Regional Manager Heritage, So CA

Req ID: 6526 

Department: Sales 

Status: Reg F-T Exempt, Exempt  

Location: San Diego, California (US-CA)  

Workplace Location:  Remote

Job Summary: 

The Regional Manager (RM) is responsible for building the Trinchero Family Estates’ portfolio through a partnership with the distributor teams in the assigned division. This frontline sales resource is responsible for building strong relationships with and influencing the wholesaler such that they prioritize on the Trinchero portfolio through education and training initiatives.  Additionally, the RM will build relationships with valuable key accounts within their area of responsibility in support of their distributor partners.

Essential Functions:

The following reflects the essential functions for this job.  Leadership may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or the needs of the business.

• Maintain a visible and actively working presence in the market both with our key and target accounts independently and with distributors to effectively influence account purchase decisions and deliver the Trinchero annual plan.
• Provide leadership, teach, coach, guide, mentor and develop a high-performance team for optimal execution and results. Build respectful relationships – promote an environment of trust and open communication. Lead by example.
• Performance Management: Conduct yearly performance evaluations, provide quarterly formal performance reviews, and provide feedback to direct reports. Regularly communicate with team to achieve mutual understanding and desired results.
• Build and deliver insightful, fact-based selling stories that move distributors, key, and target accounts to make the choice of the TFE portfolio to increase market share.  Drive value through your selling choices.

Distributor Management: Minimum 50%

• Influence and engage distributor partners, and broker relationships through the establishment of monthly, quarterly, and annual sales goals and objectives for case volume, distribution, and revenues that will achieve the annual plan.
• Teach distributor partners on brand standards and activation initiatives.
• Motivate and educate our distributor teams by sharing strong, insightful, and fact-based selling information that emphasizes the value of our broad portfolio, deep family history and powerful brand stories to motivate and excite our distributor team.
• Responsible for the implementation, execution, measuring and communication of priority marketing programs.
• Plan, Track, measure, and report back priority marketing programs, distributor goals and key initiatives to the distributor sales team and TFE leadership.
• Participate in community events and activities while representing the winery in a manner consistent with our core values and goals.
• Lead by example good business practices and acumen.

Account Management: 30%

• Analyze market conditions and provide strategic insights on the competitive and category landscape.
• Manage a Key and Target account list for each channel and use it as a road map to execute new PODs, to drive targeted sales goals.
• Develop and drive assigned market promotional events with each account.
• Build long term relationships with owners and buyers through earning trust, respect and to become the best business account partner.
• Generate critical insights from your data mining for accounts that identify placement, position, and pricing opportunities.  Approach every account with a strong promotional opportunity and plan that focuses on their channel with our brands.
• Execute sales plans and unique marketing solutions with key customers in markets necessary to achieve winery brand growth and financial objectives.

Planning & Programming: 20%

• Responsible for understanding and utilizing sales tools to build unique fact-based selling stories that (MS Office, KARMA, OneSource, Datassentials, Nielsen, Power BI) effectively grow existing business, identify new opportunities, and track key marketing programs.
• Proactively plan out your fiscal year, month, week, and days around geo centric account calling using your Target & Key account list.  Utilize our brand focus, target, and key account list to lay out a pre-plan each day and week.
• Recap and discuss all direct reports pre-plan and follow up.
• Broadly utilize electronic organizational tools (i.e., Outlook) for planning and communication purposes to streamline and optimize your selling opportunities across channels.

Qualifications:

• Bachelor’s degree in business administration, Sales and Marketing, or related field.
• 3+ Years of Experience preferred.
• Entrepreneurial spirit and field sales experience with an emphasis on new business development, face-to-face selling, and ability to close the sale.
• Proven track record of achieving sales goals and growing distribution for premium brands in a branded product industry working through a 3rd party DSD or distributor network is a plus (e.g., the adult beverage, the wine industry, CPG, or other industry).
• Proven influencer capable in building strong, positive, and effective relationships at account level.
• Strong business acumen; knows their industry, competition, and trends affecting their business.
• Exceptional verbal and written communication, presentation, and keen negotiation skills.
• Ability to lead, motivate and hold teams accountable through strong interpersonal and influence skills to produce results.
• Organized professional able to manage multiple (and often competing) priorities.
• Knowledge of state and federal liquor laws required is a plus.
• Must have a valid Driver’s License and a clean driving record.
• A strong interest in developing a passion for wine and spirits.

Working Conditions:

• Frequent travel, both by car, air, or train
• Ability to lift at least 45 pounds (case of wine)
• Regular working schedule to include evenings and weekends.
• Long and irregular hours during peak seasons and/or special events
• Moderate to heavy physical work

Salary Range: $102,100.00 -  $153,000.00  

The starting pay will be based on several factors, including but not limited to experience, training, education, and geographic location. TFE offers a comprehensive benefits package that includes medical, dental, vision, life insurance coverage, disability benefits, PTO, wellness programs and fertility and family building benefits.   We also provide a 401(k) plan where TFE may make a discretionary profit-sharing contribution.

Trinchero Family Estates provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Trinchero Family Estates complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.