Job description

The Regional Director (RD) has full sales responsibility for a cluster of states within one of Jägermeister’s US sales regions.

The Regional Director develops and executes the geography’s sales strategy in collaboration with his/her Regional Vice President for growing Jägermeister & Teremana both on- and off-premise, and in chains within the geography. The RD is responsible for successfully managing and leveraging the relationship(s) with their Distributor counterparts (typically General Managers) including planning and negotiations and influencing the Distributors’ share of mind. The RD is responsible for hiring, developing and retaining talent – he/she is responsible for leading a geography of approximately 3-8 sales employees (Territory Sales Manager and Regional Managers).

The Regional Director is part of and contributes to the leadership for the Region, and the MJUS Commercial Leadership Team.

Principal Duties and Responsibilities:

Distributor Management

Partners with Distributor General Managers & Business Managers on strategy to develop and grow the Jägermeister brands in each market that is part of his/her geography
Conducts planning, pricing, and negotiations with Distributor partners
Maintains Distributors’ share of mind and continually evaluates Distributors’ effectiveness and provides appropriate ongoing feedback regarding performance
Responsible for annual Distributor programming calendar and conducting quarterly/annual business reviews with Distributors
Keeps Distributor General Managers & Business Managers aligned and focused on key channels, KPI targets, and programs
Ensures Distributors are effectively educated on the history, properties, and production of Jägermeister & Teremana, and up to date on Jägermeister & Teremana business updates and branding
Negotiates distributor banks, GP, and other funding as needed for each market

Regional Sales and Commercial Planning

Demonstrates expert knowledge and understanding of spirits industry in his/her markets - including key accounts, competitors, trends and consumer behavior

Develops annual and long-term sales plan for growing Jägermeister in the geography. Sets strategies focused on key markets both on- and off-premise.
Ensures effective communication of the plan to Distributor General Managers to gain agreement and alignment
Ensures program development/commercial solutions are improving brand execution and image in the geography’s markets (includes: proper distribution of Jägermeister by type and size, merchandising programs, shelf management positions, drink features and promotions)
Possesses strong proficiency in pricing, profit and brand economics and ability to educate others
Ensures local programs from Field Marketing are designed to engage consumers in his/her markets
Effectively works with other Regional Directors and cross functionally with HQ counterparts
Ensures streamlined effective reporting and business intelligence

Talent Selection & Development

Establishes an effective sales team for the geography which regularly reviews the business and aligns on the course of action
Establishes individual accountability through communication of expectations, goals, and KPIs down to each employee
Conducts timely performance evaluations for all direct reports
Provides ongoing coaching and feedback; conducts crew drives to evaluate field sales performance
Establishes an atmosphere that encourages innovation and out of the box thinking to drive new and creative grass roots ideas from the field
Builds bench strength and future leaders within the company
Continually upgrades sales talent pool through training, promotions from within and attracting new talent from outside when appropriate/needed
Integrates Regional Managers and Territory Sales Managers into all team activities

Analysis & Execution

Drives accountability for MJUS budget management for his/her markets - both T&E and LPF budgets
Ensures salesforce is effectively utilizing tools to analyze ROI and understand the business in each market (e.g., effectiveness of major events, consumer development activities, key account resource allotments, POS effectiveness, etc.)
Ensures salesforce is utilizing timely and effective tracking of Point-Of-Sale
Ensures salesforce is effectively utilizing sales tools (VIP i-Dig and Karma)
Prepares and reviews all relevant administrative and budget reports (e.g., expense reports)

Requirements

10+/- years of experience in Sales/Marketing, preferably in the spirits and/or beverage, consumer industry
Demonstrated distributor relationship management, account management, and chain experience
Innovative and creative in approaching distributors and expanding business
Proven success in leading, developing, motivating, and training sales teams
Able to formulate strategies and execute against them
Creative presentation/public speaking and premium selling skills
Well-developed influence and negotiation skills; persistent and persuasive
Ability to make meaningful contributions to the Region’s leadership team (contribute beyond his/her geographies)
Knowledge of the federal, state and local laws and regulations. Knowledge of Distilled Spirits Counsel of the U.S. (“DISCUS”), National Alcohol Beverage Control Association (“NABCA”) and beverage alcohol laws and regulations
Frequent travel required; must have valid driver’s license and vehicle for travel between accounts within assigned territory
Must be proficient in MS Office Suite (Outlook, Excel, Word, PowerPoint)
College degree required