Regional Sales Director

Regional Sales Director

Based in: Chicago, IL

Territory: North Central - IL, WI, MO, MN, NE, SD, ND

Summary:

The Regional Sales Director is responsible for Directing a multi-state market (consisting of IL, WI, MO, MN, NE, SD, ND) to profitably grow the MS Walker Brands (MSWB) portfolio of brands. The Regional Director controls the execution of sales and consumer market development plans through MSWB's regional team, key Distributor/Broker education and motivation of the MSWB's Regional Team/Distributor/Broker/Ambassador/Sales Specialist sales force, to achieve optimum profitable sales shipment and depletion volume and distribution goals. The incumbent must effectively develop and maintain positive relationships with wholesalers, brokers and key customers to drive sales performance through programming. A premium is placed on effective distributor management, leadership, managing people, and interaction with the MSWB Sales Leadership Team. This position is heavily focused on leading and providing education and hand selling of MSWB's priority brands to key on/off premise accounts. The incumbent is expected to understand and embrace the MS Walker family philosophy, passion, and company culture. This position will be based in Chicago, Illinois.

Responsibilities:

• Manages the entire MSWB portfolio/business within the North Central territory.
• Ensure the attainment of sales goals through the regular evaluation of business partner relationships, new business opportunities, and optimization of present sales and service levels.
• Responsible for Financials in the territory: Budgets, Depletions, Inventory, Pricing, Bill Backs, and Profit Analysis of shipments and depletions.
• Drives the decision process to meet nationwide objectives and business forecasts.
• Manages territory to ensure maximum sales and profits are operating functionally and profitably.
• Responsible for monthly updates to MSWB executive leadership team on in market and overall activities, market, and personal performance in relation to KPI's.
• Responsible for 50% focus in field, 25% focus on MSWB inter-team management and 25% focus on distributor management.
• Develops market plans, pricing, and programming with Distributor Partners to ensure MSWB's state by state goals are being met and manages team of direct reports and colleagues to achieve the goals.
• Plans and progress must be reviewed monthly with the key stakeholders.
• Manages the execution of standards within Distributor Partners, including holding the
• distributor accountable to meet goals and implement market plans effectively.
• Build relationships with top key accounts in the territory to profitably grow MSWB priority brands.
• Works closely with the MSWB's and Distributor's National/Regional Account teams to ensure they are familiar with national on/off premise strategies and programs.
• Conduct regular brand education and specific program overview meetings with wholesaler(s) to enhance sales force and management knowledge of the MSWB portfolio
• Contact new and existing on and off premise customers to discuss their product needs through a relationship-based approach
• Have a deep knowledge of pricing and answer customer questions about products, prices, and availability
• Emphasize product features based on analysis of customers' needs and on knowledge of product
• Participating in Retail and On-Premise event opportunities
• Help create additional opportunities for the In-State Wholesaler to promote and sell the MSWB portfolio
• Frequently and effectively communicate with Distributor Management on inventory levels and out of stock situations due to possible fluctuations in demand
• Coordinate efforts with wholesale sales administration and purchasing on pricing and contract orders
• Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences
• Participate in Wholesaler events
• Collaborate with colleagues to exchange information, such as selling strategies or marketing information
• Understand a comprehensive knowledge of the Spirts and Wine categories and leading brands in the market and be able to compare M. S. Walker Brand's products including brand story, current prices, points of differentiation, regional identity, awards and press.
• Strategize on how best to achieve sales and merchandising objectives monthly; Maintain accurate historical account purchase information; Achieve monthly, quarterly, and annual sales growth in line with stated overall sales goals
• Prepare and deliver presentations balancing the company's priorities and customer needs, including menu concepts, new product introduction and promotions
• Maintain professional and industry knowledge by attending educational workshops, trade shows, conventions, reviewing professional publications and establishing personal networks
• Accomplish other duties as assigned

Performance Measures:

• Execution: Ability to establish priorities and meet or exceed profitability and sales goals.
• Results Oriented: Strong work ethic and drive for success.
• Judgment: Makes sound business decisions, in a timely, quality manner.
• Creativity: Inspires creative thought and "out of the box" ideas that grow the territory's business.
• Budget Management and Resource Utilization: Conscientious and efficient budget management.
• Maximizes company profitability and resources in the most effective manner.
• Leadership: Effectiveness in inspiring TWI to perform at maximum capability.
• Sales ability: Effectiveness in inspiring customers to purchase our products.
• Teamwork: Ability to work and communicate productively with colleagues, direct reports and customers in each tier and channel.

Qualifications:

• Bachelor's Degree preferred (5+ years) in Sales, Marketing, Business Management or related field
• Minimum 5-10 years' experience in industry sales
• Sales Experience in both the wine and spirits industry required
• Valid Driver's License
• Proficiency in Microsoft Office programs including Outlook, Excel and Powerpoint
• Domestic travel required
• Reports to EVP, National Sales and VP of National Business Development

Personal Skills and Qualities:

• High level organizational skills, relationship building and selling skills a must
• Strong business acumen and sales analysis
• Demonstrated initiative and ability to self-direct projects
• History of delivering high quality work on short deadlines
• Results oriented
• Competitive Urgency

Benefits:

We offer a Comprehensive Benefits Plan that includes the following:

• Medical & Dental Insurance
• Vision Coverage
• Paid-Time-Off Program
• Fidelity Investments 401k
• Disability, Life, Accident & Illness Insurance Packages
• Discounted Fitness Memberships
• Free & Discounted Work/Life Resources
• Career Advancement Opportunities
• On-Demand Professional & Leadership Development Through M.S. Walker University

Who we are:

Founded in Boston in 1933, M.S. Walker is a 5th-generation, family-owned wine and spirits importer and distributor, a spirits bottler, and a national supplier. We serve On-Premise and Off-Premise establishments throughout the Northeast, with direct operations in Massachusetts, New York, New Jersey and Rhode Island and brokerage operations in Maine, New Hampshire and Vermont. We represent a budding portfolio of wine and spirits nationwide, including our own brands, and we strive to offer the most prestigious portfolio in the industry. M.S. Walker has built our foundation and future on our people – our employees are truly our greatest asset. Our company boasts a diverse pool of exceptionally special team members who each bring their unique skills and experience to the organization.

Mission Statement:

Since 1933, our mission has been firmly rooted in our core values of family, integrity, respect, honesty, and hard work. We are deeply committed to upholding these principles for our team members, customers and suppliers alike. We seek to build and maintain long-lasting relationships based on trust and reliability. By honoring our heritage and embracing innovation, we aim to continuously improve and adapt to meet the evolving needs of our industry, while responsibly contributing to the communities we serve. Together, we strive to elevate the spirit of hospitality and foster a vibrant and respectful culture in all facets of the organization and beyond.