Division Manager - OH/MI/WI/PA/DE

Req ID: 6423 

Department: Sales 

Status: Reg F-T Exempt, Exempt  

Location: Detroit, Michigan (US-MI)  

Workplace Location:  Remote

Job Summary:

The Division Manager (DM) directs and leads all sales management activities by executing the agreed upon business plans within their assigned region. This position is responsible for the implementation and execution of annual strategic sales initiatives to increase market share and generate revenue by effectively managing wholesalers, leading a sales team, while building and maintaining relationships with key accounts. A premium is placed on identifying business opportunities, effective distributor management, strong leadership, developing people, and interaction with the Sales Leadership Team at Trinchero. 

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.

Leadership: Minimum 30%

• 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.
• Listen, learn, and inquire about the best salespeople in your AOR, then recruit, hire, develop, and retain World Class Sales Execution Leaders.
• Collaborate across all departments and champion the Trinchero Family Estates' "One Team" approach.
• Build and deliver insightful, fact-based selling stories that move distributors, key, and target accounts to make the choice of the TFE portfolio over the competition.  Drive value through your selling choices.

Distributor Management: Minimum 30%

• 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.
• Teach, train, deliver, and execute brand standards, channel priorities and target ratio of all channel sales.
• Responsible for the implementation, execution, measuring and communication of priority marketing programs.
• Manage all financial budgets and pricing to ensure revenue plan is achieved and communicate to TFE leadership.
• Regularly monitor and analyze market performance to ensure goals are on track to be met and communicate back to TFE leadership as well as our distributor partners.
• Direct the development and execution of sales plans and unique marketing solutions with our distributor partners to focus on our customers in markets necessary to achieve winery brand growth and financial objectives.
• Meet regularly with our distributor leaders to measure success of POD and PMP’s.
• Manage all distributor contractually driven points.
• Set monthly planning, business reviews, Top 2 Top meetings quarterly with TFE and distributor leadership.

Planning & Programming: Minimum 30%

• Provide in-market intel and feedback for use by Marketing and Strategy teams.
• Research and develop key and target account lists for your team members with collaboration with our distributors.
• 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.
• Manage the execution and ROI of all programs & events.
• Establish clear goals and objectives, including accountability for all collaborative sales execution activities at account level.
• Broadly utilize electronic organizational tools (i.e., Outlook) for planning and communication purposes to streamline and optimize your selling opportunities across channels.

Team and Account Management: Minimum 10%

• Responsible for identifying opportunities for brand growth by incorporating customer, channel specific and marketplace insights.
• Analyze market conditions and provide strategic insights on the competitive and category landscape to TFE and distributor leadership.
• Serving as the key contact in respective region for all customers and accounts.
• Participate in community events and activities while representing the winery in a manner consistent with our values and goals.

Qualifications:

• Bachelor’s degree in business administration, Sales and Marketing, or related field.
• 8+ years of adult beverage industry sales experience across all channels. 
• 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

                  Support & Develop Our People, Focus on Our Customers, Lead & Influence Our Partners

Salary Range: $121,700.00 -  $225,900.00  

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.