West Division Sales Manager

WineTalent is working with Rutherford Wine Company on a West Division Sales Manager search

About the Company:  Rutherford Wine Company is a family-owned wine company based in the Napa Valley.  With a commitment to sustainable farming and producing quality wines, the company has ten distinct brands within the portfolio including Rutherford Ranch, Predator, Scott Family Estates, CA Sessions, Round Hill, Four Virtues Wines, Torcia, Rhiannon, Silver Buckle Cellars and Lander-Jenkins Vineyards.

About the Position:  This position is responsible for managing and achieving annual sales and distribution goals for the West Division: CA, AK, AZ, CO, HI, ID, MT, NV, NM, OR, UT, WA, WY.  Ensures goals are achieved with profit and within guidelines of the company strategy. Builds annual commercial plan that encompasses marketing initiatives designed to engage consumers and achieve sales goals. Localizes and implements national distributor policies and programs consistent with company goals, objectives, and marketing initiatives.  Responsible for managing approved pricing support (DA, SPA, Coupon) and local tactical funds within assigned budget.

Responsibilities:

• Achieve annual Division shipment, depletion and profitability goals.
• Develop and action approved annual commercial plan based on assigned goals. Course correct plan as needed.
• Provide regular monthly reporting- performance analysis, marketing & sales plans, pricing & inventory, and winery accolades (more often as market conditions may require) for Division and communicate:
  • To distributor network to ensure engagement at all levels.
  • To RWC Executive team; VP Sales, VP Chains, GM, Owner to create transparency.
  • Recording all distributor meetings and important conversations or approvals with proper follow-up notes and keeping a secure, public file for RWC via proper data resource system (Sales K-Drive, One Drive, etc.).
• Quarterly market reviews (in-person/TEAMs) with distributor executive management for Division.
• Responsible for the deployment and reconciliation of pricing and local tactical budget.
  • Accurate and timely processing of distributor invoices.
  • Gain approval and ensure proper pricing changes are registered as required and within company policy.
• Responsible for establishing and maintaining and a strong, professional, relationship with all levels of distributor management personnel. Providing clear goals and keeping management on track.
• Keep and maintain direct relationship with the top 50 accounts in each state: direct sales calls, account support initiatives, winery education, and regular communication.
  • Ensure communication, meeting presentations, follow-up notes, account support are all properly tracked and saved as historical records for the company on approved company share drives.
  • Keep an updated list of all contacts (name, title, e-mail, phone, address) associated with top accounts in each state.
• Actively source new prospect accounts for RWC brands to ensure market awareness.
• Perform winery consumer & trade events to promote and sample brands with an emphasis on collecting trade and consumer contact information for RWC data base and growing distribution list for e-mail campaigns.
• Perform regular markets visits to support; distributor meetings, trade & consumer shows, direct account calls/presentations, prospect new accounts, and pricing & display surveys.
• Manage, guide, and lead direct reports to achieve goals within assigned territory.
  • Ensure all employees are following policies and procedures of the company
  • Ensure all employees achieve assigned goals

Qualifications:

• 10 years of industry-related sales experience.
• Proven record of successful sales and brand development.
• Proven ability to work effectively with all levels of distributor management and sales.
• B.S. or B.A. degree in Business, Finance, Marketing, Communications or closely related discipline.  Experience in lieu of a degree will also be considered.

• Knowledge and understanding of NIQ and/or IRI Data.
• Working knowledge of how business is conducted in the West Division.
• Strong knowledge of all channels across the West Division.
• Must have a high level of wine knowledge.
• Proficient in Microsoft Office (Word, PowerPoint, Excel)
• Strong English communication skills both written and verbal.
• Ability to manage time effectively and handle multiple projects.
• Ability to follow oral and written directions; work well under pressure and time limits.
• Willing to provide feedback to supervisors.
• Must possess the ability to deal tactfully with other staff members, vendors, customers, government agencies/personnel, and/or the public.
• Requires independent problem solving and the ability to work with others on a constant basis.

Compensation and Benefits:

• This is a full-time, salaried position.
• Salary range is $130,000-140,000 plus incentive bonus.
• Benefits include medical, dental, vision and life insurance.

About WineTalent:  WineTalent is a wine industry focused recruitment company. We work closely with our clients and our job seekers to find the right fit of talents, experience and work environment. All inquiries will be kept strictly confidential.

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