Regional Sales Manager, Northeast

Job Description:

For thirty-five years, Paul Hobbs Wines has produced meticulously crafted wines. From vineyard to cellar, no detail is too small or unimportant. Paul Hobbs’ international experience and pioneering approach to identifying exceptional vineyard has made him a leader on the world stage in helping refine the art of site-specific viticulture and precision, minimalistic winemaking. Our single-vineyard wines are made to express their distinct origins—fermented indigenously, finished to bottle unfined / unfiltered—these wines exemplify the pinnacle of the craft. Through enduring partnerships with a small cadre of growers and a focus on small production, our estate grown Pinot Noir, Chardonnay, and Cabernet Sauvignon are thoughtfully shaping the future of winemaking. We invite passionate, quality driven, dedicated individuals to be participants in our mission

Position: Regional Manager (RM), NY, NJ, CT, MA, RI, VT, NH, ME, PA, MD, DE, WV
Objective: The RM is responsible for driving quality sales growth, placements, and profitability for the PHW portfolio within their assigned territory via 1) selecting, building and maintaining strong relationships with PHW distributor partners and key trade accounts while executing regional depletion and POD goals, 2) managing sales administrative functions and, 3) ensuring consistent and appropriate brand representation across all wholesale channels. The RM is responsible for expanding market share, elevating brand presence, and optimizing financial sales performance. The Director of National Sales (DNS) is back up.

Examples of responsibilities (not limited to those listed below):
1. Distributor and trade management:
a. Accountable for distributor performance against PHW sales goals. Executes regional depletion and POD goals, communicates sales objectives, implements strategic plans and conducts formal monthly performance reviews.
b. Oversees administration of PHW’s brand standards, pricing, and programming.
c. Ensures that distributors maintain appropriate inventory levels on all SKUs.
d. Reviews depletion allowance (DA) and sample invoices bi-monthly.
e. Educates distributors and trade re: key selling points for each SKU and provides clear brand messaging.
f. Plans and executes winery immersion trips.

2. Administrative:
a. Analyzes quarterly P&L reports to ensure budgets are optimized and kept on track.
b. Keeps DNS informed in timely fashion on all relevant matters. Collaborates well with all company sales related stakeholders to achieve company sales goals.
c. Proficient with sales focused business tools / platforms (i.e., iDig, Power BI, Divvy, Adaptive, Outlook, etc.).

3. Brand representation:
a. Manages key account list, ensuring PHW wines are well represented.
b. Strategizes to optimize portfolio distribution and activation opportunities.
c. Leads dynamic educational tastings for trade and consumers.
d. Organizes and executes impactful market work and events for PHW principals.
e. Supports new brand launches.
f. Curates robust professional relationships with strategic trade partners.
g. Assists National Accounts Directors (NAD) with program compliance, pricing, and events.
h. Monitors sales trends, account openings / closings, buyer and distributor personnel movements, and PHW portfolio performance against its competitors.

Specific qualifications & skills:
1. Relational: Maintains sound business relations with sales partners/clients. Excels at communicating PHW’s brand strategy, priorities and performance goals with clarity and influence.
2. Business: Strong business acumen as measured by achieving yearly POD and depletion goals, managing inventories, pricing, strategic programs, etc. High-level organizational and time management competency. Strong analytical capability with the ability to leverage multiple data sources (examples: Nielsen, IRI, VIP etc.).
3. Wine service & knowledge: Comprehensive knowledge of wine history, production, and commercialization. Demonstrates mastery of protocols and procedures of fine wine service (i.e., wine dinners, shows, seminars, various tastings, etc.).
4. Communication: Ability to communicate clearly, efficiently, and persuasively.
5. Attitude: Positive, confident and solution oriented. Creative and competitive with a polished, professional demeanor.
6. Success drive / work ethic: Self-motivated. Results driven. Anticipates challenges. Adapts appropriately to changing situations. Organized, intuitive, proactive. Ability to close. Pursues opportunities with energy, curiosity, and follow-through.

Job requirements:
1. Bachelor’s degree or equivalent combination of education and relevant work experience.
2. 5 years’ work experience with demonstrated 3-tier distribution success within the luxury brand wine segment.
3. In market accounts visit minimum of 3 days/wk. Ready to work weekends and off hours as the job requires.
4. Proficient in Microsoft Suite and essential tools / platforms (i.e., iDig, Power BI, Divvy, Adaptive, Outlook, etc.).
5. Ability to lift and carry at least 50 lbs., or a 9L case of wine.
6. Must reside in the NY Tri-State area.

Reports to: Vice President, Sales

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