Job description

As regional chain and merchandising manager - Southern California, you will be responsible for execution in all Southern California chains including but not limited to Ralphs, Albertsons, Vons, Pavilions, Smart & Final, Stater Bros., Target, Whole Foods and Sprouts. In addition, you will develop solid and trusting direct business relationships with decision makers/headquarter buyers of assigned retail chains including but not limited to Stater Bros., Smart & Final, Gelson’s, Bristol Farms, Northgate, Cardenas and Super King. In addition, you will work closely with distributor chain sales management, key account personnel and members of our sales team to ensure flawless execution in several other regional and national account chains with stores throughout Orange, Los Angeles, San Diego, Ventura counties and the Inland Empire.
This is a virtual, home office-based role with the ideal candidate located in North Orange County with secondary preference to those in South Orange County, Los Angeles or San Diego counties. This role entails extensive driving within the field in order visit accounts, do work withs and attend distributor and buyer meetings. Overnight travel will be approximately 10%.
Scope:
Grow and develop the business strategy. Execute and enhance planner activity and merchandising standards. Supervise, coordinate and participate in activities of representatives engaged in promoting and selling within wholesale distributorships and through merchandising managers. Maintain and develop strong working relationships with chain sales management and key account personnel within the assigned region or channel. Develop a complete understanding of key account needs, regional chain programs and specific strategies to implement brand goals and growth.
Essential Responsibilities:

• Maintain and develop strong working relationships with distributor chain and merchandising sales management within Southern California.
• Develop solid and trusting direct business relationships with decision makers (buyers) and distributor contacts (AEs/Merchandising) of assigned retain chains, which result in business growth and optimize buying and merchandising-related activities.
• Develop a complete understanding of key account needs including regional chain programs and specific strategies to implement brand goals and improve customer results.
• Develop specific strategies to implement brand goals including business analysis—through IRI, Spectra, SKU run rates, cluster authorizations, distribution compliance/voids, post program analysis, etc.—to provide customer relationship management.
• Establish case goals by brand and by retail chain account, develop programming calendars and buyer presentations aligned to customer themes and strategies.
• Ensure execution of promotions, compliance against pricing strategies, achievement of distribution objectives and program execution through weekly store surveys and tracking.
• Display strong collaboration skills through clear and consistent communication and partnership in the execution process with distributors and Bonterra Organic Estates personnel.
• Develop, manage and analyze budgets—including incentives, POS, QDs—to efficiently grow sales.
• Collaborate with internal Bonterra Organic Estates and VCT-USA teams, to include internal trade marketing, and marketing teams, to maximize profit and ensure the highest quality materials (POS, etc.) are produced and all customer needs are met.
• Plan and present reports on account progress, goals, and quarterly initiatives to share with distributor and all internal stakeholders.

Compensation
The salary range for this role is a base salary of $93,514 to $114,295 plus an annual incentive target that aligns with individual and company performance. Actual salaries will vary and are based on a candidate’s relevant education, qualifications, experience, skillset, competencies, internal equity, location and alignment with market data.
We offer comprehensive package of benefits including medical/dental/vision insurance, 401(k) and any other benefits to eligible employees.

Must Requirements:

• Bachelor’s degree – Business/Marketing or related field from an accredited college with a minimum five years practical sales and distributor management experience, or equivalent education/experience combination.
• Broad strategic thinker
• Able to analyze data and sales statistics and translate results into better solutions through analytical thinking
• Able to multitask, prioritize and manage time efficiently
• Goal-oriented and organized team player
• Self-motivated and self-directed
• Excellent interpersonal skills
• In-depth understanding of key customers and their position in the industry within the assigned territory
• Excellent verbal and written communication skills; must be a listener, a presenter and a people person
• Strong negotiation skills with ability to follow through on customer initiatives
• Proven results of delivering customer solutions and meeting sales goals
• Able to work well in cross-functional environments
• Understanding of cross-channel customer strategies
• Leadership and managerial competencies
• Public speaking and presentation skills
• Distributor and strategic key account customer management experience
• Computer applications, including Microsoft Suite and Google Docs
• High proficiency in Excel and PowerPoint presentation skills
• Valid driver’s license, vehicle and insurance required. Overnight travel, weekend and evening work as required

Preferred Requirements:

• Successful wine / adult beverage sales management experience including on/off premise sales
• Thorough knowledge and demonstration of wine principles, winegrowing/making process, and related industry knowledge
• Nielsen/IRI information experience, a plus
• Wine education or certification—WSET, CSW, CSS
• Experience with luxury wines is highly desirable

Job Type: Full-time

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