MARKET MANAGER
3 weeks ago
Minimum 2 years of Spirits Sales or Spirits Distributor Experience Required
PRIMARY OBJECTIVE
Achieve growth depletion goals for BBP portfolio with respect to budget targets in the territory of Northern California (Sales and Commercial Management)
PRIMARY RESPONSIBILITIES
KPI Management: Day-to-day account visits, distributor work-withs, customer impressions, staff trainings etc. Please see Quarterly KPIs as listed on the BBP Dashboard. Tracked via the BBP Dashboard. (Minimum of 15 impressions per week.)
Establish market coverage plan with visits to Lake Tahoe and Reno. (Coordinate with Regional Manager - RNDC West)
Build long-term, successful relationship with distributor team members in NorCal - with Director of Sales, and Division Managers, and Assistant Division Managers. Coordinate monthly meeting or calls with Sales Reps and other relevant positions in the territory. (Coordinate with Regional Manager - RNDC West and Director of Sales - West).
Produce or forward a weekly DOS and DM email communication. (Coordinate with Regional Manager - RNDC West).
Schedule Friday meetings with DMs for team sales meetings or GSMs. Minimum of 2-3 meetings per month or 1 GSM. (Coordinate with Regional Manager - RNDC West)
Develop relationships with key retail or off-premise customers. (Establish a list of 10-15)
Develop a relationship with 40+ key on-premise customers, as a key account list. Establish the accounts based on volume, or prestige, and market influence. (Coordinate with Regional Manager - RNDC West)
Conduct 3-4 off-premise surveys in General Market of off-premise chain accounts.
Coordinate with Regional Manager - RNDC West and BBP leadership team on scheduling and executing supplier visits.
Coordinate and plan any distributor trade tastings with Director of Sales - West and Regional Manager - RNDC West.
Plan to take at least one trip every other month to visit ancillary markets as coordinated by the Regional Manager - RNDC West and Director of Sales - West.
Prepare to coordinate potential blitzes in both NorCal & SoCal.
Execute against any national account compliance for mandatory and optional placements as coordinated by the Regional Manager - RNDC West, National Account Manager and Director of Sales - West.
Monitor and report on new menu placements, high yield points of distribution, staff/commercial trainings, and necessary recaps or follow up.
Manage any local POS allocations to achieve maximum exposure and ROI.
Manage expenses within allocated credit card budget.
Coordinate with Regional Manager - RNDC West and Director of Sales - West developing consistent and effective dashboard reports.
Manage KPI expectations: a minimum of 70% execution against sales activities and accounts calls and reporting via dashboard.
SECONDARY OBJECTIVES
Grow brand awareness as a marketer, educator, and face for the brands in Northern California.
1. BRAND KNOWLEDGE
BBP brands with history, integrity, authenticity, value and family as part of their core values. Because of the nature of the portfolio, it is imperative that any new employee have a brand education as platform to educate and properly voice the features, benefits and core values of each brand in the portfolio. (Coordinate with Regional Manager - RNDC West, Director of Marketing and Director Sales West on training- on both brand education and sales presentations).
Learn to operate effectively using the dashboard for planning, business development, and tracking.
2. MARKETING TOOLS
Implementation of specific tools that are rolled out nationally against sales and growth Initiatives. POS, print and social media follow up, presentations, and presentation tools. Be able to provide quantifiable feedback to the marketing dept.
3.
FOCUS CALENDAR ALIGNMENT
12 month alignment to the Brand Focus Calendar goals, coordinating local goals and objectives, and aligning commercial and customer programing to the objectives mapped out by the focus calendar.
4. MARKETING STANDARD OPERATING PROCEDURES
Follow the procedures for all graphic and digital asset request process as defined by the BBP standard marketing and operational procedures and the Marketing Request Sheet.
5. OPERATION DOCUMENT SOPS
Follow all procedures re: Budgets, PTO, and other Systems and Processes as outlined in the BBP Standard Operating Procedures Doc.
OTHER INITIATIVES
1. EDUCATION
Perform brand education and updates to commercial teams as part of GSMs or local team meetings.
Assist in both planning and executing the brand focus calendar. (Coordinate with Regional Manager - RNDC West, Director of Marketing and Director of Sales - West.)
Conduct and execute any regional or national trade-forward educational events within the territory. (Coordinate with Regional Manager - RNDC West, Director of Marketing and Director of Sales - West)
Execute against any regional or national industry events, seminars or conventions. (Coordinate with Regional Manager - RNDC West, Director of Sales - West, Director of Marketing)
2.
FACE FOR THE BRANDS
Coordinate monthly trade interaction including BBP driven events, trade events and distributor tastings.
3. SOCIAL MEDIA
Coordinate and execute best practices against posting personally and contributing to BBP national social media profiles in print or digital content.
4. POS
Manage and distribute POS as needed for the geography prescribed above. Provide feedback to the Marketing team.
Coordinate with Director of Marketing on any regional press hits, editorial opportunities, or ad placements.
Quarterly and Annual KPI Management via Dashboard:
1. WORK WITHIN ALLOCATED CREDIT CARD AND DA BUDGETS
Ensuring all monthly expenses are completed by the end of the month. Daily or weekly management is recommended. (Concur)
2. WORK WITHIN ANNUAL CHARGEBACK BUDGET OF 4% OF TOTAL REVENUE
(Coordinate with Regional Manager - RNDC West)
3. CONSISTENT ATTENDANCE OF AND PREPARATION FOR MONTHLY REVIEW MEETING
Tracking Measure: Attendance at each meeting. If a reschedule is necessary, it is done for good reason and with ample lead time.
4. OVERALL MARKET HEALTH
Tracking Measure: review of P&L + Depletion Reports with Regional Manager. Stay in line with budgets and regional growth goals.
Company National growth goals and budgets will affect annual bonus as well.
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