Regional Sales Manager, New England

Winery Exchange Boston , MA 02298

Posted 5 months ago

WX Brands owns a growing portfolio of proprietary wine brands that are sold globally, including Bread & Butter Wines, Jamieson Ranch Vineyards, Chronic Cellars, Our Daily Wines, Reckless Love Wines, and Jelly Jar. In addition to our proprietary brands, WX develops exclusive brands of wine and spirits for major retailers around the world.

Learn more about us at: www.wxbrands.com

ROLE OVERVIEW

This position will be responsible for the development of existing and new account business for all WX national and private label brands in the New England Region. The New England Regional Sales Manager will develop and implement an annual, regional business plan to achieve account and depletion targets with profitable margins by brand, SKU & State. The position requires a high level of competency in distributor management and frequent, key regional off & on-premise account HQ calls within the territory. This is a virtual, home office based role with the ideal candidate located in the Boston or Manchester areas and be willing to travel throughout the region to manage our distributor network and be responsible for executing large, national account programs within the region.

ESSENTIAL RESPONSIBILITIES

  • Execute the regional business plan by working closely with distributors and key accounts in the assigned states of MA, RI, NH, VT, ME.

  • Achieve annual depletion and accounts sold goals by brand.

  • Increase execution rates at the unit level on private label programs with national chains.

  • Interface with distributor partners on strategic objectives for our brands.

  • Communicate with VP on, and properly execute, pricing and programming to achieve distribution objectives and margin standards.

  • Implement brand promotional campaigns & incentives to drive sales in the chain channel.

  • Manage depletion allowances and marketing funds to maximize results while maintaining budget.

  • Provide VP with accurate and timely information & reporting necessary to manage the business unit and improve on regional business plans.

  • Establish strong sales presence within territory and conduct regular distributor meetings to ensure brand priorities and initiatives are maintained in key states.

  • Manage a list of key accounts including regional chain and key independent accounts.

  • Negotiate and manage distributor investment and partnership support.

  • Survey accounts and provide feedback on execution and competitive activity.

Distributor Management

  • Manage all aspects of the WX and Distributor Relationship to include:

  • Volume (goals, creation of budget, negotiation, monitoring, review, course correction)

  • Merchandising Activity (creation, tracking, monitoring, review and course correction)

  • Pricing (negotiation, management, price, price support and non-price spend)

  • Inventory Management

  • Internal Controls/Administration

  • SKU level budget and forecast for volume and all price

  • Price structure management by distributor, market, channel, key account and etc.

  • Maintain spending control vs. budget/forecast

  • Local/Regional/Banner Key Account calls (sell, forecast/budget, plan, monitor and etc.)

  • In-Market activities (survey, work-with, education training, events)

  • Distributor ride-with's and sales meetings

  • Quarterly business reviews

REQUIREMENTS

  • Bachelor's degree or equivalent 8 + years experience in sales & marketing within beverage alcohol industry

  • Minimum five years sales/marketing experience within the wine industry in the region.

  • Extensive knowledge of the beverage alcohol market.

  • Must be able to recognize and solve problems that result in win-win outcomes.

  • Excellent communication skills, both written and oral.

  • Must possess a high level of integrity, be self-confident, and have an excellent ability to build relationships.

  • Ability to develop, implement and analyze brand building programs.

  • Must have strong negotiation skills, be a strategic and creative thinker, with the ability to make good and sometimes difficult decisions.

  • Highly organized and self -motivated.

  • Possess effective industry relationships in all three tiers.

  • An entrepreneurial spirit with an assertive, confident personality.

  • Strong sense of urgency and commitment to achieving results.

  • Good judgment and professional maturity.

  • Excellent problem solving skills.

  • Proven success in wine/adult beverage industry sales management with experience with all account channels.

  • Good PC skills (Word, Excel and Power Point)

  • Clean driving record, vehicle and insurance required.

  • Willing and able to travel frequently including overnight stays

  • Weekend and evening work as required.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Regional Business Director New England

Intercept Pharmaceuticals, Inc.

Posted 3 days ago

VIEW JOBS 10/17/2019 12:00:00 AM 2020-01-15T00:00 COMPANY SUMMARY: At Intercept, our mission is to build a healthier tomorrow for patients with progressive non-viral liver diseases. Intercept's lead product, Obeticholic Acid (OCA), is a first-in-class farnesoid X receptor (FXR) agonist. OCA, marketed under the brand name 'Ocaliva®,' is approved in the U.S., EU and Canada for use in primary biliary cholangitis (PBC), a rare autoimmune liver disease. Ocaliva® was the first product to be approved for PBC in over twenty years and our team is proud to have been pioneers in providing the first second-line treatment option to patients with such critical need. The Ocaliva® launch in 2016 also marked Intercept's successful transition from a development-stage company to a fully integrated commercial organization: thousands of patients across the globe have received access to Ocaliva® and sales continue to grow. In February 2019, Intercept reported positive topline results from the Phase 3 REGENERATE study of OCA in patients with liver fibrosis due to nonalcoholic steatohepatitis (NASH). REGENERATE is the first and largest Phase 3 study in NASH - a chronic disease that threatens the lives of millions of people in the U.S. alone. By 2020, NASH is expected to overtake hepatitis C as the leading cause of liver transplants in the U.S. Currently, there are no available treatments for NASH, and Intercept is among the leading companies focused on the disease. Based on the positive results from REGENERATE, Intercept intends to file for regulatory approval in the U.S. in the third quarter of this year, with a European filing following in the fourth quarter. This is an exciting time for Intercept, as the organization prepares for a potential approval and launch in NASH. As part of this effort, Intercept is beginning to build a new commercial organization, and this opportunity in Sales will play a pivotal role in preparing the company for the successful launch of OCA's second indication. POSITION SUMMARY: The Region Business Director (RBD) is a first line manager that reports to the Area Senior Business Director (ASBD) and is primarily responsible for meeting and exceeding product sales goals and the development and performance of all sales activities in an assigned market. The RBD is responsible for providing oversight and vision to the Territory Business Managers (TBMs) who report directly to them and follow guidance and direction passed down from the Area Senior Business Director and VP, US Sales. Focus is on building, training, coaching and maintaining a cohesive and effective team of TBMs, setting vision and strategy specific to the unique business needs of the market, developing strong product advocates among key stakeholders, anticipating and uncovering business trends and needs within the market and ensuring their teams remain in compliance with all laws and regulations. The RBD will serve as the geographic point for all field promotional effort including Key Account Managers, Market Access professionals and other sales staff in the geography. Strong collaborative skills that help in marshaling multiple cross functional individuals and skills in the assigned area will be critical to success. CORE ACCOUNTABILITIES: The successful candidate must be able to perform each of the following satisfactorily: * Lead team to achieve or exceed sales objectives at launch and beyond * Recruit, motivate, coach and develop a team of Territory Business Managers * Develop and execute a business plan that integrates appropriate cross-functional organizational capabilities that align with national and area strategy * Use data analysis and other reports to understand/predict trends to support business planning * Evaluate performance of Territory Business Manager and coach to skill and career development through regular field contact * Manage customer issues and garner additional resources as needed to provide resolution * Contribute to the development and execution of Sales Training programs * Establish and maintain high level of disease state, clinical and product knowledge * Monitor and reinforce the use of any applicable systems * Develop and monitor performance against budget * Ensure timely and accurate submission of administrative requirements * Review and audit expense reports * Identify of key opinion leaders (KOLs) and thought leader support, advocacy groups, and others that can and will impact disease state management * Drive the spirit of "ONE Team" across all relevant functions by supporting a team approach to focus on our patients and customers as our top priorities * Make Intercept a truly desired place to work QUALIFICATIONS: * 6-8 years of previous pharmaceutical, biotech, or medical marketing/sales experience. * Prior Regional Business Director (front line management) experience preferred * Experience in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups preferred; having a cross functional experience to include roles such as sales operations, training and account management, in addition to marketing and other roles * Experience in selling/leading teams in specialty markets, HUB/Reimbursement experience preferred * Experience in local knowledge of health systems, networks, affiliations and organized customer groups * Experience and strong understanding of market access payer landscape required and understanding of specialty pharmacy preferred * Excellent written and oral communications skills required * Graduate degree preferred; undergraduate degree required REQUIRED KNOWLEDGE AND ABILITIES: * Achieving results through others: role model, coach and lead the team * Strong verbal and written communications skills * Learning agility and 'scalability' to take on increasing responsibility as Intercept grows * Consistent demonstration and embodiment of company core values: Collaboration, Excellence, Innovation, Integrity, Passion, Patient/Stakeholder Centricity * Ability to have fun! #LI-HP1 Intercept Pharmaceuticals, Inc. Boston MA

Regional Sales Manager, New England

Winery Exchange