Job Description
Job Description:
The Terlato Area Manager (AM) is responsible for managing all independent on/off premise accounts, including regional accounts not covered by Terlato 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). The AM is responsible for selling the Terlato wine, spirits, and water portfolio, with a key focus on select brands. The AM will ensure our programing is executed through the distributor’s sales force in accordance with the Terlato 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 Terlato’s portfolio of prestigious brands.
Position Responsibilities: Achieve 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 with Terlato’s AOP, vision and strategy
- Collaborate with 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
- Ownership of distributor KPIs: Selected Brands Wine Points, Spirit Points and Terlato National Programs on selected brands
- In Market Execution/Survey Preparation- Sales team communication, direction, routes, recaps
- 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
- Use 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 Terlato cross-function support teams to ensure success in market
Administrative [20%]
- Complete accurate and timely reports daily/weekly based on RM cadence. Including: 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 Terlato KPIs. Leverage sales reports and market insights to make informed decisions that improve results of KPIs. Regularly review progress with Terlato leadership and adjust strategies as needed to stay ahead of plan
- Inventory management
- Proactively communicate information with customers, distributors, and colleagues in professional manner via phone/email/text and virtual
- Conscientious and efficient budget management
- Operate within assigned budgetary parameters
- Research best practices, stays abreast of industry trends
Distributor Education [15%]
- Conduct dedicated brand education and general sales meetings, happy hours, lunch and learns with assigned teams
- Conduct market work with key distributor salespeople and educating teams on Terlato priorities; collaborate with Terlato Business Development/Education lead in executing activity necessary to be successful in market
- Conduct consumer and external education through scheduled HHs, wine dinners, events, and tastings
Producer/Winemaker Activation [15%]
- Producer Visits – Leads the creation and execution of results oriented PVs in the market
- 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
- Hold the distributor accountable to our PV timelines and deliverables
- Assist/lead 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.
- Partner with local sales teams to take advantage of those key account relationships and build programs specific to those accounts
- Identify new business opportunities with industry partners, create sales pitches to generate new business. Market reconnaissance and feedback
Performance Measures:
- Achieve KPIs. Drive accountability and performance. Strong work ethic and drive for success. Proactively solve problems and remove barriers to achieving sales success
- Function expertise and knowledge. Data-driven leading to insights
- Growth Mindset, Problem Solving, Decision Making and Prioritization
- Effectiveness in influencing internal and external colleagues to perform at maximum capacity
- Navigate difficult conversations for win-win solutions to drive better business outcomes
- Build consensus, Know your team and stakeholders
- Takes responsibility. Total commitment. Work to Win
- One Terlato Team. Clear Communication. Positive Intent. Celebrate Success
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
- Knowledge of industry data software
- Works independently and is a team player
- Budget management
- Willingness to travel within assigned territory
- Bachelor's degree & WSET preferred
- Driver's License
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Job Tags
Full time, Work at office, Local area