Job Description

Position Summary:

The TWI Area Manager (AM) is responsible for managing all independent on/off premise accounts, including regional accounts not covered by TWI National Accounts Teams. This includes distributor management activities, education and programming within his/her designated geographic universe to ensure maximum market penetration, brand awareness and sell-through with focus and partnership with the distributor and specifically the Signature Fine Wines & Spirits division of Southern Glazer’s Wine and Spirits (SGWS) where applicable. The AM will be responsible for selling the Terlato wine, spirits, and water portfolio, with a key focus on select brands. The focused wine brands include: Ultra Luxury: Chimney Rock, Il Poggione, Klipsun, Rutherford Hill, Lanson, Rochioli, Cladrecis, Castello di Bolgheri as well as Feudi di San Gregorio, Alta Mora, Nino Franco, Andre Delorme, Terlato Vineyards and Vidal Fleury. In addition, Nonino, Fontbonne, Bunnahabhain and Blackland are the focused spirits brands.

He/she will ensure our programing is executed through the distributor’s sales force in accordance with the TWI FY AOP and nationally agreed upon promotions and initiatives. This position is responsible for managing all sales within an assigned geographic area to continue to grow TWI’s portfolio of prestigious brands. The Area Manager (AM) is expected to understand and embrace the Terlato family philosophy, passion, capabilities and company culture.

Must live in the San Francisco Bay Area.

Position Responsibilities:

Responsible for achieving points, depletion and distribution goals in assigned geographic area for Wine and Spirits by managing distributor relationships, education and focused accounts.

Distributor Management [40%]

• Develop, align and track individual goals with distributor partners to DELIVER RESULTS ensuring all decisions, actions, and priorities are aligned and with the TWI’s AOP, vision and strategy
• Supporting & Collaborating with CA Region Manager in oversight of inventory, allocations, point-of-sale, creation of localized programming, pricing recommendations based on market knowledge and competition analysis.
• Lead, attend and participate in Market Specific/Geography Distributor Execution meetings/check-ins/QDMPs and strategy calls. [Cadence is Weekly to 2X/Month at Minimum]
• Ownership of Distributor KPIs: Selected Brands Wine Points, Spirit Points and TWI National Programs [Quality First, Club Terlato, etc.] on selected brands.
• In Market Execution/Survey Preparation- Sales team communication, direction, routes, recaps
• Leading Others: Establish a communication and tracking cadence to hold the distributor accountable for program achievement: Monthly Priorities, Quotas, programming/pricing to the various sales execution teams.
• Problem Solving: Uses Strong market knowledge and experience to head-off issues before they arise and comes with win-win solutions for issues that do arise.
• Collaborate with all TWI cross-function support teams to ensure success in market. [NAOP, NRS Counterparts]

Administrative [20%]

• Completes accurate and timely reports daily/weekly based on RM cadence
• To include: Pricing Surveys, Distributor Scorecards, Territory Performance objectives
• Ownership of Back of House Analysis: VIP Reporting, Usage of NIQ/Data Metrics to drive sales execution discussions and reasons to believe.
• Consistent tracking and analysis of TWI KPIs. Leverage sales reports and market insights to make informed decisions that improve results of KPIs. Regularly review progress with TWI leadership and adjust strategies as needed to stay ahead of plan.
• Management of Inventory [Not limited to: Communication of ‘gem’ availability, vintage rolls, exclusive/limited items, aged/excess inventory opportunities]
• Proactively communicates information with customers, distributors, and colleagues in professional manner via phone/email/text and virtual.
• Budget & Expense Management, Resource Utilization: Conscientious and efficient budget management. Maximizes company profitability and resources in the most effective manner.
• Operates within assigned budgetary parameters for business unit. Budgets to be distributed and largely managed by TWI RM.
• Researches best practices, stays abreast of industry trends

Distributor Education [15%]

• Conducts dedicated brand education and general sales meetings, happy hours, lunch and learns with assigned teams [Cadence is Weekly to 2X/Month at Minimum]
• Conducts market work with key distributor salespeople and educating teams on Terlato priorities; collaborate with TWI Business Development/Education lead in executing activity necessary to be successful in market.
• Inspire: Conducts consumer and external education through scheduled HHs, wine dinners, events, and tastings

Producer/ Winemaker Activation | Execution [15%]

• Supplier Relations: Producer Visits – Leads the creation and execution of results oriented PVs in the market per TWI guidelines
• Work cross-functionally with brand marketing team and producer to ensure all aspects of the activation are executed through proper communication from planning to recap and ROI analysis
• Responsible for holding the distributor accountable to our PV timelines and deliverables
• Responsible for assisting/leading the setting up account calls with the distributor, educational component, and consumer selling component.
• Ownership of In Market Activity planning, WIP & Final Itineraries, Follow-up and Recaps.

Account Development/Market Work: [10%]

• Identify, understand and develop major players within the given territory to drive placements and sales volume. [Regional On & Off Premise Chains, Buyers/Consultants/Events]
• Partners with local sales teams/selling divisions to take advantage of those key account relationships and partnerships and build programs specific to those accounts.
• Identifies new business opportunities with industry partners, creates sales pitches to generate new business. Market reconnaissance and feedback.
• Reports to and Collaborates Extensively with TWI Region Manager

Performance Measures/ Capabilities:

• Deliver Results: Achieve KPIs. Drive accountability and performance. Strong work ethic and drive for success. Proactively solve problems and remove barriers to achieving sales success.
• Business Acumen: Function expertise and knowledge. Data-driven leading to insights.
• Strategic Thinking: Growth Mindset, Problem Solving, Decision Making and Prioritization
• Leading Others: Effectiveness in influencing internal and external colleagues to perform at maximum capacity. Coach & Develop. Navigate difficult conversations for win-win solutions that drive better business outcomes. Celebrate Success.
• Inspire: Build consensus, Know your team and stakeholders.
• Ownership: Takes responsibility. Total commitment. Work to Win.
• Collaboration: One Terlato Team. Clear Communication. Positive Intent.

Qualifications:

• 3+ years of experience and proven sales leadership in the wine/spirits industry
• Strong understanding of the three-tier system, distributor management and key account development
• Excellent negotiation, communication, and presentation skills
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) – Concur Expense Management
• Working knowledge Wine/Spirits industry data software. (Examples include: VIP, SGWS Compass, 3TB, NIQ, SommAi)
• Ability to work independently while also being a collaborative team player
• Budget and expense management experience
• Willingness to travel within assigned territory as needed
• Bachelor’s Degree Preferred
• WSET certification Preferred
• Valid Driver’s License

Base Salary Range: $100,000 - $120,000.

We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's pay position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, length of service, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and many other benefits to eligible employees.

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