Regional Manager - California and Hawaii

Palm Bay International•Los Angeles, CA

3d•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.

Requirements

Bachelor’s degree preferred.
5+ years of distributor or supplier experience.
Both on and off premise experience preferred.
Strong written and verbal communication skills, credible in front of senior distributor and internal stakeholders.
Superior organization and time management skills; 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%.
Reliable transportation and a safe driving record.

Nice To Haves

Strategic operator who can balance annual plans and account-level details.
Builder of people and partnerships, capable of engaging with distributor VPs and District Managers.
Financially fluent, understanding pricing, spend, ROI, and margin.
Decisive under ambiguity, able to build contingencies.
Credible voice in meetings and reviews.
Relentless about identifying and addressing gaps.
Comfortable managing two markets simultaneously.

Responsibilities

Serve as the senior point of contact for distributor leadership across California and Hawaii.
Be highly visible in the marketplace and with the field team.
Collaborate with the National Account division to build partnerships.
Make data-driven decisions and translate 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.
Plan and forecast by building the annual business plan for volume and profit across California and Hawaii, tracking performance, and developing contingency and gap-closing plans.
Manage budget and pricing by partnering with distributor finance and portfolio teams on pricing strategy, owning upkeep and maintenance for pricing structures, and monitoring spend to hit profitability targets.
Manage distributors by leading their development and management to drive portfolio growth and profitability, identifying performance gaps and implementing corrective action plans, and setting agendas and materials for Distributor Business Review meetings.
Manage markets by turning market assessments into business plans, owning new item launches, planning and leading supplier market visits, and running distributor brand education.
Foster a culture of coaching with the District Manager team, being highly visible in the market, spending ample time with team members, and using data on performance metrics to drive action and results.