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Regional Sales Director

2 months ago

Dallas, Texas, United States Mast-Jägermeister Full time
Job Description

The Regional Sales Director - South Central is a key leadership position within Mast-Jägermeister, responsible for driving sales growth and strategy in the South Central region. This role requires a seasoned sales professional with a proven track record of success in managing distributor relationships, developing and executing sales plans, and leading high-performing sales teams.

Key Responsibilities
  • Distributor Management
    • Partner with distributor general managers and business managers to develop and grow the Jägermeister brand in each market within the region.
    • Conduct planning, pricing, and negotiations with distributor partners to ensure alignment and mutual success.
    • Maintain distributors' share of mind and continually evaluate their effectiveness, providing ongoing feedback and coaching as needed.
    • Develop and implement annual distributor programming calendars and conduct quarterly and annual business reviews to ensure alignment and progress.
    • Ensure distributors are effectively educated on the history, properties, and production of Jägermeister, as well as up-to-date on Jägermeister business updates and branding.
    • Negotiate distributor banks, GP, and other funding as needed for each market.
  • Regional Sales and Commercial Planning
    • Demonstrate expert knowledge and understanding of the spirits industry in the region, including key accounts, competitors, trends, and consumer behavior.
    • Develop and execute annual and long-term sales plans to drive growth and expansion of Jägermeister in the region.
    • Ensure effective communication of the plan to distributor general managers to gain agreement and alignment.
    • Develop and implement commercial solutions to improve brand execution and image in the region's markets, including distribution, merchandising, shelf management, drink features, and promotions.
    • Possess strong proficiency in pricing, profit, and brand economics, with the ability to educate and influence others.
    • Ensure local programs from field marketing are designed to engage consumers in the region's markets.
    • Effectively work with other regional directors and cross-functionally with headquarters counterparts to drive regional and national initiatives.
    • Ensure streamlined and effective reporting and business intelligence.
  • Talent Selection and Development
    • Establish an effective sales team for the region, regularly reviewing business performance and aligning on course of action.
    • Establish individual accountability through communication of expectations, goals, and KPIs down to each employee.
    • Conduct timely performance evaluations for all direct reports.
    • Provide ongoing coaching and feedback, conducting crew drives to evaluate field sales performance.
    • Establish an atmosphere that encourages innovation and out-of-the-box thinking to drive new and creative grassroots ideas from the field.
    • Build bench strength and future leaders within the company.
    • Continually upgrade the sales talent pool through training, promotions from within, and attracting new talent from outside when appropriate and needed.
    • Integrate regional managers, area managers, and on-premise managers into all team activities.
  • Analysis and Execution
    • Drive accountability for Mast-Jägermeister budget management for the region, including T&E and LPF budgets.
    • Ensure the salesforce is effectively utilizing tools to analyze ROI and understand the business in each market, including effectiveness of major events, consumer development activities, key account resource allotments, POS effectiveness, etc.
    • Ensure the salesforce is utilizing timely and effective tracking of Point-of-Sale.
    • Ensure the salesforce is effectively utilizing sales tools, including VIP i-Dig and Karma.
    • Prepare and review all relevant administrative and budget reports, including expense reports.
    Requirements
    • 10+ years of experience in sales/marketing, preferably in the spirits and/or beverage, consumer industry.
    • Demonstrated distributor relationship management, account management, and chain experience.
    • Innovative and creative in approaching distributors and expanding business.
    • Proven success in leading, developing, motivating, and training sales teams.
    • Able to formulate strategies and execute against them.
    • Creative presentation/public speaking and premium selling skills.
    • Well-developed influence and negotiation skills; persistent and persuasive.
    • Ability to make meaningful contributions to the region's leadership team (contribute beyond their geography).
    • Knowledge of federal, state, and local laws and regulations, including knowledge of Distilled Spirits Counsel of the U.S. (DISCUS), National Alcohol Beverage Control Association (NABCA), and beverage alcohol laws and regulations.
    • Frequent travel required; must have a valid driver's license and vehicle for travel between accounts within assigned territory.
    • Must be proficient in MS Office Suite (Outlook, Excel, Word, PowerPoint).
    • College degree required.
    Benefits
    • Highly competitive compensation packages.
    • Comprehensive medical, dental, and vision insurance.
    • Matching 401(k) plan.
    • Yearly wellness stipend (gym membership or fitness classes).
    • Generous holiday and vacation policy.