Regional Sales Manager - FL & SC

Phillips Distilling Company is currently inviting candidates to apply for a full-time Regional Sales Manager, FL & SC opportunity. The candidate selected for this role will enjoy competitive compensation, annual bonus potential, development opportunities, and a comprehensive benefits package!

Classification: Exempt

Reports To: Sr. Regional Sales Manager

Position Summary:

The Regional Sales Manager develops, manages, and maintains business relationships with Phillips Distilling Company distributors within the Florida and South Carolina markets to meet or exceed all qualitative and quantitative regional and business objectives. This role is responsible for driving depletion growth, expanding distribution, and building brand presence across the on-premise and off-premise channels throughout the assigned territory.

Essential Functions:

Distributor Management & Business Planning

• Partners with distributors to build plans, budgets, and forecasts to deliver revenue and profit targets set forth by Company leadership.
• Conducts monthly and quarterly business review (QBR) meetings with distributors and key accounts to review performance against KPIs, depletions, distribution, and programming objectives.
• Manages relationship with key state distributor personnel, including State VPs, Market Leads, Portfolio Managers, and Chain Leads.
• Assesses distributor execution, progress against financial performance objectives, and all key performance indicators (KPIs).
• Influences distributor stakeholders without direct authority to achieve business results and objectives.

Sales Execution & Channel Development

• Builds programming to achieve qualitative and quantitative sales goals including depletions, points of distribution, velocity, and KPI targets across the Florida and South Carolina territories.
• Off-Premise: Drives distribution, display execution, and shelf strategy for priority brands across retail, chain, and independent accounts. Within total beverage channels; Liquor, Grocery, Convenience, etc.
• On-Premise: Develops and maintains new volume opportunities including placements, spec list improvements, menu features in key cocktails, promotions, and well placements.
• Builds new and enhances existing key regional and independent account relationships to help our brands capture share in must-win channels and outlets.
• Supports key account calls and chain-level activations across the territory, coordinating with regional account managers where applicable.

Planning, Programming & Communication

• Develops monthly, quarterly, and yearly plans including incentives, key account programs, brand launches, display drives, and focus weeks.
• Plans and updates quarterly calendars and programming to maintain focus during key selling periods.
• Communicates consistently and clearly on inventory, pricing, upcoming programs, company direction, priorities, and incentives.

Training & Market Development

• Conducts informative general sales meetings to educate distributor sales teams on Company brands, plans, and programs.
• Provides monthly sales training and communication to distributor sales forces in areas of market, category, and brand trends, as well as sales tactics and techniques.
• Conducts distributor ride-alongs, field visits, and market calls to ensure in-market execution.
• Ensures distributors maintain adequate inventories of point-of-sale (POS) materials to fulfill all sales and marketing programs.

Financial & Analytical Management

• Develops a comprehensive understanding of all price components including cost-of-goods, FOBs, distributor margins, and retail pricing.
• Prepares reliable forecasts and manages advertising/promotion and travel and entertainment (T&E) spend within budget.
• Maintains positive budget positions and ensure all brand spending for the assigned region remains within annual budget.
• Monitors pricing accuracy, inventory health, and forecast inputs in partnership with Sales Operations.
• Shares market intelligence, competitive feedback, and consumer insights with leadership on an ongoing basis.

Compliance & Systems

• Utilizes Company systems, including CRM, expense reporting, marketing and product brand resources, analytics, and depletion/market data tools.
• Keeps current with all federal, state (Florida and South Carolina), and local laws and regulations governing the beverage alcohol industry; ensures all efforts and sales activities are in compliance.
• Ensures compliance with all chain account initiatives, including proactive program management and reporting.
• Perform all other duties as assigned.

Additional Functions:

• Living and abiding by the Phillips Way and the company’s core values: Communication & Collaboration, Dignity & Respect, Accountability, Customer Service and Community.

Required Competencies:

• Strong knowledge of spirits, route-to-market logistics, and the three-tier distribution system, with a passion to learn.
• Ability to lead through influence with the capacity to motivate and guide distributor sales teams and cross-functional partners without direct supervisory authority.
• Strong analytical, communication, negotiation, and presentation skills.
• Strong interpersonal and customer relationship-building skills.
• Ability to prepare and manage a budget, including forecasting and expense management.
• Ability to think critically, problem-solve, and choose appropriate courses of action based on priority and relative factors.
• Highly energetic, creative, and self-motivated, with the ability to work both independently and within a larger group setting.
• Computer/technology proficiency including email, Word, PowerPoint, Excel, and CRM systems.
• Ability to work and participate in an environment that expects all employees to support wellness, safety, quality, and environmental responsibility.

Required Education & Experience:

• Must have the ability to maintain current knowledge, skills and/or certifications relevant to assigned job responsibilities.
• Bachelor’s degree in sales, marketing, or related field.
• 5+ years of sales management experience within the distilled spirits industry.
• Hands-on execution experience at the three-tier distribution level and account level.
• Demonstrated success in developing and managing distributor partnerships to maximize results.
• Valid driver’s license with adequate insurance coverage and the ability to be insured.
• Must be 21 years of age or older.
• Equivalent combination of education and experience.

Preferred Education & Experience:

• Existing relationships with Florida and South Carolina distributor personnel and key accounts.
• Prior experience as a Regional Sales Manager in the beverage alcohol industry.
• Chain account and key account management experience.
• Experience using syndicated/market data tools (e.g., Nielsen, VIP) and depletion data platforms.
• Spirits education or certification (e.g., WSET, CSS, CSW, or equivalent)
• Familiarity with Florida and South Carolina’s beverage alcohol regulatory landscape and market dynamics.

Supervisory Responsibilities:

No direct supervisory responsibilities. This role leads through influence with distributor sales teams, cross-functional partners, and external stakeholders to achieve regional business objectives.

Work Location & Travel Required:

This is a remote, home-office-based role. The candidate must reside in or be willing to relocate to the assigned territory in Florida. The position requires up to 50% travel within the assigned geographic area, including occasional overnight travel, evening, and weekend work as required. The role entails extensive driving to visit accounts, conduct work-withs, and attend distributor meetings.

Other Considerations:

The intent of this job description is not to state or imply that the duties listed are the only duties that will be performed. Employees will be required to follow any other job-related instructions and perform any

other job-related duties as requested by management. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this job.

Phillips Distilling Company is an equal opportunity employer committed to creating an inclusive and diverse workforce. We consider all qualified individuals for employment without regard to race, religion, color, sex, national origin, age, sexual orientation, gender identity, disability, or veteran status, among other factors.

Starting Pay Range:

$110,000 – 130,000 Annually

Where a candidate falls within the pay range will vary based on a variety of factors, including, but not limited to, geographic location, education, skills and experience.

Benefits Overview:

Phillips Distilling Company offers a comprehensive benefits package to support the health, well-being, and financial security of our employees and their families. Our benefits package includes:

Health Benefits:

• Medical, dental, and vision plans to meet individual/family needs.
• Financial Well-being: 401(k) retirement savings plan with company match, flexible spending accounts (FSAs), and health savings accounts (HSAs).
• Income Protection: Employer-paid life insurance, accidental death & dismemberment (AD&D) insurance, short-term disability, and long-term disability coverage.
• Paid Time Off: Includes 9 paid holidays, annual PTO accrual, bereavement leave, and parental leave.
• Additional Voluntary Benefits: Options for supplemental life insurance, critical illness, and accident insurance.
• Wellness Program: Incentives and resources to support physical and mental well-being. 
• Employee Assistance Program (EAP): Confidential access to counseling, financial & legal planning, estate planning, wellness resources, and more to support employees and their families. 
• Bonus Potential: Annual bonus opportunities based on individual and/or company performance. 
• This summary provides a general overview of available benefits. Specific details, including eligibility criteria and plan options, will be provided during the recruitment/onboarding process.