Regional Sales Manager, Balcones Whiskey, California

Job Description :

This role is not part of the Diageo Organization. Balcones is a separate entity owned by Diageo. This hire will be employed directly through the Balcones Company and will be eligible for Balcones Benefits and Compensation Package

Job Title: California Regional Sales Manager, Balcones

Preferred location: Southern California

Job Description:

Balcones Distilling seeks a high-performing California Region Manager who brings significant ambition, strong leadership qualities, and a desire to build and grow the business. The ideal candidate will manage all aspects of the state's business to achieve the sales and distribution objectives. The position requires a self-motivated, organized, energetic, creative person with a high sense of urgency and sales and management experience. Previous experience calling on retail accounts in California is required, and experience working with Southern Glazer's Wine & Spirits is ideal.

• Achieve state depletion, distribution, display, and menu objectives while staying within budget.
• Responsible for all business channels' suggested programming, pricing, budgets, goals, and objectives, primarily focusing on retail chain accounts.
• Manage and train two existing regional key account managers to ensure success.
• Establish relationships with key distributor managers in all divisions, including senior-level managers.
• Plan time and activities to ensure achievement of volume, new distribution, promotions, and merchandising objectives for all retail accounts through direct customer involvement.
• Meet regularly with key/chain accounts and the distributor's key account managers.
• Execute systems management tools (VIP, TRAX, and others) to evaluate and identify execution success or opportunities related to displays, distribution initiatives, menu features, merchandising programs, pricing features, and programming at all levels of the distribution process.
• Identify market trends and interpret how those trends will affect the marketplace.
• Develop and conduct successful and impactful presentations for sales meetings, key account meetings, business reviews, annual strategy meetings, and portfolio planning.
• Manage inventory and purchasing to ensure adequate levels.
• The estimated travel for this role is up to 40%, including overnight trips.
• Educate consumers and gatekeepers about the Balcones brand, Texas Whiskey, and the American Single Malt/Grain category.
• Conduct tasting and experiential events in the state.
• Ensure optimal brand execution in both the On and Off Premise (Shelf Standards/Menu)
• Expand sustainable distribution in the market/region.
• Coordinate distributor work-withs to sell in collaboratively.
• Conduct market surveys to better understand the American Whiskey landscape and optimal trade brand positioning.

• Deliver agreed-upon AOP depletion targets, NSV & profit targets.
• Collaborate with distributor branch management on how to invest in the highest ROI programming.
• Manage a sampling and T&E budget.
• Approve and audit all distributor invoices.

• College Graduates are highly preferred.
• 5+ years of demonstrated sales experience within the Spirits industry, focusing on building distributor and key account relationships. Retail sales business development is highly preferred.
• Strong computer skills - (Excel, Word, Outlook, PPT, etc.)
• Collaborate efficiently with Balcones and Diageo stakeholders.
• Strong interpersonal, communication, and influencing skills are required.
• Possess the tenacity to problem-solve and execute plans, strong commercial finance understanding, and excellent written and verbal communication skills.