Regional Manager - New Jersey/Delaware
About The Position
We are looking for a Regional Manager to grow share in on/off premise throughout New Jersey and Delaware to ensure market penetration, brand awareness and sell-through. You will work independently and collaboratively with distributor personnel and key members of our sales and marketing team as well as actively work the market multiple days a week to make sales calls, maintain your own key account list, participate in local trade activities and maintain close communication with distributor team members and leadership, and build direct relationships with customers. This is a remote, home office-based role with the ideal candidate located within proximity to North New Jersey. This role entails extensive driving within the field in order to visit accounts, do work withs and attend distributor meetings. Overnight travel will be approximately 10% - 15%. Responsible for overseeing business performance within an assigned state or group of states and ensuring the achievement of the regional business plan. This role has no direct people leadership responsibilities but drives results through coordination, influence, and collaboration with cross functional teams and distributor partners. The role is also accountable for ensuring full adherence to VCTUSA’s established ‘Ways of Working’, including company standards, processes, and compliance expectations.
Requirements
- Bachelor’s Degree in Business/Marketing or related field plus a minimum five years progressive sales experience in wine and spirits, beverage alcohol (or relevant CPG) industry, or equivalent combination education/experience
- Proven success in alcohol beverage industry sales and account management including extensive knowledge of on- and off-premise wine channels and trade
- Knowledge and passion for both luxury/premium and commercial wines and excitement for selling a wide spectrum of price points and formats
- Proven field leadership mindset with the ability to drive execution through influence rather than authority
- Strong knowledge of off-premise and chain execution levers (pricing, promotions, merchandising) and comfort leading account strategies
- Practical selling experience in food and beverage industry with meaningful distributor management exposure
- Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing and related industry knowledge
- Strong verbal and written communicator with strong public speaking and presentation skills
- Excellent interpersonal skills with the highest level of integrity
- Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel
- Valid Driver’s License and the ability to be insured; willingness to spend significant time traveling in-market
- Overnight travel approximately 10% - 15% of time; weekend and evening work as required
- Travel throughout region required
Nice To Haves
- Experience selling imports and/or organic categories, advantageous
- Circana/Nielsen information experience, a plus
- Wine education or certification, a plus (WSET or CSW preferred)
- Familiarity with Fedway Associates, NJ and Breakthru Beverage, DE, a plus
Responsibilities
- Manage state-level depletions, KPIs, and distributor targets.
- Conduct monthly performance reviews with key distributor teams.
- Manage monthly work-withs, market visits and key-selling activities.
- Build and execute state-level road maps (i.e., programming/activity calendars).
- Manage relationship with key state distributor personnel.
- Monitor pricing accuracy, inventory health, and forecast inputs.
- Accountable to plan performance within assigned state(s).
- Accountable for inventory management within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.
- Accountable for execution of chain/brand programs within assigned region.
- Accountable for Luxury Brand Collection execution.
- Ensure all brand spending for assigned region remains within annual budget.
- Responsible for submitting discretionary spending requests in accordance with policy.
- Ensure state distributor banks are being targeted to highest ROI activities.
- Monthly meeting with Sales Operations to review YTD budget performance.
- Distributor relationship priorities include: Market Leads, State VPs, State EVP (monthly and quarterly meetings), State Business/Portfolio Managers, Chain Leads.
- Facilitate monthly performance review meetings and QBRs.
- Coordinate surveys around key selling periods.
- Conduct monthly meetings with portfolio managers to review pricing, programming and inventory.
- Present in market 70%-80% of time.
- Business reviews and key distributor meetings.
- Cultivate relationships with key account buyers and ensure execution of focus programs.
- In-market selling of key brand initiatives.
- Regional/local chain development.
- Monthly/quarterly market audits and program compliance.
Benefits
- First day Medical, Dental, Vision, Life & Disability, Tax Savings (401k with company match), Short and Long-Term Disability, paid vacation, sick leave and company holidays.
- Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees.
- Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO).
- We offer many employee-focused health, wellness, training and safety-related programs as well as scholarship opportunities for dependents.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
