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Regional Sales Director

2 months ago

Los Angeles, California, United States Mast-Jägermeister US Full time
Job Description

Mast-Jägermeister US is seeking a highly skilled and experienced Regional Sales Director to lead our sales efforts in a specific cluster of states within one of our US sales regions.

Key Responsibilities
  • Distributor Management
    • Partner with Distributor General Managers and Business Managers to develop and grow the Jägermeister brands in each market within the geography.
    • Conduct planning, pricing, and negotiations with Distributor partners to ensure effective sales strategies.
    • Maintain Distributors' share of mind and continually evaluate Distributors' effectiveness, providing ongoing feedback regarding performance.
    • Responsible for annual Distributor programming calendar and conducting quarterly/annual business reviews with Distributors.
    • Keep Distributor General Managers and Business Managers aligned and focused on key channels, KPI targets, and programs.
    • Ensure Distributors are effectively educated on the history, properties, and production of Jägermeister and Teremana, and up to date on Jägermeister and Teremana 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 markets, including key accounts, competitors, trends, and consumer behavior.
    • Develop annual and long-term sales plans for growing Jägermeister in the geography, setting strategies focused on key markets both on- and off-premise.
    • Ensure effective communication of the plan to Distributor General Managers to gain agreement and alignment.
    • Ensure program development/commercial solutions are improving brand execution and image in the geography's markets, including proper distribution of Jägermeister by type and size, merchandising programs, shelf management positions, drink features, and promotions.
    • Possess strong proficiency in pricing, profit, and brand economics and ability to educate others.
    • Ensure local programs from Field Marketing are designed to engage consumers in the markets.
    • Effectively work with other Regional Directors and cross-functionally with HQ counterparts.
    • Ensure streamlined effective reporting and business intelligence.
  • Talent Selection and Development
    • Establish an effective sales team for the geography, regularly reviewing the business and aligning on the 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; conduct 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/needed.
    • Integrate Regional Managers and Territory Sales Managers into all team activities.
  • Analysis and Execution
    • Drive accountability for Mast-Jägermeister US budget management for the markets, both T&E and LPF budgets.
    • Ensure the salesforce is effectively utilizing tools to analyze ROI and understand the business in each market, including the 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 (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 his/her geographies).
    • Knowledge of the 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.