Regional Manager - California and Hawaii

Palm Bay International•Los Angeles, CA

2d•Remote

About The Position

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. The Regional Manager is the senior point of contact for distributor leadership across California and Hawaii. This role is highly visible in the marketplace and works closely with the field team. The ideal candidate is a strategic operator, a builder of people and partnerships, financially fluent, decisive under ambiguity, a credible voice in the room, relentless about gaps, and comfortable running two markets at once.

Requirements

5+ years of distributor or supplier experience.
Both on and off premise experience preferred.
Strong written and verbal communication, credible in front of senior distributor and internal stakeholders.
Superior organization and time management; able to manage multiple priorities and deadlines across two markets.
Self-driven, with the independence to thrive in a fast-paced, team-oriented environment.
High proficiency with Microsoft Office.
Willingness and ability to travel up to 40%.
Flexible schedule required, including evenings and weekends for distributor events, trade dinners, and tastings.
Reliable transportation and a safe driving record.

Nice To Haves

Bachelor’s degree preferred.

Responsibilities

Serve as the senior point of contact for distributor leadership across California and Hawaii.
Collaborate with the National Account division to build partnerships.
Turn data-driven insights into action.
Work in lock-step with District Managers to align tactical spend with the annual plan.
Own the annual business plan for volume and profit, and track performance throughout the year.
Set the agenda and build materials for Distributor Business Review meetings.
Report directly to the VP, Western Region, on plan performance, market conditions, and issues.
Build the annual business plan for volume and profit across California and Hawaii.
Track the plan to performance and build contingency and gap-closing plans as market conditions shift.
Partner with distributor finance and portfolio teams on pricing strategy.
Own upkeep and maintenance for pricing structures across the two states.
Monitor spend and adjust to hit profitability targets.
Lead the development and management of distributor partners across California and Hawaii to drive portfolio growth and profitability.
Identify performance gaps early and put corrective action plans in place.
Show up as a true partner to Distributor sales force and work together to find solutions.
Turn market assessments into real business plans.
Own new item launches, from on-target shipments through depletions.
Plan and lead supplier market visits – account calls, trade luncheons, and evening events.
Run distributor brand education in both small and large group settings.
Develop a culture of coaching with the District Manager team.
Be highly visible in market and spend ample time with each team member across the state.
Use data on performance metrics to drive action and results.