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Jobs at Benchmark Consulting

National Sales Manager - Mt. Beautiful Winery

Location: Benicia, CA

Type: Full Time

Min. Experience: Senior Manager/Supervisor

 Reports To:  CEO 

Position Summary:

Location: Northern California

The National Sales Manager reporting to the CEO, oversees and directs the development and implementation of a comprehensive national sales strategy for the Company’s wine brands. 

In conjunction with the Regional Sales Managers (RSM), the National Sales Manager is responsible for formulating and implementing plans for achieving sales objectives and revenue targets, developing sales policies and sales plans, achieving sales results according to product lines and territories, formulating pricing strategies and developing new sales territories for product distribution to assure increases in market share, sales and profitability.

This position will also be responsible for: establishing goals, quotas, bonuses, sales territories, distribution outlets, and chain relationships, while balancing inventory and sales margins.  The position also analyzes/controls expenditures; reviews market analyses to determine customer needs, volume potential, price schedules and point of sale (POS) needs; coaches, develops and mentors direct reports; and holds the RSM’s accountable for the sales and revenue performance of their markets.  The National Sales Manager will also have direct sales responsibility for specified markets as defined by the CEO.

 

RESPONSIBILITIES:

  • Creates, communicates and implements the sales organization’s vision, goals and overall direction.
  • Formulates and implements the strategic sales plan that guides the direction of business results.
  • Achieves the organization’s overall strategic goals and profitability requirements, as determined by the strategic plan, while monitoring P&L monthly performance against goal.
  • Oversees the complete operation of the sales organization in accordance with the direction established in the strategic plan.
  • Maintains awareness of both the external and internal competitive landscape, opportunities for expansion, customers, markets, new industry developments and standards.
  • Advises the CEO on compensation and incentive plans for RSM’s.
  • Prepares, monitors and is accountable for department overhead budgets and achieving expenditure targets.
  • Holds self and others responsible for demonstrating the Company culture through personal behavior and actions.
  • Coordinates market allocations and market labeling runs with the CEO
  • Coordinates with CEO and Operations Manager container shipments and inventory control
  • Performs other responsibilities as assigned by the CEO

ESSENTIAL DUTIES:

  • Demonstrates principled leadership and sound business ethics; shows consistency among principles, values and behavior; builds trust with others through own authenticity and follow-through on commitments; drives results and success; conveys a sense of urgency.
  • Provides coaching, and works with RSMs, to build effective teams that enable them to respond quickly to emerging customer opportunities and provide for seamless execution of the Company’s business processes to exceed customer expectations.
  • Establishes formal coaching programs; works with the RSMs on all aspects of performance management and the sales process; makes coaching calls to provide feedback and to assist with staff development, employee relations and large business opportunities.
  • Travels extensively to provide coaching in the field and to meet with customers.
  • Cultivates and maintains effective business relationships with executive decision makers in large distributors, accounts and corporate retail.
  • Leverages distributor, sales and market knowledge to ensure that RSMs are focused and achieve their stated goals. Defines levels of accountability and effectiveness for current and future performance of the RSMs; assigns responsibilities; delegates and empowers others; removes obstacles; allows for and provides needed resources; coordinates work efforts when necessary; monitors progress.
  • Collaborates with the CEO to develop a high performing sales team; includes core functions such as staffing strategies, recruiting, performance management, career development, coaching, training, employee relations, etc.
  • Participates and acts as a vital member of the senior management team and provides substantial contribution to Company strategy.
  • Contributes to the organization’s profitability; establishes realistic budgets; sets and achieves sales goals while remaining within established budgets; makes decisions that enhance the organization’s financial position; uses financial and quantitative information effectively to manage P&L statements, budgeting, forecasting, pricing and deal structures.
  • Develops short- and long-range plans that are appropriately comprehensive, realistic and effective in meeting goals; integrates planning efforts across work units.
  • Identifies critical, high payoff strategies and prioritizes team efforts accordingly; uses information about the market and competitors in making decisions; recognizes strategic opportunities for success; adjusts actions and decisions for focus on critical strategic issues (e.g. customers, quality and competition).
  • Continually evolves profitable business model for prevailing market conditions and dynamics.
  • Develops effective give-and-take relationships with others; understands their agenda and perspective and recognizes/effectively balances the interest and needs of the sales division with the broader organization.
  • Collaborates with finance, HR, marketing and the management team to define overall sales strategy.
  • Works closely with Brand Marketing to develop new products and brand strategies for evolving market opportunities.   
  • Proactively seeks opportunities for relevant training, continuous improvement and growth.
  • Submits required reports and expenses in a timely manner, meets all prescribed deadlines.
  • Performs all other duties as needed or required to maintain and grow profitable business within the assigned account base.

 

MINIMUM REQUIREMENTS:

  • Bachelor's degree with emphasis in Business Administration, Sales and Marketing, or related field required. Ten plus years of experience in wine and private label wine wholesale. Six plus years of experience managing direct reports and distributors, with experience in managing RSMs as a national sales leader.
  • Experienced in sales of products with three-tier distribution systems; producer, wholesaler and retailer, in a decentralized sales organizational environment.
  • Established record in developing and building aggressive and competent sales organizations, meeting and exceeding sales goals within established budgets, and contributing to successful sales plans and strategies.
  • Proven leadership and sales experience within the on-premise / off-premise environment and corporate retail.
  • Familiarity with value-added products and development or utilization of sales training programs.
  • Excellent communication, planning and organizational skills, with strong management background.
  • High level of financial and business acumen; developing P&L statements, budgeting, forecasting, pricing/programing and deal structures.
  • Ability to understand and apply market intelligence to sales strategy; read and evaluate sales and marketing reports, analyses and trends.
  • Ability to stay current with Company brands, programs, initiatives, policies and procedures, as well as products offered by the Company’s competition.
  • Executive presence to influence senior decision-makers.
  • Intermediate to advanced skillset with MS Office Suite (Word, Excel, Outlook and PowerPoint).
  • Valid driver’s license, with an acceptable driving record.
  • Current passport.
  • Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed. This position may require working out of a home office as well as working in the corporate office.
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