Position Summary:

This position is responsible for all sales in SCA Off-Premise Chains Select Chains Statewide in order to continue to grow our portfolio of prestigious Brands. Incumbent is expected to understand and embrace the Terlato family philosophy, passion, and company culture. Successful incumbent should reside in Southern California, preferably Orange County. 

Position Responsibilities: 
Manager, Off Premise Accounts, CA will manage the entire chain business for Wine & Spirits in assigned off-premise chains primarily focused on Grocery and Mass Channel. 

• Account Management (45%)
  1. Presents to chain account HQ Local Buyers in SCA Market to secure ADs, Planners and Distribution (new and expansion) – Responsible for Local Buyer Call Point focus in the following Chains: Albertsons/Vons/Pavilions, Ralphs, Staters, Gelsons, and Smart & Final
  2. Align programming secured at HQ with National Account Executives to enhance Local Buying opportunities and ensure execution in the following Chains: Target, Walmart, Sam’s Club, Winco, 7-11, etc. 
  3. Develop detailed customer account plans that deliver annual distribution, volume, and share goals setting a path for continued growth in each account
  4. Collaborates with Marketing Brand Managers to create localized programs for chains and ensure alignment to established brand strategies
  5. Works closely with Commercial VP of Pricing and CA Regional Managers to maintain pricing standards, minimize depletion allowances and protect brand equity
  6. Ensure flawless distributor execution of account programming and speed to shelf for new or expanded distribution by setting up goals and tracking with SGWS Merchandising Team(s).
  7. Performance management: Expert at analyzing and utilizing account-level data (e.g. Nielsen’s and VIP) in order to gain Terlato share and ensure brands are healthy and growing while also proactively creating plans to mitigate any risk 
• Distributor Management (35%)
  1. Works closely with all levels of distributor at SGWS which includes setting up monthly 1:1s with all VPs, Directors, and Account Executives
  2. Proactively forecast 90-120 days ahead with SGWS Account Teams and provide roll up to Regional Manager for all responsible chains. 
  3. Works in tandem with the Region Manager to ensure national strategies and programs are executed by SGWS while also ensuring Distributor led accounts are executing account plans 
  4. Daily/Weekly communication with chain leads of top priority accounts at SGWS 
  5. Sets expectations of distributor performance, monitors results, and provides after-action-reviews post programs to ensure successful execution and alignment 
  6. Problem Solving: uses strong market knowledge to proactively head-off issues before they arise, while also providing quick solutions for issues that do arise.
  7. Helps RMs keep an eye on inventory needs. Communicates demand to RMs and SGWS 
  8. Prepares for, attends and provides key insights in QBRs with SGWS Leadership Team
  9. Manages the execution of the programming in the chains
  10. Set up, execute and recap surveys highlighting both successes and identifying gaps to close
  11. Works with RM and DM to set goals and write both sales and merchandiser incentives focused on key objectives identified. Manages execution and tracking every 60-90 days
  12. Meets with Execution Team lead monthly to establish priorities, set goals for programming, and recap performance. 
  13. Conducts Sales meetings with merchandising teams including educational trainings monthly on key priority brands in Chains and New Item launches. 
• Market Knowledge (15%) 
  1. Survey stores weekly alongside CA RM, SCA Chain DM, and SGWS Merch Teams 
  2. Knowledge of competition (e.g. competitor programming, pricing, supplier alignments in all distributors in the market, new product launches, POS, account activities)
  3. Uses supplier visits for enhancing chain business (e.g. HQ calls, road shows, buyer/steward luncheons)
  4. Conducts in-store tastings as needed while also working alongside Brand Ambassador to identify key brands to focus on in weekly Tastings (e.g. New Items, Bubble Risk, etc.) 
• Finance (5%)
  1. Works closely with the Commercial VP of Pricing and RM to maintain pricing standards and minimize Depletion Allowances in the market
  2. Ensures shelf pricing is within Terlato brand standards
  3. Conducts monthly Competitive Pricing Reports (CPR)
  4. Works with RM to develop annual plan of estimated program spends by account 
  5. Responsible for staying within prescribed budgets
• Reports to Regional Chain Manager, Off-Premise Chains – California 

Performance Measures

• Execution: Ability to establish priorities and meet or exceed 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 and Sales Management.
• Organization: adept at successfully managing many long-term and short-term projects at once
• Vision: can see and execute against the long view for attaining brand growth

 Professional Qualifications

• 7-10 years of experience in adult beverage sales and Chain management
• Extensive sales and chain management experience including developing relationships, creating chain programs, launching new products, growing new and existing business and managing business profitability
• Vast knowledge of Microsoft Office (PowerPoint, Excel, Access, Word)
• Bachelor’s Degree required
• Valid driver’s license
• Proven track record in managing Chain organizations including motivating and driving sales results 
• Preferred History of calling on Top Southern California Off-Premise Chains 
• Knowledge of and passion for the wine industry a plus

Personal Skills and Qualities

• Strong business skills
• Results orientation
• Excellent oral and written communication
• Stellar presentation skills
• Ability to sell concepts and ideas
• Demonstrated initiative and ability to self-direct projects
• Ability to forge strong relationships with buyers and key influencers in the Chain business
• Ability to identify and communicate relevant and compelling brand benefits and traits
• Adaptability, flexibility, creativity, and problem-solving skills
• Concise, articulate and engaging communications style
• Self motivated with the ability to manage competing priorities on short deadline