Regional Sales Director

Location: This position is based in Michigan.

Job Objective

The Regional Sales Director leads a multi-state market consisting of Michigan, Ohio, Indiana, Kentucky, and Kansas and is accountable for profitable growth of the M.S. Walker Brands portfolio. The role directs regional sales execution, consumer market development, distributor and broker performance, education and motivation across the regional team, distributor, broker, ambassador, and sales specialist network. Success requires achieving shipment, depletion, distribution, and profitability goals; building productive relationships with wholesalers, brokers, and key customers; and developing people and market capabilities. The position places particular emphasis on distributor management, leadership, field education, and hand-selling priority brands to key on and off-premise accounts. The Regional Sales Director is expected to model the M.S. Walker family philosophy, passion, and company culture.

Responsibilities:

• Manages the entire MSWB portfolio/business within the defined territory.
• Ensures attainment of sales goals by regularly evaluating distributor and broker relationships, identifying new business opportunities, and optimizing current sales and service levels.
• Owns territory financial performance, including budgets, depletions, inventory, pricing, billbacks, and profitability analysis for shipments and depletions.
• Leads territory planning and decision-making to support national objectives and produce accurate business forecasts.
• Manages territory operations to maximize sales and profitability.
  • Responsible for monthly updates to MSWB executive leadership team on in market and overall activities, market, and personal performance in relation to KPI's.
• Allocates approximately 50% of working time to field activity, 25% to internal MSWB team leadership and coordination, and 25% to distributor management.
• Develop state-level market plans, pricing, and programs with distributor partners to achieve MSWB goals. Leads direct reports and coordinates with colleagues to execute those plans.
  • Plans and progress must be reviewed monthly with the key stakeholders.
• Manages execution of MSWB standards through distributor partners, holding each distributor accountable for meeting goals and implementing market plans effectively.
• Build relationships with priority accounts across the territory to expand distribution, increase sales, and profitably grow MSWB priority brands.
• Works closely with the MSWB's and Distributor's National/Regional Account teams to ensure they are familiar with national on/off premise strategies and programs.
• Conduct regular brand education and specific program overview meetings with wholesalers to enhance sales force and management knowledge of the MSWB portfolio.
• Engage new and existing on and off-premise customers to understand their product needs and recommend solutions through a relationship-based sales approach.
• Have a deep knowledge of pricing and answer customer questions about products, prices, and availability.
• Emphasize product features based on analysis of customers' needs and on knowledge of product.
• Participating in Retail and On-Premise event opportunities.
• Help create additional opportunities for the In-State Wholesaler to promote and sell the MSWB portfolio.
• Frequently and effectively communicate with Distributor Management on inventory levels and out of stock situations due to possible fluctuations in demand.
• Coordinate efforts with wholesale sales administration and purchasing on pricing and contract orders.
• Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
• Participate in Wholesaler events.
• Collaborate with colleagues to exchange information, such as selling strategies or marketing information.
• Maintains comprehensive knowledge of the spirits and wine categories and leading brands in the market. Clearly positions M.S. Walker Brands products by communicating each brand’s story, current pricing, points of differentiation, regional identity, awards, and press coverage.
• Develops monthly strategies to achieve sales and merchandising objectives, maintains accurate account purchase histories, and delivers monthly, quarterly, and annual sales growth in line with established goals.
• Prepare and deliver presentations balancing the company’s priorities and customer needs, including menu concepts, new product introduction and promotions.
• Maintain professional and industry knowledge by attending educational workshops, trade shows, conventions, reviewing professional publications and establishing personal networks.
• Accomplish other duties as assigned.

Performance Measures

• Execution: Ability to establish priorities and meet or exceed profitability and sales goals.
• Results Oriented: Strong work ethic and drive for success.
• Judgment: Makes sound business decisions, in a timely, quality manner.
• Creativity: Inspires creative thought and "out of the box" ideas that grow the territory’s business.
• Budget Management and Resource Utilization: Conscientious and efficient budget management.
• Maximizes company profitability and resources in the most effective manner.
• Leadership: Effectiveness in inspiring to perform at maximum capability.
• Sales ability: Effectiveness in inspiring customers to purchase our products.
• Teamwork: Ability to work and communicate productively with colleagues, direct reports and customers in each tier and channel.
• Understanding of Control States
  • Interact with and direct broker network leadership and teams.
  • Manage bailment inventories.
  • Review and interpret NABCA Green book trends and opportunities.
  • Understand listing and delisting criteria for each state.
  • Manage pricing and promotions timing.
• Reporting: Monthly reporting of progress vs KPI targets to ELT

Qualifications:

• Bachelor's Degree preferred (5+ years) in Sales, Marketing, Business Management or related field
• Minimum 10 years' experience in Wholesale and Supplier sales
• Sales Experience in both the wine and spirits industry required
• Valid Driver's License
• Proficiency in Microsoft Office programs including Outlook, Excel and PowerPoint
• Domestic travel required
• Reports to EVP, National Sales and VP of National Business Development

Personal Skills and Qualities:

• High level organizational skills, relationship building and selling skills a must
• Strong business acumen and sales analysis
• Demonstrated initiative and ability to self-direct projects
• History of delivering high-quality work on short deadlines
• Results oriented with competitive urgency
• Utmost professionalism

Benefits:

We offer a Comprehensive Benefits Plan that includes the following:

• Medical & Dental Insurance
• Vision Coverage
• Paid-Time-Off Program
• Fidelity Investments 401k
• Disability, Life, Accident & Illness Insurance Packages
• Discounted Fitness Memberships
• Free & Discounted Work/Life Resources

Who we are

Founded in Boston in 1933, M.S. Walker is a 5th-generation, family-owned wine and spirits importer and distributor, a spirits bottler, and a national supplier. We serve On-Premise and Off-Premise establishments throughout the Northeast, with direct operations in Massachusetts, New York, New Jersey and Rhode Island and brokerage operations in Maine, New Hampshire and Vermont. We represent a budding portfolio of wine and spirits nationwide, including our own brands, and we strive to offer the most prestigious portfolio in the industry. M.S. Walker has built our foundation and future on our people - our employees are truly our greatest asset. Our company boasts a diverse pool of exceptionally special team members who each bring their unique skills and experience to the organization.

Mission Statement:

Since 1933, our mission has been firmly rooted in our core values of family, integrity, respect, honesty, and hard work. We are deeply committed to upholding these principles for our team members, customers and suppliers alike. We seek to build and maintain long-lasting relationships based on trust and reliability. By honoring our heritage and embracing innovation, we aim to continuously improve and adapt to meet the evolving needs of our industry, while responsibly contributing to the communities we serve. Together, we strive to elevate the spirit of hospitality and foster a vibrant and respectful culture in all facets of the organization and beyond.