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Jobs at Benchmark Consulting

Sales Director

Location: Santa Rosa, CA

Type: Full Time

Min. Experience: Manager/Supervisor

THE CLIENT

Benchmark Consulting is locating and screening candidates for this producer of fine wines. The Company offers a strong commitment to collaboration, communication and education and believes in helping to build every partner’s success. This is a confidential search and selected candidates will be required to complete non-disclosure agreements prior to interviewing for the position. For more information regarding Benchmark Consulting or to submit your resume, please visit www.benchmarkhr.com.

THE POSITION

Promote, sell and build relationships with chain accounts, brokers, and distributors throughout the key strategic wine markets in the United States and Canada.

The winery’s partners have come to expect a high degree of professionalism from the winery organization. Therefore, it is essential that the selected candidate have demonstrated relationships with key distributors and national chains with luxury priced tier wine brands along with experience in making successful presentations to this level of client. This position requires a compelling advocate for the wine, ensuring that all facets of the trade connect with the brand on an emotional level and as a business opportunity.

REPORTING RELATIONSHIPS

The position reports to the General Manager of the Winery.

PROFESSIONAL RESPONSIBILITIES

Direct the development of sales plans and unique marketing solutions in both National and Regional markets necessary to achieve winery brand growth and financial objectives. Develop sales goals and strategies as it pertains to increasing sales volumes, revenues, new product and brand launches, and market/client acquisition.

  •  Strategic knowledge of how to develop and deploy targeted on-premise sales programs that result in positive brand imaging and increased visibility.
  • Relationships with National accounts and prior chain development preferred
  • Understand brand building via balanced distribution profile in broad market on and off premise channels.
  • Manage distributor, and broker relationships through the establishment of monthly, quarterly, and annual sales goals and objectives for case volume, revenues, process, and account acquisition. Review such goals and objectives on a monthly basis to ensure they are adhered to an achieved.
  • Be a collaborative player with Distributor partners in ensuring that sales strategies are implemented at the wholesale and retail levels. Be the brand champion to major accounts by making presentations directly.
  • Making recommendations on production and depletion volumes, pricing, varietal spectrum and in-field strategies.
  • Determining brand merchandising standards, channel priorities and target ratio of on-premise to off-premise sales.
  • Analyzing market conditions and providing strategic insights into brands in relations to the competitive and category landscape.
  • Identifying opportunities for brand growth and incorporating indicators from the marketplace into brand strategy.
  • Active participation in supplier planning meetings.
  • Conducting introductory meetings with distributors for new products lines and line extensions and procuring opening orders.
  • Serving as the key point person for company and distributor sales forces in new brand development with distributor management, establishing sales targets and identifying potential accounts. Be the key player in ensuring that sales strategies are implemented at the wholesale and retail levels.
  • Development and management of distributor/broker sales incentive programs, depletion allowances, and market promotion programs.
  • Serving as the key contact for all accounts.

PROFESSIONAL REQUIREMENTS

The following are some of the skills, talents and experience the client would like the candidate to bring to the position.  Specific requirements include:

Significant sales management experience (a minimum of 6+ years) with increasing levels of responsibility for strategy, program development and implementation and strategic decision making. Demonstrated success in the management of distributors and brokers throughout the United States with an understanding of and contacts in the key U.S. markets.

  • Be the brand champion to major accounts, by making presentations directly.
  • A proven track record of growing sales revenues, volumes and gross margins
  • Capacity to join a family business with strong values
  • Represent the winery in the market, in a manner consistent with their values and goals
  • Travel up to 70% of the time
  • Strategic planning abilities and experience, with attention to financial budgeting and financial management.
  • Collaborative Development and then manage all pricing and programming plans.
  • Establish clear goals and objectives, including accountability for all collaborative Sales Representatives.
  • The ability to hold people accountable in a positive manner, both internally and externally. The ability to lead and teach by example.
  • Assist in the creation and coordination of activities which enhance a collaborative company environment, recognizing contributions and celebrating success.
  • Actively participate in community events and activities representing the company ensuring a positive image for the Winery.
  • Ability to work independently, strong attention to detail, organizing and managing multiple priorities.
  • A strong knowledge and passion for wine. Knowledge of food, and food & wine pairing.
  • Exceptional verbal and written communication and presentation skills.
  • Strong computer knowledge and skills (word processing, spreadsheet, graph, database).
  • Willingness and ability to travel extensively.
  • Valid driver’s license; physical ability to travel by car and plane, visit multiple locations both inside the winery and in the vineyards, ability to climb stairs; ability to sit and operate a computer.

In addition, the selected individual will share the Winery’s culture that includes a passion for excellence and innovation.  Compassion, patience and a highly developed sense of humor are also necessary for success.

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