Regional Sales Manager, Mid Atlantic - Horizon Division

Established by Bill Foley in 1996, Foley Family Wines & Spirits (FFWS) is a portfolio of highly acclaimed wines and spirits from some of the world’s greatest estates. The company owns more than 25 wineries and distilleries, each with its distinct style, legacy, and approach to hospitality.

FFWS has expanded its portfolio significantly since its founding, now including such storied brands as Chalk Hill Estate Winery, Sebastiani, Roth, Banshee, Ferrari-Carano, Chateau St. Jean, and Lancaster in Sonoma County; Merus, Silverado, and Foley Johnson in Napa Valley; Lincourt, Firestone, and Foley Estates in Southern California; Chalone Vineyard in Monterey County; Four Graces and Acrobat in Oregon; and Three Rivers in Washington. Foley Family Wine & Spirits import wines include Lucien Albrecht in France, Nieto Senetiner in Argentina, and 14 wine brands spanning three of New Zealand’s most acclaimed winegrowing regions: Marlborough, Central Otago, and Martinborough. The growing global spirits portfolio includes Minden Mill Distilling, Charles Goodnight Texas Straight Bourbon Whiskey, New Zealand’s Lighthouse Gin, El Mexicano Tequila, The Loch Lomond Group in Scotland, Two Stacks Irish Whisky and Killowen.

Position Summary:   

The Regional Sales Manager – Horizon Division for Foley Family Wines & Spirits is a strategic position responsible for driving sales growth, business development and portfolio expansion.  Reporting to the VP, Sales – Horizon Division, this role is accountable for the regional acceleration of the Horizon Division portfolio.  Key responsibilities include portfolio growth through effective business development, driving distributor performance, executing against new and expanded strategic account distribution and programming, effectively utilizing cross-functional resources (Finance, BI, Trade Marketing, Supply Chain); and leveraging Marketing resources and brand investments to achieve the regional sales plan. This position is responsible for the implementation of the regional sales tactical budget, price strategy adherence, and profit generating decision making.

States covered are Maryland/DC, Virginia, North Carolina.

• As the RSM – Horizon Division, your role will encompass a wide range of responsibilities focused on driving portfolio growth and contributing significantly to the company's strategic plan. You will be expected to bring in-market experience, perspective and the relationships required to expand and grow the portfolio. Your contributions to the strategic planning process will involve identifying any gaps or areas of improvement and proposing innovative ideas and initiatives to enhance market success. By actively engaging in the strategic decision-making process, you will play a pivotal role in shaping the future direction of Foley Family Wines & Spirits and driving its growth in the marketplace.

• A critical component of Foley Family Wines & Spirits growth strategy lies in the effective execution and expansion of their portfolio across omni-channel National and Regional Key Accounts. As the RSM, you will bring your expertise in building and managing key accounts to drive growth within these key channels of trade. Your role will involve guiding the regional strategy in understanding the growth opportunities and levers specific to each account and ensuring the implementation of tailored executional plans and tools to achieve their goals. By effectively cultivating relationships with key customers, you will contribute to the overall portfolio expansion and growth of the Horizon Division.

• You will have a crucial role in driving best-in-class performance by distributors, establishing high standards of excellence that align with Foley Family Wines & Sprits ambitious business plans and goals. Your responsibility will be to ensure that the company commands respect and receives exceptional account service from distributors. You will optimize distributor performance through consistent tracking, analysis, and improvement initiatives. Building strong peer-to-peer relationships and fostering clear and timely communication will be essential to establish effective and proactive ways of working together. Additionally, you will implement metrics to hold distributors accountable for achieving desired results. By effectively managing distributor/wholesaler relationships, you will contribute to the overall success and growth of Foley Family Wines & Spirits.

• The RSM will be expected to synthesize Foley Family Wines & Spirits brand equities and strategies, consumer data, distributor insights, account information, and financial parameters to develop compelling annual business and sales plans. These plans should drive company profitability, depletions, and market share growth, while simultaneously meeting or exceeding customer needs. By leveraging your strategic thinking and analytical skills, you will play a pivotal role in developing sales strategies that align with customer objectives and maximize company performance in the marketplace. 

• The RSM plays a crucial role in driving revenue, profit, depletions, and share for each brand in the Horizon Division portfolio. This includes owning and managing the regional sales tactical budgets and ensuring efficient allocation of investments. Collaborating with Finance and BI teams, the RSM analyzes sales impact, profitability, and ROI. They implement and monitor pricing, promotions, and market dynamics to identify risks and opportunities, while developing solutions.  

• In collaboration with the Sales team and BI resources, conducts comprehensive business performance and competitive analyses, to ensure critical decisions are well-informed. This includes tracking and reviewing actual sales results, weighing them against defined targets and business KPI’s to determine the effectiveness of sales initiatives, implementing necessary changes and solutions. The RSM ensures implementations for forecasting and monitoring sales performance and business compliance. They articulate the results of these analyses through reports, presentations, and recommendations to key stakeholders such as sales and marketing leadership along with other cross-functional leaders. 

• Wine & Spirits Category– The ideal candidate for the RSM position will have a proven track record of sales results in the Beverage Alcohol industry, with a strong emphasis on the Wine & Spirits category.  Relevant market experience and established relationships within the industry would be highly advantageous.
• Distributor Performance– The ideal candidate for the RSM role should possess strong relationships with key distributors and wholesalers across the region. These established relationships, including SGW&S, are valuable assets. Equally important is the ability to drive distributor performance through effective and well-defined ways of working.
• Organizational & People Development– It is essential for this individual to possess positive energy, an entrepreneurial spirit, a strong commitment to fostering a highly collaborative culture, and a dedication to holding themselves and others accountable for achieving sales targets. This ability to drive performance extends to external partners, brokers, and distributors as well.
• Cross-Functional Collaboration– The ideal candidate for the RSM position should have a proven history of working closely and collaboratively with multifunctional counterparts on the overall go-to-market strategy, new product initiatives, and customer-specific plans. This includes establishing seamless collaboration with teams such as Marketing, Business Intelligence (BI)/Insights, and Finance. The VP, Sales will ensure that the sales plan is fully integrated and reflective of the broader business agenda, fostering a cohesive approach across departments for optimal results.

• Organizational leadership: Ability to set a compelling vision and execute it
• Strong communication skills: Excellent listening skills and the ability to respond effectively and clearly.
• Relationship management and interpersonal skills: High emotional intelligence (EQ) and the ability to build and maintain strong relationships.
• Financial and commercial acumen: Think with a "General Manager" mindset, understanding the financial implications and business implications of decisions.
• Influencing: Demonstrated ability to persuade others towards an idea or goal.
• Negotiation skills: Proven ability to seek and close deals effectively.
• Complex problem-solving: Skilled in generating multiple options and then converging on the best solution.
• Innovative and creative thinking: Ability to think outside the box and bring fresh ideas to the table.
• Resourcefulness: Highly resourceful, able to stretch people and resources to achieve goals within compressed timeframes.
• Organized and detail-oriented: Strong focus on tactical execution and attention to detail.

Company Core Values:

Teamwork – Be a Spirited Partner

Commitment – Crush Every Day

Quality – Good vs. Grape: It’s All in The Details

Integrity – It Takes a Community

Safety – Tend the Vines

Entrepreneurship – Love the Wine You’re With

Fun! - Smile! You Have Purple Teeth!

Foley Family Wines & Spirits provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, veteran status or any other characteristic protected under federal, state or local law.

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