Regional Sales Manager

3 weeks ago

Boston, United States Branca, Inc. Full time

Branca USA is the leading producer of Italian Amaro & Premium Vermouth and is one of the fastest growing Spirits suppliers in America. With a portfolio of distinctive category leading On-Premise brands, Branca USA has defined a unique positioning amongst our distributors' portfolio, building competitive advantage around data analytics and consumer marketing, that we are now looking to maximize nationally. At its core Branca USA is a fast-paced, entrepreneurial business that lives by its values and constantly strives to be a great place to work across all functions and geographies.

Position Summary

Reporting directly to the Area Vice President, Sales, the Regional Sales Manager is accountable for

managing our Distributor partners to deliver and execute the AOP for the New England markets.

The Regional Sales Manager is responsible for executing the regional strategy against all brands and channels inclusive of local market business planning, pricing execution, distributor incentives, forecasting, and Regional Chain / General Market key account management.

Major Responsibilities / Accountabilities

Lead distributor partners to sell and execute against Branca USA's corporate strategy and brand plans:

  • Drive market strategy against all brands and channels for Branca USA's portfolio, aligning distributor partners to Branca's strategies and Distribution, Visibility & Activation objectives, effectively applying performance management guardrails to deliver goal.
  • Manage dedicated overlay distributor resources (when applicable) within markets and partner closely with distributor sales teams to ensure prioritization of Branca's portfolio of brands.
  • Drive account-segment targeting with distributor partners, ensuring regular tracking and compliance reviews are in place.
  • Establish a consistent approach in assigned markets' brand priority calendar and goals development (quotas/ incentives) for distributor partner teams.
  • Ensure data-driven decision making in assigned markets through the utilization of data warehouse and power pivots regularly tracking and informing distributor partners of progress against goals.
  • Conduct work withs with distributor partners and Branca USA field sales teams to ensure compliance and inspect what we expect against delivery of brand standards and programs.
  • Serve as the local Distributor's main point of contact for communication - establish and foster Distributor relationships and attend local Distributor calls / meetings / GSMs.
  • Utilize educational materials to educate distributor partners on Branca's portfolio.
  • Contribute to the development of the market AOP and joint executional planning, specifically setting market priorities, channel plans and programming expectations.

Lead and drive the Region P&L, inclusive of pricing execution and demand forecasting, achieving all relevant financial targets and KPIs:

  • Manage assigned markets' P&L inclusive of Chargebacks, Account Support, LMF, and T&E within guardrails defined by Area Vice President, Sales, and Finance, delivering the budgeted annual Contribution After A&P.
  • Manage assigned markets' Chargebacks, Account Support, LMF, and T&E within guardrails defined by Area Vice President, Sales, and Finance.
  • Ensure execution and compliance of pricing strategy, within guardrails defined by Area Vice President, Sales, and Finance.
  • Work closely with Strategic Accounts team to ensure National Account mandates are filled and activated, and Chain programming is in place.
  • Ensure effective outlet coverage by BUSA dedicated overlays(as applicable).
  • Monitor ROI of Customer activities, including promotions and activations.
  • Working alongside the marketing department, contribute to the execution of consumer and trade brand strategies across Key Accounts and trade events.

Team leadership, coaching, and development:

  • Drive corporate culture of inclusivity, high accountability, and high performance across team.
  • Increase performance impact through clear, strategically aligned objectives and key results areas.
  • Ensure KPIs are meaningfully and effectively prioritized and cascaded to KAM direct reports, driving KARMA and brand standards compliance.
  • Reinforce ethical operations across team to ensure operation within full legal compliance with state and local regulations.

Job Requirements

  • The ideal candidate will be a highly motivated self-starter with strong leadership, analytical, organizational, and interpersonal skills as well as the ability to collaborate effectively across functions with passion and enthusiasm.
  • Strong entrepreneurial ability to work around obstacles, results driven, and a bias for action with a test/measure/adjust approach.

Education

  • Minimum of a bachelor's degree.

Experience / Background

  • Minimum 7-10 years of work experience in relevant sales leadership role, preferably within the wine and spirit or consumer goods industry.
  • Proven track record of consistently delivering AOP reflecting year-over-year growth.

Travel

  • This position will travel up to 40% of the time.

Required Competencies

Functional Competencies

  • The ability to foster trust and to influence diverse team members at all levels and across various functions; ability to leverage relationships to accelerate delivery; ability to use these skills to facilitate connection with internal and external stakeholders.
  • Ability to manage a high degree of complexity and to distil information.
  • Exceptional cross-organizational consensus-building skills with the ability to gain buy-in and universal alignment.
  • Strong financial and business acumen; understanding of market dynamics, customers, and distributor requirements.
  • High-level communication and reporting; can communicate effectively in Customer / Distributor meetings.
  • Proven experience developing strategies from insight to execution.
  • Strong proficiency in problem solving ,prioritization, and the ability to multitask in a rapid- changing environment.
  • Proven experience with long/short-term business planning, team building ,and sales management.
  • Experience coaching and leading teams, fostering an inclusive culture and environment.
  • Entrepreneurial and able to thrive in ambiguity.

Leadership Competencies

  • Growth Mindset: Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
  • Consumer Centricity: Building strong customer relationships and delivering customer-centric solutions.
  • Drive Results: Consistently achieving results, even under tough circumstances.
  • Deliver through collaboration: Building partnerships and working collaboratively with others to meet shared objectives.
  • Bold and Agile: Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder; courageous; strong decision-making ability that keeps the organization moving forward.

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