Regional Sales Director

MS Walker•Detroit, MI

7d•$145,000 - $175,000•Onsite

About The Position

The Regional Sales Director leads a multi-state market consisting of Michigan, Ohio, Indiana, Kentucky, and Kansas and is accountable for profitable growth of the M.S. Walker Brands portfolio. The role directs regional sales execution, consumer market development, distributor and broker performance, education and motivation across the regional team, distributor, broker, ambassador, and sales specialist network. Success requires achieving shipment, depletion, distribution, and profitability goals; building productive relationships with wholesalers, brokers, and key customers; and developing people and market capabilities. The position places particular emphasis on distributor management, leadership, field education, and hand-selling priority brands to key on and off-premise accounts. The Regional Sales Director is expected to model the M.S. Walker family philosophy, passion, and company culture.

Requirements

Bachelor's Degree preferred (5+ years) in Sales, Marketing, Business Management or related field
Minimum 10 years’ experience in Wholesale and Supplier sales
Sales Experience in both the wine and spirits industry required
Valid Driver’s License
Proficiency in Microsoft Office programs including Outlook, Excel and PowerPoint
Domestic travel required
High level organizational skills, relationship building and selling skills a must
Strong business acumen and sales analysis
Demonstrated initiative and ability to self-direct projects
History of delivering high-quality work on short deadlines
Results oriented with competitive urgency
Utmost professionalism
Understanding of Control States
Interact with and direct broker network leadership and teams.
Manage bailment inventories.
Review and interpret NABCA Green book trends and opportunities.
Understand listing and delisting criteria for each state.
Manage pricing and promotions timing.

Nice To Haves

Bachelor's Degree preferred (5+ years) in Sales, Marketing, Business Management or related field

Responsibilities

Manages the entire MSWB portfolio/business within the defined territory.
Ensures attainment of sales goals by regularly evaluating distributor and broker relationships, identifying new business opportunities, and optimizing current sales and service levels.
Owns territory financial performance, including budgets, depletions, inventory, pricing, billbacks, and profitability analysis for shipments and depletions.
Leads territory planning and decision-making to support national objectives and produce accurate business forecasts.
Manages territory operations to maximize sales and profitability.
Responsible for monthly updates to MSWB executive leadership team on in market and overall activities, market, and personal performance in relation to KPI’s.
Allocates approximately 50% of working time to field activity, 25% to internal MSWB team leadership and coordination, and 25% to distributor management.
Develop state-level market plans, pricing, and programs with distributor partners to achieve MSWB goals. Leads direct reports and coordinates with colleagues to execute those plans.
Plans and progress must be reviewed monthly with the key stakeholders.
Manages execution of MSWB standards through distributor partners, holding each distributor accountable for meeting goals and implementing market plans effectively.
Build relationships with priority accounts across the territory to expand distribution, increase sales, and profitably grow MSWB priority brands.
Works closely with the MSWB’s and Distributor’s National/Regional Account teams to ensure they are familiar with national on/off premise strategies and programs.
Conduct regular brand education and specific program overview meetings with wholesalers to enhance sales force and management knowledge of the MSWB portfolio
Engage new and existing on and off-premise customers to understand their product needs and recommend solutions through a relationship-based sales approach.
Have a deep knowledge of pricing and answer customer questions about products, prices, and availability
Emphasize product features based on analysis of customers' needs and on knowledge of product
Participating in Retail and On-Premise event opportunities
Help create additional opportunities for the In-State Wholesaler to promote and sell the MSWB portfolio
Frequently and effectively communicate with Distributor Management on inventory levels and out of stock situations due to possible fluctuations in demand
Coordinate efforts with wholesale sales administration and purchasing on pricing and contract orders
Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences
Participate in Wholesaler events
Collaborate with colleagues to exchange information, such as selling strategies or marketing information
Maintains comprehensive knowledge of the spirits and wine categories and leading brands in the market. Clearly positions M.S. Walker Brands products by communicating each brand’s story, current pricing, points of differentiation, regional identity, awards, and press coverage.
Develops monthly strategies to achieve sales and merchandising objectives, maintains accurate account purchase histories, and delivers monthly, quarterly, and annual sales growth in line with established goals.
Prepare and deliver presentations balancing the company’s priorities and customer needs, including menu concepts, new product introduction and promotions
Maintain professional and industry knowledge by attending educational workshops, trade shows, conventions, reviewing professional publications and establishing personal networks
Accomplish other duties as assigned