Regional Manager - TX/OK

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Location: Dallas, Texas

Position Overview: The Region Manager position is a senior sales role responsible for overseeing the business planning, development, and execution, ensuring the delivery of profitable growth through effective distributor management and market plan execution across Texas and Oklahoma. This role is the key point of contact for senior level distributor leadership to effectively develop and execute the annual sales plan. The Region Manager reports directly to the Central Region VP and works in conjunction with the managers throughout the region to optimize tactical spending in a way that drives profitable volume growth to achieve goals and deliver organic sustainability. The effectiveness of this role will be measured by a variety of key performance indicators:

• Goal Achievement and Annual Sales Plan Execution
• Profitable Growth
• Sustainable Growth
• Key Account Management
• Portfolio performance at or above market trends
• Margin Enhancement
• Brand Management Skills
• Distributor Partnership and Plan Execution
• Chain and Category Management
• Customer Management with Key Buying Team
• Direct Market Relationship and Sales
• Leadership and Team Effectiveness to Execute State & Market Plans
  
  

Responsibilities/Essential Functions: The candidate will have the autonomy to own the business that will require a high level of collaboration and alignment with our wholesale network to build and grow a profitable and sustainable foundation of business that achieves performance goals at multiple levels across the Wine & Spirit portfolio in the Region. The candidate will be responsible for, but not limited to, managing our wholesalers, key chains & accounts, inventory to plan, forecasting, pricing, programming, incentives, budgets, travel & entertainment, bill backs, tracking, running reports, work-with’s, surveys, executing plans & programming, education, dinners & events, tastings, general sales meetings, supplier visits, etc.

Planning & Forecasting

• Establish an annual business plan to meet target volume and profit goals for the region.
• Partner and collaborate with the Palm Bay BI, BET, Finance, Pricing, Chain, and Central Region VP along with our wholesalers to develop effective state by state programming that results in an elevated level of performance with maximum ROI.
• Monitor and track plan to performance and develop contingency and gap closing plans where needed to achieve plan.
• Monitor market conditions to proactively mitigate issues and to capitalize on growth opportunities.
• Proactively manage sales forecasting and inventory week over week to ensure goals are achieved.
• Submit updates to plan and forecast throughout the year as needed.
  
  

Budget & Pricing

• Responsible for the Wine and Spirits P&L in the Region.
• Work with Regional VP to review pricing strategies to ensure optimal ROI on investment spend.
• Ensure pricing structures are in place to optimize Palm Bay International profitability while managing distributor margin and maintaining brand integrity and positioning throughout the Region.
• Establish an annual budget to support the execution of approved plan.
• Monitor ARs monthly and adjust spending as needed to achieve appropriate profitability.
• Manage annual budget to support the execution of the approved plan.
  
  

Distributor Management

• Work closely with all teams at the wholesale level to ensure goals, plans, and program execution are delivered month over month throughout the year.
• Work closely with senior leadership, chain AEs, portfolio, and finance teams to ensure share of mind is earned and they are delivering agreed upon goals and expectations.
• Responsible for leading the development and effective management of distributor partners to ensure portfolio growth and profitably.
• Drive distributor performance to plan, proactively identifying gaps and implement corrective action plans as needed.
• Set and develop materials for Distributor Business Review Meetings.
• Conduct distributor brand educations in both small and large group settings.
  
  

Market Management

• Drive the development of effective market assessments and convert to effective business plans that drive profitable growth.
• Proactively manage key account activity and drive opportunistic growth across the region.
• Manage new product introductions to ensure shipments and depletions are on target. Actively coordinates with Brand Management and/or Trade Marketing to optimize programs for successful in market launch plans.
• Partner with the On & Off Premise along with National and Regional Account Teams to ensure the smooth coordination and execution of key trade programs.
• Leverage Trade Marketing to effectively implement the trade marketing programs to drive profitable growth.
• Manage successful supplier market visits by planning education events, account calls, trade luncheons, and evening events.
  
  

Functional Skills

• Exceptional Sales leadership skills with demonstrated ability to grow a profitable business.
• Strong command of effective Distributor leadership skills, influencing action to meet or exceed the business plan.
• Strong understanding of the alcohol beverage category and a proven ability to successfully manage a growing business through multiple wholesaler points of contact.
• Sound understanding of business financials and experience in managing a budget.
• Proven ability to manage distributor teams and execute business plans reflecting year-on-year growth.
• Experience in planning and managing new product launches. Supplier market visit planning.
• Familiarity with product sales – ability to develop compelling selling stories to grow distribution and volume sales.
• Analytics – ability to take large amounts of data and mine the key insights that are helpful in developing a compelling sales presentation.
• Ability to manage multiple priorities and experience in working with a multi-brand portfolio.
• Results oriented; thrives in a dynamic; fast-paced environment.
• Ability to work independently.
  
  

Technical Skills

• Proficiency in Word, Excel, and PowerPoint required.
• Excellent verbal and written communication skills; strong presentation skills.
• Excellent Analytics – ability to take large amounts of data and mine the key insights that are helpful in developing a compelling sales presentation.
• Experience in the utilization of pricing, forecasting and other Sales tracking and monitoring tools.
  
  

Managerial Skills

• Proven ability to manage a team with strong retention and development results.
• Coach, mentor and develop performance of others to meet standards and drive effective results.
• Train and develop team to be the future leaders at Palm Bay International.
  
  

Qualifications/Requirements

• Bachelor’s Degree preferred with advanced degree a plus.
• 8-10 years of distributor or supplier experience in progressively responsible roles.
• On and Off premise spirit sales experience preferred
• Strong communication skills, both written and verbal
• Superior organizational skills, detail oriented, must be able to manage multiple priorities and meet deadlines.
• Must be able to lift 45lbs.
• Must be able to travel 40-60% of the work week.
• Must be able to work some weekends and travel overseas for business purposes.
  
  

Palm Bay International, a dynamic family-owned company, offers one of the nation’s most comprehensive portfolios of wines and spirits, including over 50 suppliers from around the globe. Among Palm Bay’s most valued assets is its remarkable network of long-term partnerships with the foremost wholesale companies in all 50 states, as well as the Caribbean, Mexico and Central America. With the crucial collaboration of these partners, Palm Bay’s portfolio can meet the needs of every level of the industry, from independent restaurants and retail stores, to chain accounts, supermarkets, hotels, airlines, cruise ships, duty-free accounts, and U.S. military bases. This impressive roster of brands, accounts and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace. For more visit: www.palmbay.com.

Benefits Overview

• Palm Bay offers a competitive compensation package including medical, dental, vision, life insurance, 401(K), paid vacation, personal time off and 11 paid company holidays.
  
  

Palm Bay International is an equal opportunity employer.