Portfolio Manager

Bronco Wine Co•Ceres, CA

6d•$90,000 - $100,000•Onsite

About The Position

The Portfolio Manager is responsible for the strategic management, growth, and profitability of an assigned portfolio of wine and spirits brands at Classic Wines & Spirits of California. This position serves as the primary link between Classic Wines & Spirits, its suppliers, and the company’s sales organization. The Portfolio Manager is responsible for developing brand strategies, establishing sales priorities, communicating supplier objectives, and providing the sales team with tools, training, and direction necessary to achieve revenue and profit goals. The ideal candidate is commercially minded, highly organized, persuasive, analytical, and passionate about wine and spirits. This person must be able to translate supplier goals into actionable sales strategies and hold the sales organization accountable for execution.

Requirements

3+ years of experience in wine, spirits, beverage alcohol, consumer products, sales, brand management, or a related field.
Strong knowledge of the wine and spirits industry.
Demonstrated sales and business-development experience.
Strong understanding of California's wine and spirits marketplace preferred.
Excellent communication and presentation skills.
Strong analytical and financial skills.
Ability to analyze sales reports and turn data into actionable strategies.
Strong negotiation and relationship-management skills.
Ability to manage multiple suppliers and priorities simultaneously.
Strong organizational and project-management skills.
Proficiency with Microsoft Excel, PowerPoint, CRM systems, and sales reporting tools.
Ability to travel throughout the assigned market and participate in customer and supplier meetings.
Must be comfortable presenting to sales teams, customers, and supplier partners.

Nice To Haves

Strong understanding of California's wine and spirits marketplace

Responsibilities

Manage an assigned portfolio of wine and spirits suppliers and brands.
Develop annual and quarterly business plans for each supplier.
Establish sales objectives, volume goals, distribution targets, and profitability expectations.
Identify opportunities to expand distribution, increase velocity, and improve account penetration.
Analyze brand performance by customer, market, salesperson, product, and channel.
Identify underperforming brands and develop corrective action plans.
Identify opportunities for new products, new markets, and incremental placements.
Maintain strong knowledge of assigned brands, products, pricing, positioning, and competitive landscape.
Serve as the primary point of contact between Classic Wines & Spirits and assigned suppliers.
Build strong, long-term supplier relationships.
Conduct regular business reviews with suppliers.
Communicate sales performance, market activity, inventory levels, opportunities, and challenges.
Manage supplier expectations and ensure company commitments are being executed.
Coordinate supplier visits, market tours, tastings, trainings, and sales presentations.
Work with suppliers to develop programs that generate measurable sales results.
Ensure supplier marketing funds and promotional resources are used effectively.
Work directly with Outside Sales Representatives, Inside Sales Representatives, Account Executives, and Management to drive portfolio sales.
Develop clear sales priorities for the field sales team.
Conduct regular portfolio training and product education.
Provide sales representatives with selling stories, product information, pricing, competitive positioning, and account targets.
Participate in field rides and customer calls with sales representatives.
Help sales representatives identify the right accounts and opportunities for each brand.
Track execution against established sales goals.
Work with the sales team to secure new placements and increase existing account distribution.
Develop strategies to reactivate inactive accounts and increase sales in underdeveloped accounts.
Identify new accounts and channels that are appropriate for assigned brands.
Develop on-premises and off-premises strategies based on brand positioning.
Work with key accounts to secure new listings, placements, menu features, displays, and promotional opportunities.
Partner with the sales team to develop chain, independent retail, restaurant, hotel, and hospitality opportunities.
Identify emerging market trends and recommend new business opportunities.
Monitor sales, gross profit, depletion, inventory, and brand performance.
Manage portfolio profitability and pricing.
Review sales performance against budget and supplier expectations.
Monitor promotional spending and supplier support.
Work with Management and suppliers to develop financially responsible programs.
Understand the financial impact of pricing, discounts, depletion programs, and incentives.
Help ensure portfolio growth translates into profitable company growth.
Establish clear priorities for the sales team.
Communicate what brands need to be sold and where they should be sold.
Provide sales representatives with actionable account targets.
Monitor sales activity and results.
Recognize strong performance and identify gaps in execution.
Partner with Sales Management on corrective action when portfolio goals are not achieved.
Ensure the sales organization understands supplier priorities.
Help sales representatives become experts in the assigned portfolio.