Regional Sales Manager - New England

SUMMARY:

O’Neill Vintners & Distillers, the largest B Corp Certified winery in North America and one of the fastest growing wineries in California, is searching for a dynamic, results-driven, innovative, and experienced Regional Manager of Sales to lead and develop the O’Neill business within the defined territory.

Reporting to the Vice President of Sales, the Regional Manager is responsible for driving profitable and sustainable growth in respective region/area, by leading the development and implementation of field selling and distributor management strategies to maximize winery volume, share and profit in the defined territory. Lead wholesaler networks at the EVP/ VP level and with leadership of local key accounts. Collaborates with Strategic Accounts teams on growth of key strategic retail national and regional chains on execution of programs.

DUTIES & RESPONSIBILITIES:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Own relationship and lead Local Key Account/Customer Meetings
• Lead & develop a team of Market Manager(s)
• Lead & prepare monthly and quarterly reviews and utilize O’Neill Scorecards to evaluate
• Execute, measure, and evaluate National & Local programs/initiatives
• Managing market work – GSMs, surveys, blitzes, account visits/work withs
• Responsible for developing annual sales strategy, planning (inc. pricing, focus market & KPIs) & execution
• Own Wholesaler relationship and management at Sr. Level - VP Wine/EVP/Local customer account teams
• Responsible for proactively analyzing business/brand performance, reporting to VP/Director
• Responsible for region/key customer P&L
• Responsible for executing and evaluating all Strategic Account programs
• Active participant in Tribes

Required Skills/Competencies:

• Financial Acumen: Executing financial strategies of the organization including pricing and account investment
• Problem solving: Quickly assess, triage and solve complex issues
• Results driven: Grows share in assigned group of accounts through new distribution and activation of programming
• Owns relationship with key stakeholders in assigned accounts
• Action oriented: Seizes opportunities more than others.
• Business Acumen: Knowledge expert with the assigned customers
• Informing: Keeps internal partners informed of critical information
• Insights & Data Skills: Syndicated, qualitative, other and using it for storytelling
• Communication
• Strategic Agility & Planning: Plans annual account objectives with, marketing, customer, and wholesaler teams
• Company and Brand Championship – company first mentality
• Command Skills
• Presentation skills and commanding presence with groups: Expert in presentation skills and messaging of key stories
• Negotiation Skills – using storytelling complimented by price, to sell effectively and overcoming internal bias and customer objections
• Customer focused: Owns relationship with key stakeholders in assigned accounts

Key Performance Indicators for this role include:

• Profit Growth
• People development
• Distribution & Velocities
• Wholesaler Score card goal attainment

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree in related field
• A minimum of 5 years of industry experience and/or sales experience in a consumer products industry. Large state or multi-state management experience preferred.
• Leadership experience managing a team of people required, with demonstrated success in building talent including promotions of team.
• Demonstrated knowledge and experience in on and off-premise business and three-tier system.
• Highly proficient with Microsoft Office suite to include Word, Excel, and demonstrated excellence in PowerPoint building skills used for presentations
• Highly skilled negotiator (distributors and key accounts)
• Demonstrated ability to manage multiple projects, set priorities and complete assignments with accuracy and within established time frames
• Must have a valid state driver’s license
• Excellent written, oral and listening skills
• Ability to influence others’ actions without authority
• Ability to adhere to companies’ 4 core standards
• Mastered ability to build relationships and maintain effective working relationships with Distributors and Accounts and all internal stakeholders
• Previous ownership of revenue and A&P spends and budgets
• Mastery of price structures

• Trust
• Always Deliver
• Ingenuity
• Forward Thinking

Cultural Behaviors:

O’NEILL team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.

PHYSICAL REQUIREMENTS:

• Requires frequent travel by air and auto to visit accounts and markets
• Ability to lift to 50 pounds
• Extensive computer usage for administrative work

WORK ENVIRONMENT:

• Frequent travel to customer sites is required. Travel will be >50%.
• Moderate demands for movement and lifting
• Work location is performed in a typical field environment or home office with frequent visits to headquarter office for meetings

SENIOR TITLE REQUIREMENTS: 3- 5 years of consistent high-level performance and mastery within current role.