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Regional Manager-Florida

Sales | Miami, FL | Full Time

Job Description

ABOUT US

Passion, dedication and perseverance have been the guiding principles of The Hess Collection since Donald Hess founded the winery in 1978. As fifth generation Hess Family, we continue to define the spirit behind the wines. We proudly continue Donald’s legacy carrying on tradition and his commitment to craft world-renowned wines from the Napa Valley while introducing wines that speak to our vision for the future. We are also proud to be a winner of the 2020 North Bay Business Journal’s ‘Best Places to Work in the North Bay’.

POSITION OVERVIEW: 

The Regional Manager is responsible for managing our portfolio of brands within his/her assigned territory. In essence, this involves the Planning, Execution, Evaluation, and Course-Correcting of performance, a process that we call PEECC. This role is responsible for the following states: Florida and Mississippi.


ESSENTIAL DUTIES AND RESPONSIBILITIES: include the following. Other duties may be assigned:

•Undertake a rigorous bottoms-up Annual Operating Plan with the distributor, defining Depletions and Points growth by channel for each distributor.  

•Track the progress to goal of each distributor team and give feed- back on progress to team leaders in a timely fashion. 

•Work with distributor teams to execute marketing programs, high spotting with key customers where appropriate.

•Collaborate with distributor team leaders to course-correct shortfalls to goal. Must actively listen and show optimism and willingness to maximize scale of ambition.  

•Monitor and control distributor inventory, assisting in projection processes for shipments. Review monthly depletion reports to ensure accuracy.

•Establish relationships with key retailers, on premise accounts, and chain personnel. 

•Collaborate with Strategic Accounts and National Accounts On premise to ensure excellent execution of customer programming.

•Train and develop distributor account executives, sales managers, and sales representatives to ensure they have a strong working knowledge of our product credentials (key selling points), quality accolades, pricing, and merchandising standards.

•Expose the brands to sales reps, buyers and consumers via wine tastings, sales meetings, wine dinners, and trade shows.

•Lead sales blitzes, surveys, winemaker visits, and other sales promotional activities within the region.

•Assist in preparing business reviews (quarterly), new item sales plans, and strategies.

•Assist Divisional Manager in development of market budgets, as well as travel & expense budgets and monitor such budgets.

•Plan and discuss in advance weekly /monthly activities with Divisional Manager


QUALIFICATIONS REQUIREMENTS:  

The requirements listed below are representative of knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

•Candidate must be able to travel and work in-market at least 50-70% of the time.

•Candidate must currently reside in Florida, with preference to South FL.


EDUCATION AND EXPERIENCE:

•Bachelor's degree (or the equivalent) from a four-year college or university with at least four years’ experience in the industry, two of those years in wine/spirits supplier activities.  

•Demonstrated experience designing, developing, and implementing market plans that achieved a sales increase.

•Current knowledge of the market, distributors, and buyers in that area.

•Experience with Breakthru Beverage preferred, but not mandatory.

•Demonstrated success in pricing and budget management.

•Demonstrated effective people and sales skills.

•Must have a valid driver’s license or be able to travel in a timely manner.    


OTHER SKILLS AND ABILITIES:

Ability to work with and manage distributor analysis programs along with willingness to learn Hess invoice processing and business systems.  Experience working with structured sales-driven wine companies.  Capacity to work in a fast-paced environment, multi-task, adapt and respond to change quickly. Alignment to company culture is imperative, where the ideal candidate is; a team player, acts profitably, is an agent of change, and leads by example.

PHYSICAL DEMANDS:  

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the employee is regularly required to stand, walk, sit, talk, and hear.  The employee frequently is required to taste and smell, use hands to finger, handle or feel and reach with hands and arms.  The employee is occasionally required to stoop, kneel, crouch, and crawl.  Must be able to lift 50 pounds on an occasional basis.

EQUIPMENT USED: 

Computer proficiency (PC) to include Internet & E-mail (use of attachments), Word, Excel (spreadsheets & formulas), Power point, etc.