Regional Chain Manager (Various locations needed)

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Job description

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Palm Bay International, a dynamic family-owned company, offers one of the nation's most comprehensive portfolios of imported wines and spirits, including over 50 suppliers from around the globe. Palm Bay's portfolio impressive roster of brands, accounts and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace. For more visit: .
Location: Midwest, Central, Southeast, West, PacNW
Position Overview: The Regional Chain Manager is a senior sales role responsible for overseeing the business planning, development and execution of an assigned division, ensuring the delivery of profitable growth through effective chain management and market plan execution across all chains. This role is the key point of contact for senior level distributor leadership and Account Executives within the chain divisions at RNDC. The Regional Chain Manager works in conjunction with State Managers and Regional VP's to optimize tactical spending in a way that drives profitable volume growth and organic sustainability. The effectiveness of this role will be judged by a variety of key performance indicators:ALL Profitable and sustainable growth
Growth at or above market trends
Account Management skills
Team effectiveness and people leadership
Distributor partnership and plan execution
Direct Market Relationship and sales
Customer relationships at key levels across the buying teams
Category Management
Responsibilities/Essential Functions:
Planning & Forecasting
Establish an annual business plan to meet target volume and profit goals for assigned areas, partnering with Trade Marketing to leverage effective trade programming.
Monitor market conditions to proactively mitigate issues and to capitalize on share and profit growth opportunities.
Closely manage forecasting week over week to ensure goals are achieved
Budget & Pricing
Responsible for the chain business P&L
Work with State Manager and Regional VP to review pricing strategies to ensure optimal ROI on investment spend.
Ensure pricing structures are in place to optimize Palm Bay International profitability while managing customer margin and maintaining brand integrity and positioning.
Manage annual budget to support the execution of approved plan.
Distributor Management
Work closely with the Chain, Category, Sales, and Merchandising teams to ensure program execution is delivered month over month with progress obtained throughout the year.
Work closely with the Chain VP and AE's to ensure share of mind is earned and they are delivering on goals and expectations.
Conduct ongoing meetings with the distributor and PBI teams providing clear objectives, forecast alignment, and program support to ensure goals are achieved at profitable levels.
Regional Chain Management
Create annual account plans to include creative programming, innovation, distribution goals that achieve targets
Develop and manage tools for the regional chain business to include forecasting, planner history/plans, pricing/margin management, Ad management, budgeting
Work closely with the distributors to ensure they are focusing on PBI portfolio. Establish relationships with all buyers that results in a trusted advisor position, meeting frequently
Establish monthly scorecards and metrics to monitor and measure execution performance and ensure improvement in results
Understands Category Management, customer shelf rules and provides solutions-based recommendations that enhances the category and PBI products
Review all data reports to understand performance drivers and take action against opportunities while working closely with PBI Business Intelligence team
Acts as a liaison between the market and national accounts to ensure programs are implemented at high compliance levels. Leverages influencers to secure local programs available within a national account while working with the PBI National team
Build and deliver best in class presentations for retailer account calls focused on planning, creative program activity and new item distribution
Qualifications/Requirements:
Bachelor's Degree preferred
5-8 years of alcohol beverage sales experience
Experience in managing distributors, regional and national chains
Exceptional Sales leadership skills with demonstrated ability to grow a profitable business.
Proven ability to manage distributor teams and execute business plans reflecting year-on-year growth and budget management.
Experience in planning and managing new product launches.
Solid foundation in wine intelligence. Ability to educate others and develop compelling selling stories to grow distribution and volume sales.
Analytics - Nielsen, Circana and other key data resources
Superior organizational skills, detail oriented, ability to manage multiple priorities and experience in working with a multi-brand portfolio.
Results oriented; thrives in a dynamic; fast-paced environment.
Ability to work independently with a competitive and charismatic personality
Proficient in Word, Excel, and PowerPoint required.
Excellent verbal and written communication skills; strong presentation skills.
Excellent Analytics - ability to take large amounts of data and mine the key insights that are helpful in developing a compelling sales presentation.
Experience in the utilization of pricing, forecasting and other Sales tracking and monitoring tools
Ability to lift up to 35 pounds
Safe driving record
Benefits Overview:
Palm Bay offers a competitive compensation package including medical, dental, vision, life insurance, 401(K), paid vacation, personal time off and 11 paid company holidays.
Palm Bay International is an equal opportunity employer

Job category: Sales and Marketing

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