What are the responsibilities and job description for the Director of Sales position at Benchmark Consulting?
Key Responsibilities :
Sales Strategy and Leadership
Lead the U.S. sales team and oversee all sales activities, with a focus on high-end, imported wines, particularly Burgundy.
Develop and execute a strategic sales plan that aligns with the company's overall goals, expands our customer base, and enhances the positioning of our portfolio across on-premise (restaurants) and retail channels.
Collaborate closely with regional sales managers to set targets, monitor progress, and adapt strategies to meet the specific needs of different markets.
Act as a brand ambassador, effectively representing the importer and its heritage, building long-term relationships with key stakeholders, distributors, and national accounts.
Market Expertise and Relationship Management
Leverage deep knowledge of the U.S. alcohol market, including specific state regulations, distributor networks, and key industry players.
Cultivate and maintain strong relationships with large-scale distributors while navigating the complexities of fine-wine distribution from a small-scale supplier perspective.
Understand and implement effective programming, incentive structures, and trade marketing initiatives tailored to the needs of individual markets.
Serve as the primary liaison between the U.S. subsidiary, the French HQ, and distributor partners, ensuring smooth communication and alignment on commercial strategy.
Business Planning and Financial Oversight
Build, implement, and track comprehensive business plans, including sales forecasts, budgeting, and profitability analysis.
Analyze sales data to inform decision-making and identify opportunities for
growth.
Team Leadership and Development
Recruit, train, and mentor a team of sales specialists, fostering a collaborative, supportive, and high-performing environment.
Identify skill gaps within the team and develop tailored training programs to ensure continuous growth and development.
Facilitate regular sales meetings to review goals, share best practices, and
motivate the team.
Cultural Fit and Representation
Embrace and promote the family-driven values of the importer, with an understanding of the company's history and commitment to quality.
Act as a steward of the brand, balancing respect for the company's legacy with a strategic, forward-thinking approach to market challenges.
Demonstrate a strong understanding of Burgundy wines and effectively communicate their unique value to diverse stakeholders.
Travel and Logistics
Travel extensively throughout the U.S. to meet with distributors, key accounts, and team members, as well as internationally to France 2-3 times per year for 5-10 day visits.
Maintain legal work status in the U.S. (green card or citizenship required) and a clean driver's license, with the ability to carry up to 40 pounds (as needed for samples and events).
Professional Qualifications :
Minimum of 15-20 years of upper management experience, with a strong focus on high-end, imported wine sales. At least 7-10 years of recent experience managing a broad, family-owned portfolio.
Extensive knowledge of the French fine-wine sector, with a particular emphasis on Burgundy wines and their positioning in the U.S. market.
Fluent in French, with strong communication skills to collaborate effectively with the French HQ and U.S. team.
Proven financial acumen, with experience managing P&L statements, conducting growth forecasting, and analyzing sales data.
Demonstrated passion for wine and a deep interest in the industry.
Strong leadership, verbal and written communication, and decision-making skills, with a track record of building and leading high-performing sales teams.
Comfortable working in a family-run business environment and collaborating with a small, U.S.-based team.
Long-term commitment to building strong relationships with the team in both France and the United States.
Preferred location is California, but this can be discussed following an initial training phase.
Personal Attributes :
A charismatic and empathetic leader who can build strong, lasting relationships with both internal teams and external partners.
A strategic thinker with a keen understanding of market dynamics and the ability to adapt plans as needed.
A brand ambassador with a deep respect for family values, the history of the importer, and the cultural nuances of both the French HQ and U.S. subsidiary.
Someone who balances independence and collaboration effectively, with a calm and measured demeanor that inspires confidence.
A passion for wine, with a strong sense of style and a great sense of humor that fits the company culture.
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