Market Development Manager - Distributor Management - Austin, Texas

Sazerac Company Overview

Build your career at Sazerac! With almost 400 years of rich history, Sazerac Company has thrived as an independent, American family-owned company with operations in the United States and around the world. Since the 2000s, Sazerac has averaged double digit growth every year! Sazerac Company produces and markets the most award-winning bourbons and whiskeys in the world, including Buffalo Trace, Pappy Van Winkle, Eagle Rare, Blanton’s, and Sazerac Rye. Additionally, Sazerac owns many popular brands across a range of spirits, including Fireball, Southern Comfort, Seagram’s V.O., Myers’s, Goldschläger, Parrot Bay, 99 Brand, and Platinum Vodka. 

We’re proud of our award-winning culture and distilleries. Our Louisville office has been named one of the “Best Places to Work in Kentucky” four times, and our Buffalo Trace Distillery has earned the title of “world’s most award-winning distillery” through the dedication of our craftsmen for well over 200 years. Whether you’re a recent graduate or an experienced professional, Sazerac provides extraordinary opportunities for growth with competitive salaries and benefits in an exciting, entrepreneurial industry.

Job Description/Responsibilities

The Market Development Manager - Distributor Management role partners with the State Manager to accelerate Sazerac's market share of our BCSP/SSP (priority) brands. Directs and develops high-value sales programming, in collaboration with the wholesaler network, to accelerate the sales velocity of Sazerac brands by utilizing the most effective and efficient (high ROI) brand drivers in the marketplace. Programming responsibilities include developing and managing price strategies, negotiating and measuring distributor KPIs, including growth goals and margins, evaluating scan and rebate effectiveness, monitoring and acting on competitive activity in the market, collaborating with the field execution team to set and support volume goals and KPIs, localized brand planning and marketing, launching innovation items and forecasting/inventory planning to ensure sufficient inventory availability.

• Achieve volume objectives for the Brand Country State Priorities in the market. Use KPIs to ensure that execution standards are achieved in the market. Monitor results using KPI tracking and COGNOS and provide feedback to the State Manager and Distributor. Partner with distributor on new item setup, NBD forecasting, brand education, and sales support to ensure a successful partnership.
• Ensure that I have a prioritized PDS plan and tangible action plans and am making progress against these action steps.
• Ensure execution of initiatives within an account base that will include national account retailers. In partnership with the State Manager, provide feedback to the appropriate National Account Manager.
• Execute the identified Priorities, Projects, and Tasks to ensure the market is properly focused on the highest priority and highest reward project. Monitors performance of these activities through distributor and Key Account personnel.
• Update the market key retailer contacts information in the Key Contacts Access System.
• Provide market intelligence to State Manager on emerging consumer behavior and consumption patterns data. Ensure seamless distributor and retail level integration/communication of new brand acquisitions.
• Identify, develop, and propose strategic pricing opportunities throughout the year that are consistent with brand positioning strategies in the market. Recommend these opportunities to the State Manager for approval. Communicate the approved changes to the distributor/broker and customer service.
• Manage market budgets to achieve Fiscal Budgets. Track Spending vs. Budget to achieve Brand Contribution goal. Develop an Expense Tracking system to manage all expenditures against the budget.
• Build the ABA portfolio to capture a formidable market share and brand contribution over the long term. Ensure that the brands in the portfolio develop and perform consistently with the company's overall strategy. Manage timelines and budgets for successful implementation.
• Build and maintain excellent relationships and secure great execution in retail off-premise accounts as measured by sales drivers and KPIs.

Qualifications/Requirements

Required

• Bachelor's Degree in Business or related field
• Ability and willingness to work non-traditional hours (nights/weekends)
• Working knowledge of MS Office Products (Word, Excel and Outlook)
• Willingness to travel
• Strong ability in self-management and managing schedules to achieve results
• Ability to work cross-functionally with agents/distributors
• Minimum 3 years of relevant experience 
• A valid driver's license

Preferred

• On and Off Premise sales experience
• Market development and sales analysis experience
• Ability to develop customer relationship
• Distributor and/or broker sales management background

Physical Requirements

• A valid driver's license
• Ability to pick up and/or move objects up to 10 pounds without assistance

• Placement within the salary range is calculated based upon years of directly relatable experience for the position.• The salary range refers to base salary only and does not include car allowance, annual bonus, fuel or cell phone reimbursement

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