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Sales Manager, Northern California
1 month ago
About Us
Treasury Wine Estates (TWE) is one of the world's leading wine companies. We know that it's the thinkers, makers and doers who have the most impact as we continue to strive towards being recognized as the world's most admired premium wine company. We are proud of our Treasury America's portfolio of brands that have tremendous heritage, rich quality, and a reputation for excellence across the globe. From our iconic Luxury Portfolio of Penfolds, Beaulieu Vineyard, Stags' Leap Winery, Frank Family Vineyards, Beringer Winery, Etude and our Latest acquisition of Daou Vineyards, to the broad appeal of our Lifestyle and Innovation portfolio which includes Gabbiano, 19 Crimes, Matua, Sterling Vineyards, St. Huberts The Stag, Tapestry and Squealing Pig, we are committed to creating memorable wine experiences for our consumers.
About the Role
TWE seeks an experienced Sales Manager for our Bold Brands portfolio to manage our Northern California market. This role is rresponsible for establishing and delivering the TWE's annual goals in the designated market by working with internal TWE team and through the TWE distributor partners. Performance objectives are to attain or exceed current and long-term Sales and Distribution goals in accordance with TWE sales plans, programs, and budgets. The Key Performance Indicators are sales volume, sales value, new distribution, and achievement of annual operating plan. The successful candidate will reside in the Northern California market.
You will be responsible for
- Monitoring and evaluating distributors performance against TWE market goals.
- Growing Treasury Wine Estates portfolio depletion volume, feature and distribution within top accounts and total territory in accordance with company fiscal objectives.
- Assisting with development of distributor pricing and program strategies that deliver the market goals.
- Formulating market plans by channel and account. Allocate resources to key retailers in the market.
- Ensuring TWE team and distributor partners are managing compliance of National On & Off Premise account programs.
- Working closely with distributor salespeople and management to execute programs efficiently & effectively.
- Leading education with distributor sales personnel on the TWE Brand Portfolio and the brand standards we expect.
- Using market data to identify market opportunities, share this with the Distributor Sales Team.
- Assisting and participating in monthly business reviews with the Distributor Management team.
- Developing win-win-win solutions that result in value creation for retailers, TWE, and the TWE distributor partner.
- Showing fiscal responsibility at all times. Stay within pre-agreed annual market budgets.
- Putting controls in place to manage local market dollars; be transparent with budgeted spend.
- Monitoring competitor activities in the market. Communicate information on competitive strategy & tactics to direct supervisor and key wholesaler personnel.
- Ability to understand, measure, monitor and effect:
- Managing for value
- Active Points of Distribution
- Price management and models
- Channel/Account Management
- Participating in "sales blitzes / crew drives" in markets outside the primary area as needed.
- You have a bachelor's degree or equivalent work experience in a related field.
- You have a minimum of 4 years of previous professional outside sales experience.
- You must have three-tier management experience.
- You must have Wine/Alcohol beverage experience.
- You have experience managing chain accounts in both on and off premise and leading distributor sales initiatives.
- You have excellent verbal and written communication skills required.
- You have strong persuasive presentation skills, including the ability to speak before large audiences both internally or externally, required.
- You must possess strong negotiation and mediation skills with the ability to influence and motivate others to meet objectives under sometimes-restrictive timelines.
- You have a proven track record of building and maintaining key trade account relationships to drive TWE strategy in the market.
- You can manage tasks and to exercise independent judgment without supervision.
- You are analytical and have the ability to develop customer / distributor strategies, programs, and promotions based on competitive data to meet overall company objectives while meeting customer needs essential.
- You are organized and can multi-task and deliver projects, including having the ability to manage multiple competing priorities are essential.
- You have a knowledge of wine, wine terms, and growing techniques not required but helpful. Passion for wine and the ability to continuously learn new wines and brands and represent effectively to customers required.
- You have an aptitude for technology and are proficiency in Microsoft Office (Word, Excel, PowerPoint), desktop publishing programs. Experience with Essbase and Pricer preferred.
- You have high integrity and a commitment for a strong work ethic.
- Significant travel within assigned territory required.
- Valid driver's license required.
- Must be able to lift a case of wine (45 pounds) up to 10 times per day.
- The opportunity to be bold and make an impact in the world of wine.
- Access to the world's most celebrated wines through our employee product allowance.
- True flexibility in determining how, when, and where you work to achieve your potential.
- Global opportunities across the US, Australia & New Zealand, Asia, UK/Europe.
- Opportunity to work with a world class luxury brand portfolio.
- Structured development programs to support your health, wellbeing, and leadership potential.
- Competitive benefits package including Medical, Dental, and Vision, Paid Time Off (vacation, sick time, and holidays), 401K with company match, and much more
Culture
We bring our whole selves, we're courageous and we deliver together -that's our DNA. We're a passionate bunch who enjoy working together, like to have fun, and keep things down-to-earth. We're brave enough and care enough to have the right conversations to get the best outcome and are famous for our can-do attitude. We're definitely "glass half full" people and see challenges as opportunities and move with pace to achieve our goals.
Inclusion Equity and Diversity
Just like the wide range and variety of brands in our wine portfolio, TWE embraces diversity and is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
Pay Transparency Disclosure: The base pay range offered for this position is $90,000 to $120,000 per year and a target bonus and other benefits. These figures represent what we reasonably expect to pay for this position, but the actual compensation offered will depend upon numerous job-related factors, including but not limited to candidate qualifications, skills, experience, education, location, and alignment with market data. Our expectation is that the incumbent will work in our Northern California market. If the incumbent works out of another location, the wage rate may fall above or below this range. Treasury reserves the right to modify the range in the future.
