Purpose
For a complete understanding of this opportunity, and what will be required to be a successful applicant, read on.
Responsible for establishing and ensuring delivery of the Copper Cane annual business plan within the assigned region.
Key relationships
Internal : Ownership, sales and marketing leadership and team, and shared services support HR and administration, customer service, winemaking, production and finance.
External : Distributor leadership, management and key personnel at target accounts.
Key responsibilities and accountabilities
- Brand Advocate
- Embrace Ownership’s wines and visions. Demonstrate a brilliant understanding of what makes our wines unique and memorable.
- Paint a vivid picture of Copper Cane ownership and brands; bring these to life in verbal communication.
- Regularly participate in trade and consumer events to educate / promote the Copper Cane Portfolio.
- Account Management
- Work closely with distributor teams to effectively execute the Copper Cane portfolio.
- Spend a minimum of 4 days every week in the market developing and selling into target list of accounts either on your own or with the Distributor Sales managers and Salespeople.
- Ensure that account commitments are communicated to distributor and follow up upon.
- Educate Distributor District Managers and their teams on the Copper Cane wines and the brands standards’ for each.
- Schedule and execute wait staff trainings in key On- and Off-Sale accounts.
- Regularly activating our current account base.
- Coverage Strategy
- Command a deep understanding of the market dynamics in the territory you manage.
- Evaluate existing and emerging customers, identify accounts Copper Cane must win’ in and allocate resources effectively;
identify underdeveloped accounts and redeploy resources accordingly.
- Planning
- Develop and agree with your manager the key priorities and actions for each account.
- Make educated business decisions by using a strong working knowledge of :
- The role of each brand in the Copper Cane Portfolio.
- Brand & Channel standards.
- Work closely with your District, Region and Division Managers to develop appropriate programs for your accounts.
- Liaise regularly with Senior Management on key account opportunities in the high profile accounts in your market.
- Work with distributor managers so that they know the expectation for each account.
- Determine if the level of investment and time allocation is consistent with level of results, refine accordingly.
- Relationship Management
- Cultivate relationships with the key buyers, key somms and key wait staff at our target list accounts.
- Leadership & Teamwork
- Work hand-in-hand with District / Regional Managers to achieve the annual plan.
- Manage within T&E budgets.
- Commercial Analysis
- Use VIP reports to monitor depth & breadth of distribution & volume.
- Use facts to identify market opportunities; allocate the resources to capitalize on these opportunities.
- Diagnose business issues quickly and takes corrective action to minimize the impact.
Core Competencies
- Driving for results - Allocates time and resources to the channels, customers, brands and activities that most directly determine achievement of goals.
- Selling skills - Prepares thoroughly for all meetings and targets Win-win-win situations. Good closing skills.
- Sales Planning - Demonstrates expert planning skills. Understands all the fundamentals needed to implement effective pricing & programming decisions.
- Effective Relationships - Demonstrates the ability to establish and maintain effective business relationships with customers and co-workers.
Traits
- Strong code of ethics and high level of integrity.
- Tenacious and resilient.
- Energetic self-starter who has demonstrated an ability to communicate, work with and lead others.
- Works cooperatively as a member of the Sales team and is committed to the overall team objectives rather than own interests.
- Actively learns from own failures and successes and those of others.
- Is honest in opinions and takes responsibility for his / her actions.
- Acts to the values set forth by Ownership.
Requirements
- Minimum of three years’ experience in the beverage alcohol industry at either the supplier or distributor manager level.
- Experience in implementing luxury brand building strategies.
- Possesses industry knowledge of assigned geographic territory.
- Strong selling skills and influencing skills.
- Ability to impact key accounts.
- Strong analytical skills and ability to translate complex information to essential actionable points.
- Self-motivated and able to work independently.
- Proficient Computer skills (Microsoft Word, Excel, and PowerPoint) and competence in electronic communications.
- Exceptional planning and organization skills with an ability to multitask.
- Possess a positive attitude, dynamic personality and consultative sales skills.
- Exceptional verbal and written skills.
Benefits Include : Medical / Dental / Vision, 401K Match, Up to 20% Bonus Potential, Car Reimbursement, and T&E.
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