Portfolio Manager

About the job


The Role

This position will report to: Sr. Director of Portfolio Management

FLSA Status: Exempt

Employment Category: Full-Time Regular

Pay Range: $90,000 to $100,000

JOB STATEMENT: The Portfolio Manager is responsible for the strategic management, growth, and profitability of an assigned portfolio of wine and spirits brands at Classic Wines & Spirits of California. This position serves as the primary link between Classic Wines & Spirits, its suppliers, and the company's sales organization. The Portfolio Manager is responsible for developing brand strategies, establishing sales priorities, communicating supplier objectives, and providing the sales team with tools, training, and direction necessary to achieve revenue and profit goals. The ideal candidate is commercially minded, highly organized, persuasive, analytical, and passionate about wine and spirits. This person must be able to translate supplier goals into actionable sales strategies and hold the sales organization accountable for execution.

Key Responsibilities

Portfolio Management:

• Manage an assigned portfolio of wine and spirits suppliers and brands.
• Develop annual and quarterly business plans for each supplier.
• Establish sales objectives, volume goals, distribution targets, and profitability expectations.
• Identify opportunities to expand distribution, increase velocity, and improve account penetration.
• Analyze brand performance by customer, market, salesperson, product, and channel.
• Identify underperforming brands and develop corrective action plans.
• Identify opportunities for new products, new markets, and incremental placements.
• Maintain strong knowledge of assigned brands, products, pricing, positioning, and competitive landscape.

Supplier Management:

• Serve as the primary point of contact between Classic Wines & Spirits and assigned suppliers.
• Build strong, long-term supplier relationships.
• Conduct regular business reviews with suppliers.
• Communicate sales performance, market activity, inventory levels, opportunities, and challenges.
• Manage supplier expectations and ensure company commitments are being executed.
• Coordinate supplier visits, market tours, tastings, trainings, and sales presentations.
• Work with suppliers to develop programs that generate measurable sales results
• Ensure supplier marketing funds and promotional resources are used effectively.

Sales Execution:

• Work directly with Outside Sales Representatives, Inside Sales Representatives, Account Executives, and Management to drive portfolio sales.
• Develop clear sales priorities for the field sales team.
• Conduct regular portfolio training and product education.
• Provide sales representatives with selling stories, product information, pricing, competitive positioning, and account targets.
• Participate in field rides and customer calls with sales representatives.
• Help sales representatives identify the right accounts and opportunities for each brand.
• Track execution against established sales goals.
• Work with the sales team to secure new placements and increase existing account distribution.
• Develop strategies to reactivate inactive accounts and increase sales in underdeveloped accounts

Business Development:

• Identify new accounts and channels that are appropriate for assigned brands.
• Develop on-premises and off-premises strategies based on brand positioning.
• Work with key accounts to secure new listings, placements, menu features, displays, and promotional opportunities.
• Partner with the sales team to develop chain, independent retail, restaurant, hotel, and hospitality opportunities.
• Identify emerging market trends and recommend new business opportunities.

Financial Management:

• Monitor sales, gross profit, depletion, inventory, and brand performance.
• Manage portfolio profitability and pricing.
• Review sales performance against budget and supplier expectations.
• Monitor promotional spending and supplier support.
• Work with Management and suppliers to develop financially responsible programs.
• Understand the financial impact of pricing, discounts, depletion programs, and incentives.
• Help ensure portfolio growth translates into profitable company growth.

Sales Team Leadership:

The Portfolio Manager does not necessarily have direct personnel responsibility for sales representatives but is expected to lead through influence and accountability.

The Portfolio Manager will:

• Establish clear priorities for the sales team.
• Communicate what brands need to be sold and where they should be sold.
• Provide sales representatives with actionable account targets.
• Monitor sales activity and results.
• Recognize strong performance and identify gaps in execution.
• Partner with Sales Management on corrective action when portfolio goals are not achieved.
• Ensure the sales organization understands supplier priorities.
• Help sales representatives become experts in the assigned portfolio.

Required Qualifications:

• 3+ years of experience in wine, spirits, beverage alcohol, consumer products, sales, brand management, or a related field.
• Strong knowledge of the wine and spirits industry.
• Demonstrated sales and business-development experience.
• Strong understanding of California's wine and spirits marketplace preferred.
• Excellent communication and presentation skills.
• Strong analytical and financial skills.
• Ability to analyze sales reports and turn data into actionable strategies.
• Strong negotiation and relationship-management skills.
• Ability to manage multiple suppliers and priorities simultaneously.
• Strong organizational and project-management skills.
• Proficiency with Microsoft Excel, PowerPoint, CRM systems, and sales reporting tools.
• Ability to travel throughout the assigned market and participate in customer and supplier meetings.
• Must be comfortable presenting to sales teams, customers, and supplier partners.

Key Performance Indicators:

Performance will be measured in both sales' growth and portfolio profitability.

Primary KPIs include:

• Net sales growth
• Gross profit dollars
• Gross margin
• Cases sold
• Depletions
• New account placements
• New distribution points
• Existing account growth
• Brand velocity
• Number of active accounts
• Reactivated accounts
• New product placements
• Sales representative execution
• Supplier budget achievement
• Promotional ROI
• Inventory management
• Supplier satisfaction and retention

PHYSICAL REQUIREMENTS:

• Sit for an extensive period of time when in the office
• Lift occasionally (office materials, wine boxes)
• Perform tasks using standard computer equipment
• Ability to travel

WORK ENVIRONMENT:

• Limited noise level
• Indoor climate

PERSONAL PROTECTIVE EQUIPMENT REQUIRED:
• Side shield safety glasses, safety vest, head/ear protection and proper footwear when in production facility

WHAT WE OFFER: At Broco Wine Company, we understand that our success is driven by our talented, committed workforce. We value the contributions each employee makes to our achievements, and our aim is to offer a comprehensive benefits program that is competitive, helping us attract and retain top talent. Our Benefits are crafted to support the needs of our employees and their families, ensuring the package is simple to understand, easy to access, and affordable for all.

• Medical
• Dental
• Vision
• Life and AD&D
• Voluntary life and AD&D
• Group Short-Term Disability
• Group Long-Term Disabilit
• Voluntary Critical Illness
• Voluntary Accident & Injury
• Flexible Spending Accounts
• Employee Assistance Program
• 401K
• Paid time off

EEO STATEMENT: Bronco Wine Company is dedicated to fostering a diverse and inclusive workplace and takes pride in being an equal opportunity employer. All qualified candidates will be considered for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability status, protected veteran status, genetic information, or any other characteristic safeguarded by law.

We are committed to cultivating an environment where every individual feels valued, respected, and empowered to reach their full potential.

Reasonable Accommodations: We will provide reasonable accommodation to assist individuals with disabilities in performing essential job functions. If you wish to apply for a position at Bronco Wine Company and require special assistance during the application process, or if you believe you do not meet the necessary qualifications for a posted position due to a protected disability and would like to discuss potential accommodations, please reach out to our Human Resources at View email address on click.appcast.io for further assistance or guidance.

Recruitment Agencies: Bronco Wine Company does not accept unsolicited agency resumes. Bronco Wine Company is not responsible for any fees related to unsolicited resumes.