Founders Brewing Company New York , NY 10007
Posted 1 week ago
SUMMARY
The General Manager is responsible for the execution of the region's sales volume plan, sales operating budget, and short/long term regional and statewide strategies. The individual functions as the primary leader of the Region Field sales management team and is expected to establish and maintain relationships across all internal functional areas as well as externally with key distributors and retailers. Responsible for leading Sales, Distribution, Merchandising and Planning efforts within assigned Region while consistently ensuring progress in aligning to Mahou USA principles and strategies. Direct reports include Brand Development Managers, Market Managers and Regional Off Premise Key Account Managers. Accountable for actively leading the execution of all aspects of Mahou USA retail plans within their Region. This position also identifies specific business opportunities and develops and executes necessary strategies in close alignment with National Account Teams, Marketing, Finance and Commercial Strategy/Execution.
ESSENTIAL DUTIES AND RESPONSBILITIES
Include the following. Other duties may be assigned.
Strategic Planning
Aligns with VP Field Sales, CSO and Executive Team on near- and long-term strategic go to market priorities for Mahou USA portfolio in assigned priority geography
Reviews, evaluates, and aligns distributor go to market structure to ensure optimal business performance for Mahou USA portfolio
Develops Mahou USA brand and SKU priorities by class of trade for both chain and independent accounts, aligned with the VP and CSO
Distributor Management
Owns relationships with all key distributor leadership with the goal of instilling confidence in Mahou USA's business plans to drive greater than fair share of mind within distributor network.
Aligns with distributor leadership on mutually agreed upon business objectives and strategies and on a regular basis leads performance reviews to ensure objectives are achieved.
Ensures Market Managers and Brand Development managers are leading and reinforcing Mahou USA retail standards and execution within all distributors across assigned geography
Responsible for class of trade specific execution across both national and independent accounts within assigned geography
Accountable to Region Sales, Volume, and Revenue Objectives
Cascaded from Company & respective Region, responsible for attaining annual sales volume, revenue, distribution, and execution objectives
Accountable to develop integrated annual sales plan and align Distributor Business Plans to implement, execute and achieve assigned goals/objectives (including tactical programs for underperforming markets) in line with Company Strategy
Owns business direction and content for Annual and Trimester Distributor planning Meetings
Owns monthly review of performance scorecards with Market Mangers and Region team
Supports the sales forecasting process- guides relevant state/regional trend details to ensure forecasting accuracy
Manage /Coach/ Develop Region Personnel
Establishes a team environment based on communication, results, cooperation, and continuous feedback
Devotes time in-market on a frequent basis, coaching and developing direct reports to drive improved performance, alignment to Company processes and establishing individual development plans.
Leads engagement with assigned KAM of chain execution priorities across territory
Conducts annual reviews for each employee-- Develops, recommends, and executes against approved performance measures. This includes planning, assigning work/responsibilities, developing goals/objectives and managing overall performance
Coordinates Retail Execution Activities
Directs execution activity of field sales personnel and wholesalers within Region to ensure the implementation of all sales, distribution, merchandising and local tactical/marketing programs for the entire Mahou USA portfolio
Ensures team is leading regular sales meeting presentations to Key Distributor Sales teams
Confirms MM/BDM working regularly at retail both on and off premise to drive continuous execution improvements
Coordinates all retail activity documented and recapped daily/weekly from team
Collaborates closely with National Account teams both on and off premise to flawlessly execute chain opportunities to maximize Mahou USA Sales and share
Pricing
Responsible for executing Mahou USA price strategies by brand/sku to ensure that shelf pricing is on brand strategy while maximizing Company's margin/profit.
Responsible for maintaining accurate records of current market pricing by distributor in addition to updating master pricing file on current Mahou USA FOBs/PTRs/PTCs by package w Pricing team.
Maintain up to date records of competitive pricing and communicating to Sales Operations and Pricing Manager
Ensure execution of Quarterly retail price surveys within each Key Distributor Market
Build recommendations and initiation of corrective actions for Mahou portfolio as needed to ensure competitive PTCs in all on and off premise accounts
Region P&L, Shipments, Retail Volume, Budgets, and Internal process accountability
Owns weekly and monthly alignment to assigned shipment and volume plans with territory
Responsible for monthly review of budgets and P&L for assigned territory
Approves all regional distributor co-op invoices and expense reports submitted from direct reports under Senior Management Direction and within Company guidelines.
Holds direct reports accountable to operate within annual budget and spending disciplines as driven down by Company Senior Mgmt.
QUALIFICATIONS
Bachelor's degree (B.A.) from four-year college or university; or eight years sales experience in beverage or beverage alcohol with at least 5 years in sales management or the equivalent combination of education or experience
Passionate sales leader with combination of entrepreneurial spirit yet proven professionalism
Strategic thinker with proven track record of driving high levels of execution
A self-starter who is independently motivated
Results driven, Energetic & Proactive
Strong Business Planning Skills
Demonstrated ability to prioritize tasks and work independently
Track record of Budget Discipline, Spending controls and ability to maximize Distributor and Company resources
Strong analytical and problem-solving skills
Exceptional interpersonal/communication skills both written and oral
A keen understanding of the three-tier distribution system
Strong, Impactful relationship-building skills
Ability to manage time, workload & daily demands
Polished/Effective Sales, Presentation, and Influencing Skills
Ability to coach/train/motivate
Proficient in MS Word, Excel, Outlook & PowerPoint (reporting, presentations, correspondence and documentation purposes)
Position will require travel (30-50%)
Must be legal to work in the US
Must reside within critical geography within assigned territory
Founders Brewing Company