Does this sound like you?
You thrive in high pressure and high-energy environments.
You take challenges head-on and are adept at solving complex problems in dynamic situations.
You act as an owner, not a renter, and are the first person to roll up your sleeves and tackle a challenge.
You thrive on flawless tactical execution. The details matter and anything less than perfection keeps you up at night.
You are the Sherlock Holmes of identifying opportunities. You can easily identify the needle in a haystack and quickly conceptualize opportunities and their potential impact on key performance metrics.
Your motto? “Give me some goals and I’ll over deliver.”
You hate losing more than you enjoy winning. You won’t stop until the job is done at an elite level.
You have incredibly high expectations for yourself and your team and are the first to acknowledge great performance but also recognize coachable moments.
You work well in a team environment, and drive best-in-class performance from others - both those that report to you directly, and more importantly, from dotted-line indirect reports (distributor, agency).
You are a strategic thinker and aim to be a thought partner to senior leadership.
You believe in and embrace the following values with passion – entrepreneurship, trust, ethics, conviviality.
Position Summary:
Your primary goal will be to grow our brands and our business ahead of target and ahead of the competition (by 1.5X or more).
You will establish and foster relationships that will drive this success.
You will own and drive execution of the state-level plan, including PRUSA strategic imperatives, local KPIs and division P&L.
You will develop and guide a high-performing PRUSA and distributor state team with a "one system" mindset.
Major Responsibilities / Accountabilities:
Individual (70% of time)
Ensure execution of effective "market-level" plan, including PRUSA strategic imperatives and local KPIs, in line with AOP
Own resolution of execution-related issues in state with limited support from GM
Responsible for achieving set state-level targets
Measure/reward performance; manage program execution
Provide accurate and timely communication of changing conditions across state that effect volume, profitability, distributor staffing and competitors to GM
Oversee implementation of pricing strategy
Actively work with market leaders to ‘inspect what we expect’ – MM’s, distributor leads
Drive brand standards compliance excellence
Primary point of contact for all sales execution questions (when elevated above MM)
Maintain relationships with key customers – chain, indy, on-premise
Lead, motivate and develop team of 6 TX internal field sales managers.
Shared (30% of time)
Work with distributor VP to create effective market-level plans that deliver against KPIs and strategic imperatives
Help set strategic direction for individual state across all channels / brands
Drive the state level P&L
Develop 12-month field forecast for case volume and NSV
Ensure ROI analysis is completed against market-level activity
Develop market AOP and LE for channel and geo territory (with Division Finance and Market Manager)
Nature & Scope:
Key Metrics
Achieve volume and distribution growth in strategic priority channels and / or brands
Achieve net sales value deliverable
Grow value ahead of volume (target 1% price mix improvement)
Beat the market by 1.5X
Deliver key brand KPIs
Organizational Context
Reports solid line to General Manager
Collaborates with FD to develop annual operating plan
Works closely with MAD/MAM’s to support and execute trade marketing activities
Manages five (5) Market Managers and one (1) Prestige Sales Manager to execute market level plan
Works collaboratively with GM and distributor leadership to build and execute PRUSA strategic intent
Key requirements:
Education: Bachelor’s degree required. Master’s preferred.
Experience / Background: Qualified candidates will possess the following:
7+ years of sales experience, including 5+ years of sales management experience in FMCG industry.
Beverage alcohol experience preferred, preferably within wine and spirits.
Prior sales experience in spirits, wine or beer Distributor is a plus.
Proven success leading and motivating a field sales team.
Working Conditions:
Field Environment: Work is performed in a typical field environment with moderate demands for movement and lifting. Normal visual, hearing and language acuity required for correspondence and computer usage. Frequent travel by land and/or air in diverse weather conditions is required.
Travel Requirements: Frequent travel is required (Approximately 30%)
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