Business Development Manager, Los Angeles
2 weeks ago
BUSINESS DEVELOPMENT MANAGER, Los Angeles
REPORTS TO
Portfolio Director, US
PURPOSE
The US is a newly established strategic growth market for Group Bollinger. We are looking for a strong Business Development Manager. This is a sales-focused position, with the extended responsibility of education and leadership.
Salary Range : $80k-$100k
Major Responsibilities
SALES: ACT AS AN ACTIVE SALES PROMOTER OF OUR BRANDS. SUPPORT AND DEVELOP WINES SALES WITHIN THE MARKET (75%) ALL\tTogether with her/his management, work on a clear hit list of “to conquer” accounts in strategic On- & Off-Premise sub-channels within the identified sales territory.
•\tReach KPIs for new points of sales and velocity.
o\tSpend much time with identified gatekeepers to promote and develop sales.
o\tWork with distributor to best approach selected accounts.
o\tBuild a plan to professionally and proactively reach identified targets (individually or with distributors).
o\tReport weekly and monthly and accurately on progress made.
o\tLook for opportunities to extend the target list.
o\tRelentlessly ensure visibility and actual placement on wine lists.
o\tEnsure inventory levels at account level are sufficient.
•\t‘Open bottles’ mindset:
o\tBe supportive and help the sales teams win or increase # of listings within or outside active accounts.
o\tWhen requested, support commercial blitzes.
o\tAct as a proud representative of the portfolio in all you do.
•\tDevelop a customer and trade influencers network. Share “firsthand” trade & industry information with the sales teams and wineries.
VELOCITY: ANIMATE THE ACCOUNT LISTINGS VIA ACTIVATIONS & EXPERIENCES (15%)
•\tBuild a calendar of timely and effective animations for key accounts to drive depletions.
•\tExecute point-of-sale activations in On- & Off-Premise and E-Retail accounts in conjunction with the Company & Distributor teams.
•\tManage the sampling budget in order to make our wines accessible and visible in the right places to trade and consumers.
•\tSet up and deliver consumers tastings / events on Portfolio (private and corporate wine clubs, business school alumni networks).
•\tReport on achievements/ next steps/ updates.
EDUCATION: GET THE KEY BRANDS MESSAGES DELIVERED WITHIN TEAMS AND WITHIN THE TRADE (10%)
•\tWhen requested, run trainings in accordance with business priorities (vintages releases, blitzes).
•\tSupport sales’ community with trade trainings and communication actions on the field in accordance with key messages.
•\tEnsure key winery messages and credentials are understood and shared.
•\tConduct regular staff trainings with key accounts.
Candidate Specification
EDUCATION
•\tSales acumen & field experience
•\tWine certification (WSET 2 or 3) or Sommelier diploma are a plus.
•\tBusiness / Management Diplomas
LEADERSHIP REQUIREMENTS?
•\tEntrepreneurial & risk-taking mindset, acting like a brand owner, with agility and flexibility.
•\tPassion for wine and ability to inspire others.
•\tAbility to establish strong relationships with key stakeholders and partners. An existing ‘wine industry” network within the market is a plus.
•\tClear and adaptable communicator, at all levels of customer, influencer or internal stakeholders.
•\tWillingness to spend at least 75% of her/his time being account facing.
EXPERIENCE AND SKILLS
•\tExcellent commercial track record, with sales development / brand building experience in the wine industry.
•\tExceptional wine knowledge and passion for the industry.
•\tProven ability in motivating others and acting as a team player, internally (non-hierarchical relationships) and externally (trade owners/staff, influencers, partners)
•\tDemonstrated agility in breaking down barriers to decision making and getting to ‘yes’.
•\tOutstanding presentation/people hosting skills.
•\tGood organizational and time management skills.
•\tFluent in English.
KEY PERFORMANCES INDICATOR (NOT EXHAUSTIVE LIST)
•\tDistribution Gains
o\t# of new points of distribution
o\t# of On-Premise Menu listings
o\t# of Off-Premise incl. E-Retail features
•\t# of events/activations in select top accounts
•\t# distributor/trade trainings
Job category: Vineyards
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