Southeast Regional Director

We are seeking a Southeast Regional Director to lead the sales strategy and execution across the Southeast. The SE region — anchored in GA with partners spanning FL, TN, VA, NC, SC, and AL — represents our highest-density growth corridor and the brand’s home market. Commercial Ownership Own the Number: Deliver the SE portion of the annual operating plan (AOP) for depletions and revenue. Distributor Management: Primary lead for Tier 1 SE relationships and Tier 2 partners. Navigate the “share of mind” battle inside large distributor networks. Key Account Velocity: Personally own Top 25 regional buyers to drive placements. Strategic Expansion: Manage rollout into new markets — ensuring we “penetrate” them. Data & Insights: Drive data within the region to make decisions and use VIP/depletion data to identify gaps, manage inventory par levels, and forecast to Operations. Hiring & Workforce Planning: Own the full hiring cycle for the SE field team — headcount forecasting, requisition justification, structured interviewing, selection, and offer recommendation in partnership with HR. Performance Management: Assist with setting quarterly and annual goals for each direct report; conduct 1:1s, mid-year and annual reviews, and calibration input. Deliver timely, documented coaching, corrective action, and performance improvement plans in partnership with HR. Compensation Input: Recommend merit, incentive, and promotion decisions within approved budget and comp bands. Onboarding: Own 30/60/90-day ramp plans for every new SE hire. Retention & Succession: Identify flight risk and build bench strength for each territory. HRIS Administration: Manage all people-data transactions for the SE team — approve timecards and PTO, process job/status/reporting changes, initiate onboarding and offboarding workflows, and maintain accurate org and headcount records. Expense & Trade Spend Approval: Review and approve T&E and sample/POS expenditures; enforce policy compliance and budget discipline. Compliance Oversight: Ensure field team adherence to wage-and-hour requirements (timekeeping, meal/rest, travel time), state alcohol regulations, tied-house rules, and company policy. Reporting Cadence: Own the SE weekly scorecard, monthly business review, and forecast submissions. Systems Hygiene: Maintain data integrity across internal platforms as the source of truth for SE performance. Sales Leadership Representation — Southeast Serve as the voice of the Southeast in national commercial leadership forums, AOP and S&OP planning, pricing and portfolio decisions, and cross-functional planning with Marketing, Operations, and Finance. Represent the brand externally as the senior commercial face of the brand in the SE — distributor GSMs, trade associations, key account top-to-tops, and industry events. Escalate SE market intelligence, competitive dynamics, and resourcing needs to the SVP, Commercial Development with a clear recommendation attached. Training & Development of Junior Staff Build and deliver the SE onboarding and sales fundamentals curriculum — three-tier system, brand story, mash bill and CPG education, pricing ladders, account calls. Maintain a structured ride-along and field coaching cadence with every Sales Manager and Brand Specialist, with written observation and follow‑up. Own individual development plans (IDPs) and skill progression for junior field staff; grow territory reps into territory owners. Certify the team on brand and product knowledge; serve as the SE escalation point for coaching and capability gaps. Qualifications 7–10+ Years in CPG Sales, including 3+ years directly managing and developing a field sales team. Major supplier experience with scaled a small/challenger brand. Experience winning without a massive media budget. Distributor Savvy: Existing relationships across Southeast distributor networks. You know how to work a GSM and how to incentivize distributor reps. Commercial Finance IQ: Margin structures, pricing ladders, bill‑backs, and trade spend (LMF) management. Atlanta Based: Ready to be the commercial face of the brand in our HQ market, traveling 40–50% across the SE region. #J-18808-Ljbffr Confidential