Strategic Platform: 35%
Participate in the brand planning process; oversee development and execution of regional and
market-based brand objectives
Monitor flow of activities required to achieve brand priorities for assigned market
Work closely with Business Development Managers' to ensure annual market plan is established, executed and reconciled quarterly
Ensure resource allocation supports brand and market/channel opportunity
Prepare and review monthly depletions forecast and update VP of sales with negative and positive variances
Review shipments monthly with distributor to ensure sales targets are achieved
Develop and execute MH price structures to ensure profit maximization while maintaining proper brand and competitor index relationship
A&P / FTT /DPP Management:
Work closely with Business Development Managers' and Finance Director to ensure A&P/ DPP / FTT is allocated and managed in accordance to brand strategy and contracted rates
Formal reconciliation should be performed quarterly in conjunction with director of Finance and appropriate distributor personnel
Develop, control & evaluate A&P budget spend for assigned market
Manage overhead and T&E budgets
Distributor Management: 35%
Ensure preferred supplier status with distributors, agencies, retailers, business partners within assigned market
Provide clear direction to distributors in order to achieve brand and Company priorities
Develop results driven programming with distributor to ensure delivery of qualitative objectives and budget goals
Set, track and evaluate goals for Distributor based on brand/market priorities
Plan and review FTT/ DPP to ensure proper channel allocation and maximum program effectiveness. FTT / DPP must be reviewed and reconciled monthly and quarterly
Conduct monthly planning sessions with distributor Senior Management
Conduct mid month and quarterly business reviews to benchmark progress against qualitative and quantitative goals
Train and assess Distributor Sales force, ensure sales force understands all in store objectives by brand
Regularly participate in distributor market visits to ensure market execution is at or above standard
In - Market Execution: 20%
Develop, oversee, monitor and maintain the highest quality standards of retail executions in order to deliver annual depletion and sales targets
Maximize brand growth opportunities within across all market segments
Direct Portfolio Management team to be best in class and ensure delivery of all qualitative and quantitative objectives with Distributor DTD.
Ensure fact/need based selling tools/techniques are developed and used
Ensure effective pricing strategies are set and aligned across value chain
Oversee POS, feature and display activities to ensure flawless execution and maximum effectiveness
Ensure quality of brand mix, inventory, size mix and market pricing are set to drive short and long term growth and profitability within assigned market
Ensure market goals are linked to brand and Company priorities
Use sales systems to develop metrics, gauge progress and measure successes and to identify opportunities for growth
Develop relationships with key/high image accounts (visit regularly; monitor and give feedback on competitive activity)
Survey the market regularly (4x/year)
Maximize brand growth opportunities within all channels and key sub-channels (On-premise, off-premise, multicultural, casino, LGBT etc...)
Direct menu, back bar, POS, display, shelving, cold box and other merchandising standards to ensure best in class execution while maximizing effectiveness during key selling periods
Monitor and report on the competitive landscape and their core activities.
Monitor in-market activity to develop proactive market plans that maximize visibility, brand value and minimizes competitive growth
Perform program analysis to determine market effectiveness and return on investment
Leverage all media and brand sponsored PR and events for maximum value
Develop direct reports capabilities through PCR process and mentoring
Share best practices across Region Team
SKILLS EXPERIENCES AND QUALIFICATION REQUIRED
Education: Undergraduate Degree
6-8+ years business experience in a Sales leadership role, in a Sales & Marketing environment and within the Beverage Alcohol Industry.
Prior experience in consumer products preferred.
Strong leadership and communication skills.
Strong system and management skills.
Strong knowledge of sales techniques and distributor network.
Solid interpersonal and communication skills.
Must be able to work with all levels of the organization and must be able to adapt to various work styles.
Based in NYC