Regional Director- Control States

1 month ago

Mishawaka, Indiana, United States Proximo Spirits, Inc. Full time
Position Summary
Responsible for market performance and delivering annual plan using tactical and price budgets through Broker management.

Must deliver results by leveraging Proximo portfolio and ATL support with targeted BTL activity to include new item authorization, in-market program execution and distribution gains. Understand competitive landscape and opportunity gaps to close and eclipse to be the fastest growing spirits company in the market. Work collaboratively internally and externally with clear expectations defined and progress measured with tracking tools. One must reside in Pennsylvania.


Role & Responsibilities
  • Control States operational knowledge - PLCB and IA ideal
  • Proficiency with NABCA data and NABCA Diver to identify opportunity gaps
  • Optimize price support budgets to leverage sales in key selling periods
  • Process invoices from state and broker Mentor and develop area manager(s) in markets
  • Secure new item authorizations with state guidelines and timelines
  • Monitor inventory levels and bailment levels for respective state(s)
  • Prepare and facilitate broker meetings and program expectations for market(s)
  • Develop on-premise programs to increase PODs with ACV focus
  • Partner with Trade-Marketing and Commercial Planning teams to develop market centric programs
  • Have / develop understanding of marketplace dynamics, including chain, independents On &Off National and Regional Chain Accounts
  • Manage T&E and tactical budgets. Communicate any changes in plans/dollars for redistribution based on market needs and competitive activity.
  • Manage broker at all management levels for engagement and results
  • Conduct business reviews with brokers that are focused on commercial prioroities and providing clear direction for broker teams on and off-premise
  • Maintain a regular call schedule with broker and key retailers on and off-premise

Key Competencies
  • Business Acumen--Understands business implications of decisions; Knows levers impacting profitability. Demonstrates knowledge of market and competition. Aligns work with strategic goals.
  • Analytical--Synthesizes complex or diverse information. Uses intuition and experience to complement data to formulate winning market plans. Designs work flows and procedures..
  • Strategic Thinking - Develops strategies to achieve organizational goals both near-term and long-term. Understands organization's strengths & weaknesses. Analyzes market and competition. Identifies external threats and opportunities. Adapts strategy to changing conditions.
  • Innovation--Displays original thinking and creativity. Meets challenges with resourcefulness. Generates suggestions for improving work. Takes initiative.
  • Problem Solving--Identifies and resolves problems in a timely manner. Gathers and analyzes information skilfully. Develops alternative solutions. Works well in group problem solving situations
  • Leadership--Exhibits confidence in self and others. Inspires and motivates others to perform well. Effectively influences actions and opinions of others. Accepts feedback from others. Gives appropriate recognition to others.


Key Relationships:
  • Close working relationship with distributor/broker management. Highly collaborative with Marketing and DVP Sales to engineer right approach to handling geography, priority markets and brands.
  • All other functional groups, Trade Marketing, Production, Commercial Strategy, HR, Legal, Compliance


Knowledge and Experience
  • Bachelor's degree
  • 6 plus years relevant experience in the consumer goods industry, spirits experience and/or 3 tier distribution experience preferred.
  • Demonstrated sales management abilities with proven success in delivering sales goals and objectives.
  • Ability to build and maintain strategic working relationships with distributors and accounts
  • Proven team leadership and people development skills.
  • Proficient in Word, Excel and PowerPoint
  • Ability to navigate Diver and other sales reporting systems
  • Strong interpersonal, influencing, negotiation, time management and presentation skills required
  • Must have a valid state drivers license

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