Area Manager- Midwest Jobs

SUMMARY ROLE DESCRIPTION:

The Area Manager-Midwest is responsible for setting direction to ensure the development, monitoring and on target execution of sales plans within IL, OH, MI, IN, & WI through distributor partners. Executes the plan for the assigned area and approves all pricing decisions.Oversees distributor management at key senior management levels (approximately 60% of the time) while also developing effective top-to-top relationships in key accounts to drive volume, share profitable growth (approximately 40% of the time).

KEY RELATIONSHIPS:

• Key Internal Contacts:
• Business Development Team
• Trade Marketing
• Division Manager
• Finance
• Market Manager
• Marketing – Brand Management

Key External Contacts:

oDistributor Trade Development / Portfolio Managers

oDistributor Executives

oKey Mid-Level and front line Distributor Managers

oKey Account Management On & Off Premise

GENERAL ROLES & RESPONSIBILITIES:

Planning & Forecasting:

• Monitor plan to performance and develop contingency and gap closing alternatives as needed.
• Monitor market conditions to proactively mitigate issues and to capitalize on share and profit growth opportunities.
• Drives the planning & execution to ensure the establishment of an annual plan to meet target volume and profit goals for assigned areas.
• Manage the inputs and updates to plans & forecast throughout the year as needed to ensure accurate Sales planning and inputs.

Budget & Pricing:

• Plans and manages the development of the annual budget to support the execution of approved plan.
• Sets pricing strategies with alignment with the Division Manager to ensure pricing structures are in place to optimize profitability while managing Distributor margin and maintaining brand integrity and positioning.
• Manage brand deferred discount levels and tactical budgets to achieve operational leverage.
• Provide operating financial parameters to team and monitor to ensure compliance.
• Monitor, spend and adjust as needed to achieve appropriate profitability of the Region.
• Establish and maintain local monitoring of LMF.

Distributor Management:

• Set the strategic agenda for Distributor Business Review Meetings to ensure alignment on priorities and strategic agenda – lead discussions and ensure follow-up as agreed
• Establish top-to-top relationships across all Distributor partners to ensure appropriate focus on portfolio.
• Drive Distributor performance to plan, proactively identifying gaps or slippages and implement corrective action plans as needed
• Manages and ensure on target shipments and depletions.Actively coordinates with Brand Management and/or Trade Marketing to optimize programs for successful in market execution.
• Provides input to the EVP to support Distributor contractual and strategic planning process needs

Key Account Management:

• Set and manage annual plans to drive volume and share growth in key accounts (both on and off premise)
• Ability to develop relationships in high profile and luxury accounts
• Establish quality top-to-top relationships with the top key accounts (generally the top 20% of most profitable and/or volume driving accounts).

People Management & Team Development:

• Coach and mentor others
• Manage the performance of a market manager in Chicago to ensure on target delivery of objectives and KPI’s
• Trains and develops talent to reach a “best in class” sales force

●Knowledge/Skills

• Functional:

§Strong understanding of the alcohol beverage category and a proven ability to successfully manage a growing business through multiple Distributor points of contact

§Highly effective at developing creative programming to gain distributor share of mind as well as appealing to on and off premise key accounts

§Sound understanding of business financials and experience in managing to a budget

§Proven ability to manage distributor teams and execute business plans reflecting year-on-year growth

§Experience in planning and managing product launches

§Familiarity with product sales – ability to develop compelling selling stories to grow distribution and volume sales

§Ability to manage multiple priorities Results oriented; thrives in a dynamic, fast-paced environment

§Ability to work independently

• Technical:

§Proficient in Word, Excel, and PowerPoint required.

§Excellent verbal and written communication skills; strong presentation skills.

§Experience in the utilization of pricing, forecasting and other sales tracking and monitoring tools

• Managerial:

§Proven ability to manage a team with strong retention and development results

§Experience in managing new team– establishing clear roles & responsibilities, motivating and energizing the team around a common set of objectives to deliver strong results

§Coach, mentor and develop performance of others to meet standards and drive effective results

KEY MANAGERIAL SKILLS:

• Leadership:

§The ability to envision, inspire, energize and lead the organization to extraordinary results.

• Business Judgment:

§The ability to take effective decisions balancing market, products, financial and organizational issues.

• Team Work:

§The ability to work with others across all boundaries to reach common objectives and extraordinary results.

• Innovative Problem Solving:

§The ability to find, implement and disseminate a culture of innovative solutions.

• People Development:

§The ability to attract, retain and develop high performing talent.

ESSENTIAL JOB FUNCTIONS:

• Access on-line data and information and analyze implications to develop recommendations and action plans
• Travel regularly across assigned geography and to other locations as needed (travel 20%+ of the time)
• Ability to work weekends and extended workdays
• Present ideas and/or product programs to key accounts and distributor partners to effectively influence actions and decision making