Manager Off-Premise Accounts, TX

2 months ago

Washington, United States Terlato Wine Group Full time
Position Summary:
This position is responsible for all sales in assigned Texas Regional Chains in order to continue to grow our portfolio of prestigious Brands. Incumbent is expected to understand and embrace the Terlato family philosophy, passion, and company culture. Successful incumbent should reside within the state of Texas.

Account Responsibilities:ALL HEB/Central Market
Kroger
Safeway (Randalls/Tom Thumb/Albertsons)
United Market Street
Spec's
Military
Costco TX

Position Responsibilities:
Regional Accounts Manager, Off-Premise will manage the entire chain business for wine & spirits in assigned chains. While also assisting the NAC Team on communication and execution of chain programs outside of assigned chains (Walmart, Sam's, Target, etc) within Texas.

Account Management (45%)
– Presents to chain account HQ in Texas to secure Ads, Planners, Programs, and Distribution. Responsible for direct buyer call point in assigned Texas chains.
– Collaborates with Marketing Managers to create specific programs for chains
--Develop detailed customer account plans that deliver annual distribution, volume, and share goals setting a path for continued growth in each account.
– Develops Terlato distribution by effectively presenting SKU extensions, new brands and cluster expansion of existing items.
– Monitors existing distribution and through programming, ensure it is healthy and growing
– Expert at analyzing and utilizing account-level data (e.g. Nielsen's, IRI) in order to gain Terlato share

Distributor Management (35%)
– Works closely with all levels of SGWS distributor which includes setting up monthly 1:1's with all chain VP's/Directors, Account Executives, Sales Execution
– Works in tandem with the Region Managers to ensure national strategies and programs are executed by the distributor
– Daily/Weekly communication with chain leads & Sales execution teams in all markets.
– Sets expectations of distributor performance, monitors results and manages distributor to succeed
– Problem Solving: uses strong market knowledge to head-off issues before they arise, and comes with solutions for issues that do arise.
– Helps RM keep an eye on inventory needs. Communicates demand to RM and distributor
– Prepares for, attends, and provides key insights in QBRs
– Communicates & Manages the execution of the programming in the chains by working directly with sales execution teams
-- Distributor Sales Meetings – Monthly communication of priorities, programs, education, and ensure specific chain programming is executed.
-- Set up, execute, and recap surveys
-- Works with RM to write chain incentives.
-- Meets with Execution Team lead monthly to establish priorities and recap performance
--Scheduled in-store tastings as needed

Market Knowledge (15%)
– Survey stores weekly
– Knowledge of competition (e.g. competitor programming, supplier alignments in all distributors in the market, new product launches, POS, account activities)
– Uses supplier visits for enhancing chain business (e.g. HQ calls, road shows, buyer/steward luncheons)

Finance (5%)
– Works closely with Commercial VP of Pricing and RM to maintain pricing standards and minimize Depletion Allowances in the market
– Ensures shelf pricing is within Terlato brand standards
– Conducts monthly Competitive Pricing Reports (CPR)
– Works with RM to develop annual plan of estimated program spend by account
– Responsible for staying within prescribed budgets
– Reports to Central DVP & Texas Region Manager

Performance Measures:
Execution: Ability to establish priorities and meet or exceed sales goals.
Results Oriented: Strong work ethic and drive for success.
Judgment: Makes sound business decisions, in a timely, quality manner.
Creativity: Inspires creative thought and “out of the box” ideas that grow the territory's business.
Budget Management and Resource Utilization: Conscientious and efficient budget management. Maximizes company profitability and resources in the most effective manner.
Leadership: Effectiveness in inspiring TWI to perform at maximum capability.
Sales ability: Effectiveness in inspiring customers to purchase our products.
Teamwork: Ability to work and communicate productively with colleagues and Sales Management.
Organization: adept at successfully managing many long-term and short-term projects at once
Vision: can see and execute against the long view for attaining brand growth

Professional Qualifications:
7-10 years of experience in adult beverage sales and Chain management
Extensive sales and chain management experience including developing relationships, creating chain programs, launching new products, growing new and existing business and managing business profitability
Vast knowledge of Microsoft Office (PowerPoint, Excel, Access, Word)
Bachelor's Degree required
Valid driver's license
Proven track record in managing Chain organizations including motivating and driving sales results
Knowledge of and passion for the wine industry a plus

Personal Skills and Qualities:
Strong business skills
Results orientation
Excellent oral and written communication
Stellar presentation skills
Ability to sell concepts and ideas
Demonstrated initiative and ability to self-direct projects
Ability to forge strong relationships with buyers and key influencers in the Chain business
Ability to identify and communicate relevant and compelling brand benefits and traits
Adaptability, flexibility, creativity, and problem-solving skills
Concise, articulate and engaging communications style
Self motivated with the ability to manage competing priorities on short deadlines

Job category: Sales and Marketing

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