Regional Sales Director-Central North

Chicago, IL, United States

The position is responsible for all off premise chain sales for Jägermeister (super stores, clubs, super markets, drug and convenience). This candidate develops overall strategic initiatives and builds custom business plans for the off premise national account sales channel in conjunction with overall company off premise strategy. Candidate will work closely with MJUS field teams and distributor off premise National Account Managers. The right candidate will have the ability to foster key partnerships in off premise National Accounts that drive Jägermeister KPI’s.

Accountable for profitably managing business results (volume, share, profit) for assigned chain accounts(s). Develops the account sales plan and facilitates its implementation. Ensures that products and programs are sold to and executed in chain retailers by coordinating the sales, distribution, and program execution through chain buying offices and MJUS system. Builds value-enhancing relationships with retailers through category management application, responsive problem solving and proactive relationship management.

Responsibilities:

Distributor Management

Partners with Distributor General Managers & Business Managers on strategy to develop and grow the Jägermeister brand in each market that is part of his/her geography

Conducts planning, pricing, and negotiations with Distributor partners

Maintains Distributors’ share of mind and continually evaluates Distributors’ effectiveness and provides appropriate ongoing feedback regarding performance

Responsible for annual Distributor programming calendar and conducting quarterly/annual business reviews with Distributors

Keeps Distributor General Managers & Business Managers aligned and focused on key channels, KPI targets, and programs

Ensures Distributors are effectively educated on the history, properties, and production of Jägermeister, and up to date on Jägermeister business updates and branding

Negotiates distributor banks, GP, and other funding as needed for each market

Regional Sales and Commercial Planning

Demonstrate expert knowledge and understanding of spirits industry in his/her markets - including key accounts, competitors, trends and consumer behavior

Develop annual and long-term sales plan for growing Jägermeister in the geography. Sets strategies focused on key markets both on- and off-premise.

Ensures effective communication of the plan to Distributor General Managers to gain agreement and alignment

Ensures program development/commercial solutions are improving brand execution and image in the geography’s markets (includes: proper distribution of Jägermeister by type and size, merchandising programs, shelf management positions, drink features and promotions)

Possesses strong proficiency in pricing, profit and brand economics and ability to educate others

Ensures local programs from Field Marketing are designed to engage consumers in his/her markets

Effectively works with other Regional Directors and cross functionally with HQ counterparts

Ensures streamlined effective reporting and business intelligence

Aligns with Trend & Scene (T&S) Regional Managers and Director On Premise on strategic priorities

Talent Selection & Development

Establishes an effective sales team for the geography which regularly reviews the business and aligns on the course of action

Establishes individual accountability through communication of expectations, goals, and KPIs down to each employee

Conducts timely performance evaluations for all direct reports

Provides ongoing coaching and feedback; conducts crew drives to evaluate field sales performance

Establishes an atmosphere that encourages innovation and out of the box thinking to drive new and creative grass roots ideas from the field

Builds bench strength and future leaders within the company

Continually upgrades sales talent pool through training, promotions from within and attracting new talent from outside when appropriate/needed

Integrates T&S team and On Premise Meisters (OPM) into all team activities

Analysis & Execution

Drives accountability for MJUS budget management for his/her markets - both T&E and LPF budgets

Ensures salesforce is effectively utilizing tools to analyze ROI and understand the business in each market (e.g., effectiveness of major events, consumer development activities, key account resource allotments, POS effectiveness, etc.)

Ensures salesforce is utilizing timely and effective tracking of Point-Of-Sale

Ensures salesforce is effectively utilizing sales tools (VIP i-Dig and Karma)

Prepares and reviews all relevant administrative and budget reports (e.g., expense reports)

Requirements

10+/- years of experience in Sales/Marketing, preferably in the spirits and/or beverage, consumer industry

Demonstrated distributor relationship management, account management, and chain experience

Innovative and creative in approaching distributors and expanding business

Proven success in leading, developing, motivating, and training sales teams

Able to formulate strategies and execute against them

Creative presentation/public speaking and premium selling skills

Well-developed influence and negotiation skills; persistent and persuasive

Ability to make meaningful contributions to the Region’s leadership team (contribute beyond his/her geographies)

Knowledge of the federal, state and local laws and regulations. Knowledge of Distilled Spirits Counsel of the U.S. (“DISCUS”), National Alcohol Beverage Control Association (“NABCA”) and beverage alcohol laws and regulations

Frequent travel required; must have valid driver’s license and vehicle for travel between accounts within assigned territory

Must be proficient in MS Office Suite (Outlook, Excel, Word, PowerPoint)

College degree required

Benefits

Highly competitive compensation packages

Comprehensive medical, dental, and vision insurance

Matching 401(k) plan

Yearly wellness stipend (gym membership or fitness classes)

Generous holiday and vacation policy