Division Manager - National Accounts, Off Premise

Job Description:

*Residency required in CA, AZ or NV

Position Statement:
This position is responsible for the sales and development of Banfi Wine & Spirit Merchants portfolios of products in National and Regional retail chain accounts in designated regions while establishing plans and strategies to meet and exceed company growth goals. This position also requires the individual to work within a Team environment with multiple Departments to include Marketing, Customer Service, and a Category Wine Analyst. This is to help identify business solutions and selling opportunities that deliver Category results for the assigned Accounts and our portfolios.

Essential Duties and Responsibilities:
Lead and develop specific strategies to implement brand goals including analysis of detailed chain business and recommend resource allocation for maximum depletion results.
Become an expert with utilizing Nielson data to tell the story of our wines against other wines within the category.
Complete monthly pricing analysis utilizing the most recent CRP workbook and post on teams as directed.
Develop a business plan and sales strategy for the assigned markets that ensure attainment of company sales goals.
Develop and execute business reviews as outlined in SOP # 3 in conjunction with the local District and or Regional Managers. Ensure all decks are approved through the National Director of Chains.
Create and introduce company brand programs, standards and strategies to national retail chain accounts assigned to your territory.
Communicate and organize national chain authorizations, pricing, and promotions in conjunction with district and regional managers.
Communicate and organize national chains tracking workbooks to measure POD’s and or displays for all accounts.
Manage monthly goals to actual cases for all accounts and prepare plans to address any shortfalls.
Identify and target case goals set by the Director of National Accounts for specific brands, and retail chain accounts.
Responsible for utilizing approved chain pricing and promotions that crosses district or regional markets using guidelines developed by the Brand Directors.
Call on National, regional chain accounts at headquarters and locally in conjunction with CAMs or independently.
Have superior knowledge of Banfi products, wine industry, competitive markets, category management, brands, and customers’ issues and internal business needs.
Develop Chain Marketing programs and Events that are Consumer Driven. Work directly with the internal customers to design market specific solutions for team and individual accounts.
Create a Monthly rhythm with Key Customers and Distributor National Account managers with your Divisional area of responsibility.

Time divided between Sales calls, market surveys, and local trade involvement to include training; wholesaler concentration (in market or at wholesaler); category management, administrative, planning and follow-up.
50% Chain Account Calls and account related activities
10% Working with the Marketing Teams for specific Promotions.
15% Admin, category management, Sales Planning and Follow-up
15% Distributor Communication and direction on Key programming
10% Customer development and trade events

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/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education, Experience and Skills:
Successful wine/alcoholic beverage sales management experience with chain accounts.
3+ years Previous Management Experience
5+ years of successfully managing and directing a CPG sales team, preferably Adult Beverage.
An accredited four-year college degree and equivalent work experience enabling the incumbent to perform job responsibilities as required.
A Minimum of 5 years calling on National or Regional Accounts with multiple State responsibility.
Good written, oral communication and interpersonal skills
Good time management skills
Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, and Excel. Nielsen/IRI information experience required.
For certain markets multi-language skills are required or would be a plus, i.e., Italian or Spanish (if required this will be identified during the recruitment process).

Physical Demands:
The physical demands described here are representative of those required by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the incumbent is regularly required to use their hands and eyes for PC use; reach with hands and arms; talk and hear. The incumbent is required to stand; sit; stoop, kneel, crouch; see, taste and smell wine products. The employee must be aware that the job involves distribution of alcohol beverages and recognizes that the company in no way encourages excessive or unnecessary drinking of alcoholic beverages while exercising the duties of this job. The incumbent must occasionally lift and/or move up to 50 pounds at a time, the approximate weight of a case of wine.

Additional Requirements:
Overnight travel required and is based on Divisional area of responsibility, Team and HQ meetings and Trade events.
Must be able to meet a minimum requirement travel schedule for assigned territories.
Current valid driver’s license
No DWI offenses or drug use.
Employee must comply with all federal, state and local laws and regulations which govern the alcoholic beverage industry and maintain at all times the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

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