failures and shares the credit for accomplishmentsPrepares and conducts effective and inspirational division sales meetings twice per yearKnowledgeStrong understanding of the overall wine industry and the 3-tier systemStrong understanding of how to effectively navigate wholesalers at all levelsIntimate knowledge of what drives performance across all markets in the regionIntimate with the details of how each channel and key customer operates in the region including how they buy, how they promote, pricing and margin standards.SkillsSelf-starter.Is self-motivated and able to work independently.Goal oriented: Strong work ethic and takes personal ownership for delivering resultsOrganization:Possesses strong organizational skills and business disciplineBusiness acumen:Ability to present themselves and the company professionallyCollaboration: Ability with achieve results with others (internal and external)Relationships:Passionate about building strong relationships with accounts and distributorsPresence:Ability to build and deliver impactful presentations to accounts and wholesalersAnalytical:Ability to analyze business; identify issues and opportunities, provide solutionsNegotiation:Ability to create and negotiate win/win solutions with distributors and accountsCustomer focus:Ability to understand business needs through the eyes of the buyerIntegrity:Is honest and transparent.Takes responsibility for their actionsAdministrativeMastery of all internal and distributor reporting systems (I-Dig / Pricing 2.0 / Nielsen Data)Staying current on competitive activity and pricingRegular reporting to VP of sales as requestedTrack, measure and report performance on a monthly, quarterly and annual basis vs. goalsAttendance at all National and Regional meetingsFamiliarity and compliance with all regulations in states of responsibilityQUALIFICATIONS:Strong working knowledge of region and distributor network is requiredMinimum of 10 years’ sales leadership experience in the industryBachelor’s degree is preferredTechnologically proficient in Word, Excel, Power Point, VIP or DiverOut of the area travel including overnight stays will be required.Must have a current driver’s license and be insurable by the company insurance provider.PHYSICAL REQUIREMENTS:Must be able to sit, work on a computer, and use office equipment for up to 8 hours/day.Must be able to stand, bend, and walk for up to 8 hours/day.Ability to lift and carry at least 55 lbs. such as wine cases and other materials occasionally.

#J-18808-Ljbffr