Regional Sales Director

Job Description

** This role is not with ForceBrands. This craft infusion brand is looking for a strong regional director to help lead their Central Division. Candidates are ideally based in Chicago and have premium on-premise (hotels, restaurants) relationships.

Essential Duties and Responsibilities

o Existing relationships – Support balanced lead referrals, conduct regular

business reviews, ensure distributors are well trained on tea and fully

supported with selling collateral and programing. Draft, and with internal

approval, present distributor agreements to all distributors.

o Expand distributor footprint – Prospect and onboard distributors in coffee,

foodservice and nontraditional channels that will unlock access to

incremental outlets in the market, generate healthy competition in the

market, with an emphasis placed on minimizing distributor account cannibalization.

o Equal focus spent on identifying revenue-driving multi-unit opportunities across the region, as identifying the halo accounts within each subchannel in tier 1 markets that will continue to build the brand presence, consumer awareness, brand desirability, and positive trial in the market.

• Provide strong team leadership through celebrating successes, coaching to

opportunities, providing servant leadership and effective delegation and

development. Support the long-term career development of the sales team.

• Support the tea journey of your team, by seeking customer and tea cupping

activities, and working with other Sales Directors, Marketing teammates and

company leadership to generate tea tasting opportunities, trainings, palate development and dialogue.

• Identify, and with the assistance of marketing team, execute key marketing

opportunities within the region that generate inbound leads, support key partnerships, and promote wholesale and consumer brand awareness.

• Attend national marketing events as requested, with the objective of maximizing

the ROI of the event. ROI can be measured by revenue generating leads,

quantity of closeable leads generated (direct or for distribution), beverages

served, impressions for the brand, and/or building relational equity with strategic

partners. Internal functional and cross functional team building activities are

important, yet secondary goals of national marketing events.

• Research the market for consumer beverage trends within F&B settings and

maintain fluency of competitive trends and positioning.

• Work within developed forecasting templates to forecast the expected unit needs

of teas sold into the region, making regular adjustments to the forecast as

insights and growth opportunities are unlocked.

• Ensure prompt and consultative selling process is extended to inbound leads.

Monitor trends in inbound lead close rates, and coach to opportunities to

enhance close rate for desirable leads.

• Demonstrate responsible customer advocacy through obsession to detail with

each step of the customers experience with the brand and strategize,

present, and implement cross functional programs that enhance the customer

experience with responsible impact to company financial resources.

• Champion innovation in the market through distribution and direct channels.

Strategize effective selling approaches to position innovation, and provide

insights to marketing team for sales collateral requested to sell innovation.

• Model positive leadership and change management as the organization

continues to grow and scale.

• Support hiring and onboarding activities as occasionally requested by cross functional teams.

• Develop cross-functional relationships across the company to build organizational fluency and collaboration.

• Serve as the brand's connection to the market and our customers; communicate customer needs, product forecasts and feedback to cross functional partners in a timely and respectful manner.

• Manage personal and team expenses within T&E budgets.

• Meet or exceed budgeted revenue goals for the region.

• Meet or exceed KPIs for the region, and develop management practices to monitor and coach to KPI performance.

• Make positive contributions to overall team and company goals by vocalizing best practices with teammates, demonstrating and encouraging participation in team meetings, and collaborating with teammates and sharing intelligence on key multi-unit or distribution opportunities that cross region lines.

• Other projects and responsibilities may be assigned.

• Region Revenue

• New Direct Accounts, net of Churn

• Direct and Distribution Revenue

• Average Order Value for Direct and Distributors

• AFH channel contribution margin

Supervisory Responsibilities:

Regional Sales Managers, Territory Sales Representatives, and Account Managers within the region.

Competencies:

• Visionary Leadership - Displays passion and optimism; Inspires respect and

trust; mobilizes others to fulfill the vision; Provides vision and inspiration to peers

and subordinates.

• Change Management - Develops workable implementation plans; Communicates

changes effectively; Builds commitment and overcomes resistance; Prepares and

supports those affected by change; Monitors transition and evaluates results.

• Leadership - Exhibits confidence in self and others; Inspires and motivates others

to perform well; effectively influences actions and opinions of others; Accepts

feedback from others; Gives appropriate recognition to others.

• Business Acumen - Understands business implications of decisions; Displays

orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

• Cost Consciousness - Works within approved budget; Develops and implements

cost saving measures; Contributes to profits and revenue; Conserves organizational resources.

• Analytical - Synthesizes complex or diverse information; Able to parse large

amounts of data and distinguish the pieces with a large impact; Uses intuition and

experience to complement data; Designs work flows and procedures; Employs logic when solving problems.

• Customer Service - Manages difficult or emotional customer situations;

Responds promptly to customer needs; Solicits customer feedback to improve

service; Responds to requests for service and assistance; Meets commitments.

• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains

confidentiality; Listens to others without interrupting; Keeps emotions under

control; Remains open to others' ideas and tries new things.

• Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.

• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

• Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.

• Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.

• Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education and/or Experience

Required:

• 5+ years in a leadership role, with demonstrated experience mentoring and developing customer facing teams

• 10+ years of distribution, supply chain management, or food and beverage experience

• Bachelors degree in Business or relevant work experience

• Analytical mindset to interpret data and translate it into business strategy