Market Manager - Midwest

Virginia Distillery Company – Market Manager, Midwest

Market Location: Midwest (Illinois, Missouri, Wisconsin, Minnesota); Based in Chicago, IL

Job Description

The Virginia Distillery Company, chosen by the 2023 London Spirits Competition as 'Distillery of the Year', is America's most awarded single malt distillery. We are located in the heart of Virginia's Blue Ridge Mountains and are seeking a Market Manager to lead our Midwest markets of Illinois, Missouri, Wisconsin, and Minnesota. This role reports to the Vice President of Sales, East, is based in Chicago, and will drive market share and sales execution across our American Single Malt brands, the Pound and Penny portfolio, and KINDA Light Vodka Seltzer. The role is retail-focused, with a minimum of 20 retail account visits per week and approximately 80% travel across the region.

It’s a very exciting time to join our fast-paced team where you’ll have the opportunity to wear many hats, work within a passionate close-knit group, and support our rapid national expansion. We work hard to bring our category-defining American Single Malt Whisky to market. Our distilling operations started in November of 2015, and 2020 marked the first year we launched our own signature whisky brand, Courage & Conviction. American Single Malt is the fastest growing category in Whisky, and Courage & Conviction is not only the most awarded American Single Malt Whisky, but it’s the fastest growing brand, in the fastest growing category. We are data driven. We think big. We stay positive. And we have fun (there’s really good whisky).

This role represents our full portfolio: two American Single Malt Whisky brands, Courage & Conviction and Virginia Distillery Company American Single Malt; the Pound and Penny portfolio, which includes Cierto Tequila, Black Band Distillery, and Martingale Cognac, with more brands to be added over time; and KINDA Light Vodka Seltzer, a new brand focused primarily on chain accounts with opportunities in independent retail.

Key Responsibilities

· Responsible for establishing, activating and growing the Virginia Distillery Company and Pound and Penny portfolios throughout the designated markets.

· Management and achievement of monthly Scorecard performance. Examples of Scorecard goals include depletions volume, new Accounts Purchasing (AP’s), new Points of Distribution (POD’s), Account Visits, Single Cask Programming, and executing Retail Tastings (four a month).

· This position requires a minimum of 20 retail account visits per week and approximately 80% travel across Illinois, Missouri, Wisconsin, and Minnesota, and involves managing a territory of designated Target Accounts, building and maintaining relationships with account owners and ensuring the proper implementation of Virginia Distillery Co. and Pound and Penny brand guidelines.

· Opening new accounts within designated target list, and growing existing target accounts in depth of points of distribution.

· Execute against Virginia Distillery Co. selling and planning systems which include Steps to a Sales Call, In-Store Standards of Performance, Monthly Planners, and Daily Preplans.

· Perform retail account support, scheduling & performing tastings, addressing direct or indirect needs at accounts.

· Effectively manage Virginia Distillery Company sales programming within market, operating within established budgets & contracts.

· Lead point of sale program at retail accounts, assisting with marketing team initiatives.

· Work with VP of Sales on chain accounts engagement in the designated markets.

· Support KINDA Light Vodka Seltzer execution in chain accounts alongside VP of Sales and identify and develop opportunities for the brand in independent retail.

· Leverage Virginia Distillery Company’s advanced data analytics to track progress and opportunities for professional and sales growth.

· Daily and continued use of CRM systems, Karma & VIP to track in-market activity and progress reporting for all target account activity.

· Contributing to building distributor partner relationships by working towards securing work withs, spot-calls, GSMs, and continuously sharing successes felt out in market so we have a high level of overall engagement with distributor partners.

· Work closely with the Vice President of Sales, East and Sales Directors to achieve commercial goals for each market.

· Support the introduction and launch of new brands as they are added to the Pound and Penny portfolio.

Other Requirements

· Must reside in the Chicago, IL area.

· Ability to travel approximately 80% of the time across Illinois, Missouri, Wisconsin, and Minnesota, including overnights as needed.

· Maintain vehicle in a professional, efficient manner to assist in overall job performance.

· Ability to obtain and maintain solicitor permits and any other state-required licensing in each covered state.

· Attend semi-annual sales team trainings and onsite meetings at the distillery in Lovingston, VA.

Daily Activities

· Daily & monthly preplanning of business and objectives

· Efficient execution of planned account visits, presentations, and (when scheduled) tastings.

· Timely submission of required account planning and visit reports into KARMA / VIP

· Review of automated daily sales reports

· Scheduling follow-ups with appropriate teams for account support needs (brand, marketing, logistics, management, distributor, tastings, etc.)

· Giving and receiving feedback with direct manager as needed

· Expense & Budgetary tracking

Weekly Activities

· Assessing weekly planned account visit pipeline to ensure a minimum of 20 retail visits, updating & improving as needed

· Deep dive into weekly Sales reporting, inventories, adherence to semi-annual market expectations plans.

· Personally staffing key accounts & event tastings; scheduling tastings team staff as needed elsewhere in market; ensuring supplies are available for tastings as needed

· Entering in tastings recap information into KARMA / VIP and ensuring tastings team expenses are completed.

· Budget and Expense reporting submissions for approvals to leadership.

· Meeting with direct manager to review planning & daily activity execution.

· Participating in one of our daily Morning Production Meetings, virtually, with Operations & Leadership Team.

Monthly Activities

· Develop and Maintain market plans to ensure they align with overall market expectations.

· Ensure budgetary approvals remain on target within market.

· Generate and report on qualifying market commissions.

Qualifications

· Four or more years’ experience in wine/spirits sales within the Midwest; Chicago market experience preferred.

· Strong time-management skills a must.

· Highly proficient with technology & email.

· Exceptional verbal & written communication skills required.

· Must have valid driver’s license.

· Position requires approximately 80% travel, including regular overnights.

Desired Experience

· Bachelor's Degree , WSET or similar training a plus.

· Experience working in spirits suppliers or distributors.

· Experience with Luxury or Ultra-Premium Spirits Brands.

· Experience selling tequila, cognac, ready-to-drink (RTD) products, or other categories beyond whiskey.

Compensation

This is a salaried full-time position and is exempt from minimum wage and overtime requirements under the Fair Labor Standards Act and will not be eligible for overtime compensation.

Incentives & Benefits

· Participation in the Company’s Employee Equity Plan

· Participation in the Company’s Health Benefit Program

· Participation in the Company’s Sales Incentive Program.

· Participation in the Company’s Sales Commission program for qualifying specified/target accounts.

· Participation in the Company’s 401(k) retirement plan

· Cell phone stipend

· Three weeks of paid time off annually (inclusive of vacation and sick leave), accrued every pay period.

· Participation in the Company’s vehicle allowance program, with a choice of either flat amount or mileage reimbursement