Job Description
Job Description:
Purpose
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 3-4 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 Off/On chain account commitments are communicated to distributor and followed up on
• Educate distributor managers and their teams on the Copper Cane wines and the brands ‘standards’ for each
• Schedule and execute in store tastings, and staff training where applicable
• Regularly activating our current account base to display Copper cane product in premium locations throughout the store
• Track results on a weekly basis and review with your manager
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 that have good upside and redeploy resources accordingly
Planning
• Develop and agree with your manager the key priorities and actions for key accounts
• 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 managers to develop appropriate programs for your accounts & distributor.
• 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 CC expectations
• 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, and/or Wine Stewards at our target list accounts
Leadership & Teamwork
• Work hand-in-hand with Regional Managers to achieve the annual plan
• Manage within T&E budgets
Commercial Analysis
• Use VIP/PBI 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 four 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, Bonus Potential, Car Reimbursement, and T&E
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Job Tags
Full time, 3 days per week