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Palm Bay International, a dynamic family-owned company, offers one of the nation’s most comprehensive portfolios of imported 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 is able to 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.
Location: Chicago, IL
The Regional Manager is a senior sales role responsible for overseeing the business planning, development and execution of an assigned region, ensuring the delivery of profitable growth through effective distributor management and market plan execution. This role is the key point of contact for senior-level Distributor leadership in the assigned region to develop and execute the annual sales plan effectively. The Regional Manager leads and works with a team of four District Managers to optimize tactical spend to drive profitable volume growth and organic sustainability. A variety of key performance indicators will judge the effectiveness of this role:
· Profitable growth
· Sustainable Growth
· Growth at or above market trends
· Margin enhancement
· Brand Management skills
· Team effectiveness and people leadership
· Distributor partnership and plan execution
· Direct Market Relationship and sales
Objective:
Planning & Forecasting
· Establish an annual business plan to meet target volume and profit goals for assigned areas, partnering with Trade Marketing to leverage effective trade programming.
· Monitor plan to performance and develop contingency and gap-closing alternatives as needed.
· Monitor market conditions to proactively mitigate issues and capitalize on share and profit growth opportunities.
· Submit updates to plan and forecast throughout the year as needed.
Budget & Pricing
· Responsible for the area P&L
· 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.
· Establish an annual budget to support the execution of the approved plan.
· Monitor spend and adjust as needed to achieve appropriate profitability.
· Provide operating financial parameters to the team and monitor them to ensure compliance.
· Manage brand deferred discount levels and tactical budgets to achieve operational leverage.
Distributor Management
· Directly responsible for leading the development and effective management of key senior-level management relationships across all Distributor partners to ensure appropriate focus and optimization of the Palm Bay International 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 – lead discussions and ensure follow-up as needed.
Market Management
· Drive the development of effective market assessments and convert to effective business plans that drive profitable growth.
· Manages new product introductions to ensure on-target shipments and depletions. Actively coordinates with Brand Management and/or Trade Marketing to optimize programs for successful in-market launch plans
· Partner with the Regional Chain, On-Premise, and National 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.
· Proactively monitor key area account activity and drive opportunistic growth.
People Management & Team Development
· Trains and develops talent to reach a “best in class” sales force.
· Manage the performance of direct reports to ensure on-target delivery of objectives and key priorities.
· Recruit and retain high-performing talent, ensuring appropriate annual performance and development plans are in place.
· Coach and mentor
Experience Required
· Ten to Fifteen (10-15) years of alcohol beverage sales experience in progressively responsible roles.
· Experience in managing a direct team of sales professionals
· Budget and pricing responsibilities
Education / Professional Qualifications
· Four year college/university degree with a focus in Business Administration or Marketing preferred.
· Advanced degree a plus.
Skills:
Functional
· Exceptional Sales leadership skills with demonstrated ability to grow a profitable business.
· Strong command of effective Distributor leadership skills, influencing action to meet/exceed the business plan.
· Strong understanding of the alcohol beverage category and a proven ability to successfully manage a growing business through multiple Distributor points of contact.
· Sound understanding of business financials and experience in managing to 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 – the 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
· Proficient in Word, Excel, and PowerPoint required.
· Excellent verbal and written communication skills; strong presentation skills.
· Excellent Analytics – the 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
· Experience with MicroStrategy and Vistaar a plus.
Managerial
· Proven ability to manage a team with strong retention and development results.
· Coach, mentor, and develop the performance of others to meet standards and drive effective results.
Essential Job Functions
· 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.
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.
