The position is responsible for all off premise chain sales for Jägermeister (super stores, clubs, super markets, drug and convenience). This candidate develops overall strategic initiatives and builds custom business plans for the off premise national account sales channel in conjunction with overall company off premise strategy. Candidate will work closely with MJUS field teams and distributor off premise National Account Managers. The right candidate will have the ability to foster key partnerships in off premise National Accounts that drive Jägermeister KPI's.
Accountable for profitably managing business results (volume, share, profit) for assigned chain accounts(s). Develops the account sales plan and facilitates its implementation. Ensures that products and programs are sold to and executed in chain retailers by coordinating the sales, distribution, and program execution through chain buying offices and MJUS system. Builds value-enhancing relationships with retailers through category management application, responsive problem solving and proactive relationship management.
Responsibilities: Distributor Management

• Partners with Distributor General Managers & Business Managers on strategy to develop and grow the Jägermeister brand in each market that is part of his/her geography
• Conducts planning, pricing, and negotiations with Distributor partners
• Maintains Distributors' share of mind and continually evaluates Distributors' effectiveness and provides appropriate ongoing feedback regarding performance
• Responsible for annual Distributor programming calendar and conducting quarterly/annual business reviews with Distributors
• Keeps Distributor General Managers & Business Managers aligned and focused on key channels, KPI targets, and programs
• Ensures Distributors are effectively educated on the history, properties, and production of Jägermeister, and up to date on Jägermeister business updates and branding
• Negotiates distributor banks, GP, and other funding as needed for each market

Regional Sales and Commercial Planning

• Demonstrate expert knowledge and understanding of spirits industry in his/her markets - including key accounts, competitors, trends and consumer behavior
• Develop annual and long-term sales plan for growing Jägermeister in the geography. Sets strategies focused on key markets both on- and off-premise.
• Ensures effective communication of the plan to Distributor General Managers to gain agreement and alignment
• Ensures program development/commercial solutions are improving brand execution and image in the geography's markets (includes: proper distribution of Jägermeister by type and size, merchandising programs, shelf management positions, drink features and promotions)
• Possesses strong proficiency in pricing, profit and brand economics and ability to educate others
• Ensures local programs from Field Marketing are designed to engage consumers in his/her markets
• Effectively works with other Regional Directors and cross functionally with HQ counterparts
• Ensures streamlined effective reporting and business intelligence
• Aligns with Trend & Scene (T&S) Regional Managers and Director On Premise on strategic priorities

Talent Selection & Development

• Establishes an effective sales team for the geography which regularly reviews the business and aligns on the course of action
• Establishes individual accountability through communication of expectations, goals, and KPIs down to each employee
• Conducts timely performance evaluations for all direct reports
• Provides ongoing coaching and feedback; conducts crew drives to evaluate field sales performance
• Establishes an atmosphere that encourages innovation and out of the box thinking to drive new and creative grass roots ideas from the field
• Builds bench strength and future leaders within the company
• Continually upgrades sales talent pool through training, promotions from within and attracting new talent from outside when appropriate/needed
• Integrates T&S team and On Premise Meisters (OPM) into all team activities

Analysis & Execution

• Drives accountability for MJUS budget management for his/her markets - both T&E and LPF budgets
• Ensures salesforce is effectively utilizing tools to analyze ROI and understand the business in each market (e.g., effectiveness of major events, consumer development activities, key account resource allotments, POS effectiveness, etc.)
• Ensures salesforce is utilizing timely and effective tracking of Point-Of-Sale
• Ensures salesforce is effectively utilizing sales tools (VIP i-Dig and Karma)
• Prepares and reviews all relevant administrative and budget reports (e.g., 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. 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 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