Regional Sales Director - Southeast

Overview: 

 

Ennoble Beverage's mission is to deliver the cocktail purchase occasion to the beer set in a better-than-spirits tasting RTD FMB format. We will offer malt alternatives to traditional spirits drinking occasions using recognized and well-respected brand names to bring credibility and instant brand recognition to our FMB cocktails. All designed to bring consumers BACK into the beer category adding true value to our beer distributors and retailers.

 

This position will play a key role in the introduction and execution of Ennoble Beverage’s current and future FMB brands by partnering with Ennoble Beverage’s Distributor and Retailer partners to optimize distribution and sales performance, manage budgets, provide informational and data support to develop new business opportunities and provide business analytics and brand guidance.  This position will report to the EVP, Sales.

 

Territory:

Open role - Ennoble Beverages assigned geography:

  • Southeast - Candidate must live in major Southeast city: SC, FL or GA

 

Responsibilities:

The main areas of responsibility will be overseeing Distributor Retail Sales Execution and Regional Chain Management of Ennoble Beverage’s Brands to standard across all on and off premise channels.

 

Sales Execution:

  • Oversee the execution of all Ennoble Beverage’s SKU’s throughout assigned geography to standard on Distribution, Pricing, Promotion, Display and Merchandising

  • Work closely with Ennoble Beverage’s Distributors to ensure proper execution and support for all Ennoble Beverage’s brands at retail across all priority channels

  • Prioritize and develop direct business relationships and execution in Retail Chain accounts across channels

  • Understand from experience how to influence and gain execution in top markets and accounts which drives the majority of overall business

  • Build Product Specific Distributor Target List across all channels as well as oversee execution of Accounts identified as Key on and off premise Accounts

  • Partner with Distributors and their National Accounts teams to ensure current Marketing programs are discussed, planned for execution, implemented and followed up on so resources are being used effectively

  • Provide monthly distribution status vs goals and other important sales related reporting

  • Prepare and lead key Distributor Annual Business planning, QBR’s and Monthly Meetings

  • Ensure all Ennoble Beverage Marketing updates are properly communicated and executed throughout geography

  • Review with Manager and provide Monthly Shipment and Depletions updates to all Key Ennoble Beverage Personnel and Distributors throughout geography

  • Manage Sales Team/Direct Reports

  • Work with the team on Daily, Weekly, Monthly, Quarterly & Yearly objectives and oversee their performance

  • Train Sales team - developing their understanding of the US Alcoholic Beverage Category, Distributor Management & Account Execution

 

 

Budget Management:

  • Budget and Spend to A&P, G&A, POS and programming dollars budget to maximize overall shipments and depletions

  • Review all Monthly Actual vs. Spend Reports

  • Participate in the monthly spend reviews with Accounting & Marketing Team to discuss significant variances to plan

  • Provide insights to Finance and Marketing teams as to what spending best maximizes the use of A&P spending

  • Ensure PO’s are routinely set up for all activities to have visibility to all committed spend

 

Decision Support & Analyses:

  • Analyze depletion trends to identifying potential areas of risk or opportunity in assigned geography.  Partner with Distributor and their Key Accounts teams to put plans in place to mitigate risk or maximize business opportunities.

  • Analyze National/Local Syndicated Data to understand and communicate Sales, Distribution and Velocity trends to have better understanding of market gap analysis

  • Provide ad-hoc analysis on an as needed basis relating to Sales Trends, Distribution, Budgeting and Syndicated Data.  

  • Partner with Distributor Key Accounts team in sizing up new business opportunities to support our long-term growth initiatives. This will include understanding volume assumptions, promotional activity, pricing, margins, incremental A&P and G&A needed to support the project.

 

 

Business Analytics:

  • Evaluate Sales, distribution, syndicated data and recommend sales actions and opportunities

  • Work with Distributor Inventory Personnel to ensure shipment budgets are on target, monitor wholesaler inventories, manage forecast, red flag potential OOS

 

 

 

Requirements:

  • 8-10 years of Distributor Management in Beer category or Beverage CPG preferred

  • 3-5 years experience developing Regional and Local Retail Chain Accounts

  • Travel required up to 50%

  • Extensive Multi Market/State Alcoholic or non-Alcoholic Beverage experience with background and understanding of key market difference throughout assigned geography

  • Successful background in influencing Executive, Senior Management and Executing Level personnel with Distributor, Key Account and Internal partners

  • Experience managing, training and building an effective team

  • Must have On and Off Premise Key Accounts experience and responsibility

  • In depth experience using Excel, PowerPoint, Word, IRI Data, Nielsen Data. Background using VIP and experience using other internal data sources preferred

  • Cross Functional Influencer with experience working with Sales, Key Account, Marketing, Operations, HR and Finance Teams

  • Successful background in both launching new brands and maintaining existing brands

 

 

 

 

Competencies:

·        Comfortable with being very involved in the details and having the ability to see the big picture to prioritize workload effectively

·        Comfortable with a dynamic and fluid role and work environment similar to “Start-up” company

·        Experience seeking and growing new business both directly and indirectly

·        Excel in a highly competitive environment with relatively low and limited resources

·        Experience in prioritizing all area of job function with complete understanding on which functions will result in maximizing sales and revenue

·        Exceptional communication skills; experience working cross-functionally is a must

·        Effective at building relationships; will be especially critical in building rapport with new distributor, Retailer partners

·        Adaptable and flexible at the changing needs, but also be able to fulfill all monthly responsibilities.

·        Ability to successfully interface and communicate with all levels of executive and operating management and well as street level distributors sales personnel

·        Must be able to lead projects and manage cross-functionally key deliverables

·        Strong written and oral communication skills are required

·        Strong analytical, problem solving skills

 

Responsibility time allocation:

Year 1

  • 40% - Developing current brands throughout markets and Distributor network

  • Programming distributor network, establishing volume & execution goals and General Market management

  • 40% - Developing brand throughout National, Regional and Local Retail Chains

  • Building direct relationships with top retail chains

  • Working with distributor key account teams to identify key chains and oversee high level of distribution and promotional execution

  • 20% - Administrative Requirements

  • Distributor execution, Retailer performance, Budget allocation and tracking, POS/Marketing activities, Order tracking, Syndicated data analysis and communication

Year 2

  • 30% - Developing current brands throughout markets and Distributor network

  • Programming distributor network, establishing volume & execution goals and General Market management

  • 50% - Building direct relationships with top retail chains

  • Working with distributor key account teams to identify key chains and oversee high level of distribution and promotional execution

  • 20% - Administrative Requirements

  • Distributor execution, Retailer performance, Budget allocation and tracking, POS/Marketing activities, Order tracking, Syndicated data analysis and communication​ 

  • Seniority level

    Director

  • Employment type

    Full-time

  • Job function

    SalesDistributionBusiness Development

  • Industries

    Food & BeveragesConsumer GoodsWine and Spirits