Job Title: Regional Sales Manager, Control States
Location: East Coast (NH, NC, ME, VA)
Reports to: Director of Sales, Canada and Control States
Territory: USA
About STOLI GROUP
Stoli Group has an incredible portfolio of brands, including our premium vodka Stoli & an amazing stable of ultra-premium wine, spirit & non-alcoholic brands. The ultra-premium category is the fastest growing & most dynamic part of the beverage alcohol market. Stoli Group is looking to reshape the market landscape by becoming the acknowledged global leader in extraordinary adult beverages.
Established in the late 1990’s Stoli Group is headquartered in Luxembourg and has manufacturing facilities & wineries in Latvia, Mexico, Argentina, Spain, Tuscany, Provence, Scotland & the USA and sells its Brands in over 170 countries globally.
Position Overview
The Region Sales Manager is a part of the North America business unit with significant Retail and On-Premise business and is vital to building our Ultra-Premium brand portfolio. As such we are seeking a dynamic and experienced Region Sales Manager to manager our Control State Partnerships. Reporting to the Director of Sales, the Region Sales Manager is responsible for driving profitable and sustainable growth in respective control state territories including but not limited to NC, VA, MS, AL, ME, NH, and VT. The candidate will successfully collaborate with distributors on commercial plans, lead execution and KPIs within Liquor Boards, strategic retail and on-premise accounts teams.
Responsibilities, Capabilities and Experience
The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Leadership may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.
- Responsible for developing annual sales plans, KPIs, and execution standardsResponsible for provincial / key customer P&L planning and measurement
- Responsible for executing and evaluating all Liquor Board and On-Premise programs
- Responsible for proactively analysing business/brand performance
- Manage day to day Liquor Board, Key Customer and Sales Distributor relationships
- In collaboration with distributor, lead monthly and quarterly reviews
- Support best in class sales execution - GSMs, surveys, blitzes, account visits/work withs
- Execute, measure, and evaluate Local program effectiveness
Required Skills/Competencies:
- Results driven: Grows share in assigned group of accounts through new distribution and activation of programming
- Proven track record to execute financial, sales and marketing plans to achieve annual sales plan
- Financial Acumen: Executing financial strategies of the organization including pricing and account investment
- Business Acumen: Knowledge expert with the assigned customers
- Negotiation Skills – using storytelling complimented by price, to sell effectively and overcoming internal bias and customer objections
- Problem solving: Quickly assess, triage and solve complex issues
- Insights & Data Skills: Syndicated, qualitative, other and using it for storytelling
- Company and Brand Championship – company first mentality
- Presentation skills and commanding presence with groups: Expert in presentation skills and messaging of key stories
- Clear & concise written and verbal communication
- Informing: Keeps internal partners informed of critical information
- Action oriented: Seizes opportunities more than others.
- Customer focused: Owns relationship with key stakeholders in assigned accounts
Key Performance Indicators for this role include:
- Achievement of annual sales plan
- Effective management of Liquor Board and Key Customers
- Effective management of the Distributor
QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- A minimum of 5 years of industry experience and/or sales experience in a consumer products industry. Large state or multi-state management experience preferred.
- Bachelor's degree in related field
- Leadership experience managing a team of people required, with demonstrated success in building talent including promotions of team.
- Previous ownership of revenue and A&P spends and budgets
- Mastered ability to build relationships and maintain effective working relationships with Distributors and Accounts and all internal stakeholders
- Mastery of price structures
- Highly skilled negotiator (distributors and key accounts)
- Demonstrated knowledge and experience in on and off-premise business and three-tier system.
- Highly proficient with Microsoft Office suite to include Word, Excel, and demonstrated excellence in PowerPoint building skills used for presentations
- Excellent written, oral and listening skills
- Demonstrated ability to manage multiple projects, set priorities and complete assignments with accuracy and within established time frames
- Ability to influence others’ actions without authority
- Must have a valid state driver’s license
PHYSICAL REQUIREMENTS:
- Requires frequent travel by air and auto to visit accounts and markets
- Extensive computer usage for administrative work
- Ability to lift to 50 pounds
WORK ENVIRONMENT:
- Work location is performed in a typical field environment or home office with frequent visits to headquarter office for meetings
- Moderate demands for movement and lifting
- Frequent travel to customer sites is required. Travel will be >50%.
Disclaimer: Stoli Group is an equal opportunity employer that values workforce diversity. By embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success. The duties and responsibilities described in the role profile might not be a comprehensive list.
