Regional Manager, Arizona

Req ID: 6889 

Department: Sales 

Status: Reg F-T Exempt, Exempt  

Location: Phoenix, Arizona (US-AZ)  

Workplace Location:  Remote

Job Summary: 

The Regional Manager (RM) is responsible for building the Trinchero 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, increasing market share and delivering the Trinchero annual plan.

Distributor Management: Minimum 50%

• Set monthly, quarterly, and annual sales goals to influence and engage distributor partners, ensuring case volume, distribution, and revenue targets are met.
• Motivate and educate our distributor teams by sharing strong, insightful, and fact-based selling information using our brand standards and activation initiatives 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.
• Effectively deliver the TFE strategy by executing market work withs, distributor sales meetings, quarterly business reviews, trainings, events.
• Lead by example, promoting good business practices and acumen.

Planning & Programming: 30%

• Responsible for understanding and utilizing sales tools to build unique fact-based selling stories that (MS Office, KARMA, Trinchero Asset Portal (TAP), Datassentials, Circana, 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 lists.  Utilize these and our brand focus 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, TEAMS) for planning and communication purposes to streamline and optimize your selling opportunities across channels.

Key Account Management: 10%

• Build mutually beneficial long-term relationships with your key customers at all levels.
• Deliver specific Plan on a Page key initiatives by selling ads, planners, distribution and programs as well as growing company revenue, volume, profits and share by utilizing market data to identify opportunities within the customer.
• Create innovative, insightful, fun sales presentations along with the ability to deliver them in a creative and educational manner to help secure our company initiatives.
• Work closely with our distributor network to establish, communicate and execute annual plan as well as awarded programs, to achieve volume, distribution, and executional goals across the chains.
• Educate our distributor partners and key customers on Trinchero Family Estates Wine and Spirits through monthly business reviews, new item presentations and ongoing communication.
• Work closely with the Trinchero Family Estates Sales network to assist, communicate and execute awarded programs to achieve volume, distribution, and executional goals across the chains.

Leadership: Minimum 10%

• 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 over the competition.  Drive value through your selling choices.

Qualifications:

• Bachelor’s degree in business administration, Sales and Marketing, or related field.
• 3-5 Years of Experience?
• 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: $100,000.00 -  $130,000.00  

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.