Regional Sales Manager - Midwest

Job Description:

Territory: IA, IL, IN, KY, MI, MN, MO, ND, NE, OH, SD, WI
Location: Ideal candidate will reside in the Chicago area

Position Overview
The Regional Sales Manager – Midwest is responsible for driving sales, distribution, and profitability across the assigned 12-state territory. This position is heavily focused on distributor management and requires a high degree of competency in developing distributor relationships, establishing clear expectations, driving accountability, and executing against company priorities.

The Regional Sales Manager will work closely with distributor partners, key accounts, and the Hope Family Wines team to achieve sales and distribution objectives while maintaining brand and pricing strategies.

Responsibilities
•  Execute and manage regional sales, depletion, distribution, and accounts-sold goals by state and distributor.
•  Develop effective market plans and promotional programs with distributor partners to achieve established goals.
•  Manage regional budgets, including T&E, promotional spending, pricing, and distributor allowances (DAs).
•  Effectively allocate promotional and DA budgets to maximize sales results and profitability.
•  Hold distributor partners accountable for achieving goals and executing agreed-upon market plans while maintaining Hope Family Wines brand and pricing strategies.
•  Establish channel-specific goals, track performance, and provide ongoing analysis by channel, state, and distributor.
•  Maintain a strong presence throughout the territory and conduct regular distributor meetings and market visits to ensure execution of brand priorities and initiatives.
•  Prepare annual, biannual, and quarterly business reviews as required, including market analysis, performance results, opportunities, and clear next steps.
•  Clearly communicate Hope Family Wines' business strategy, priorities, and expectations to distributor partners and key accounts.
•  Maintain a strong understanding of market conditions, category trends, and competitive activity throughout the region.
•  Develop and maintain relationships with key accounts and customers across the territory.
•  Provide the Hope Family Wines executive team with accurate and timely sales information, market insights, forecasts, and reports as required.

Performance Measures
•  Execution: Establishes priorities and consistently meets or exceeds sales, distribution, and accounts-sold goals.
•  Distributor Management: Develops productive distributor relationships while driving accountability, execution, and sales performance.
•  Results Orientation: Demonstrates a strong work ethic, sense of urgency, and drive to achieve results.
•  Judgment: Makes sound, timely business decisions based on market conditions, available data, and company priorities.
•  Sales Ability: Effectively communicates the value of Hope Family Wines brands and inspires customers and distributor teams to support and sell the portfolio.
•  Budget Management: Effectively manages company resources and spending to maximize sales results and profitability.
•  Teamwork: Works and communicates effectively with Hope Family Wines colleagues, distributor partners, and customers.

Personal Skills & Qualifications
•  7+ years of wine or beverage alcohol sales experience, with demonstrated success managing distributor partners and multi-state territories. Regional management experience is strongly preferred.
•  Self-motivated and highly organized, with the ability to work autonomously and manage multiple priorities in a fast-paced environment.
•  Strong knowledge of the wine and beverage alcohol industry, including distributor management, sales execution, and market development.
•  Strong business acumen with the ability to understand and manage one's territory as a business.
•  Excellent written, verbal, and presentation skills.
•  High level of integrity, confidence, and relationship-building ability.
•  Strong analytical and problem-solving skills.
•  Proficiency with Microsoft Excel, Word, and PowerPoint.
•  Ability and willingness to travel regularly throughout the 12-state territory.

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