Western Regional Sales Director

Position is based in California.

Will oversee State Managers from AK, CA, HI, ID, MT, NV, OR, UT, WA, WY

Position Summary

Lead the Western U.S. Sales Region in achieving sales and distribution objectives. Oversee sales activities, planning, budget analysis and management. Significant distributor management and capability. Responsible for several direct reports throughout the region. Drive collaborative in market excellence to deliver sales & profit goals in the Western Sales Region.

Position Responsibilities
 Manage the Distributors from top to bottom and demonstrates key relationships within the network
 Ongoing market analysis and assessment of competitors and market intelligence with a focus on the future and value creation
 Partner with marketing to provide in-depth analysis and understanding of all channels of distribution within the Market
 Analyze impact of Key programs and evaluate them for their effectiveness and build on successful programs
 Recruits, develops, coaches and manages performance of direct reports
 Develop beverage alcohol insights to advise and inform team on strategies that drive volume and profit growth
 Broad understanding of marketplace dynamics, including chain, independents On & Off, Regional Chain Accounts and control states
 Manage T&E and tactical budgets. Communicate any changes in plans/dollars for redistribution based on market needs and competitive activity.
 Conduct timely business reviews with distributors identifying key issues with recommended courses of action
 Maintain proper inventory levels on all brands to ensure success of local programming and long term growth
 Demonstrate a keen understanding of pricing as it relates to company, distributor and retail margins
 Maintain updated price structures for all brands/sizes and markets
 Maintain a regular communication with distributors, retailers and on-premise trade
 Demonstrate the ability to network within the existing distributors in each market(s) and interact with the different functions i.e., sales, purchasing, operations, marketing and finance
 Manage the local implementation of On & Off Premise National Account programs, mandates and recommendations
 Ability to observe competitive activity and react to pending threats to objectives and provide feedback to senior management and marketing

Position Skills/Requirements:
 Bachelors degree preferred
 6 plus years relevant experience within the wine & spirits industry.
 Demonstrated sales management abilities with proven success in delivering sales goals and objectives.
 Ability to build and maintain strategic working relationships with distributors and accounts
 Proven team leadership and people development skills.
 Proficient in Word, Excel, PowerPoint and Outlook
 Ability to navigate Diver, VIP and other sales reporting systems
 Strong interpersonal, influencing, negotiation, time management and presentation skills required,