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Area Manager (SoFL) – South Division - Florida

Commercial
Ref: 103 Date Posted: Friday 02 Mar 2018
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The Area Manager manages all aspects of the assigned territory, by leading their team (within EA and the Distributor), to deliver short-term results and build long-term brand value.  Key pillars of the position include: Distributor Management, Brand Building, Pricing Management, P&L Management, Supply Chain & Compliance and Coaching & Mentoring.  Success in the position will deliver (or over-deliver) against defined annual P&L goals and continued exceptional growth of the Edrington brands including The Macallan, Highland Park, The Famous Grouse, Cutty Sark, Brugal Rum, Tequila Partida, and Snow Leopard Vodka. The Area Manager will play a key role working in close collaboration with the distributor partner to shape the business in their territory.  This includes managing shipment and depletion goals, planning and executing programming, establishing strong relationships with key accounts, and budget management.

Job Responsibilities

  • Lead the implementation of the strategic direction for the assigned territory across all channels and segments.
  • Clearly communicate the Strategic Direction and Edrington priorities to Distributor Sales Teams. Instil belief and create buy-in throughout distributor teams.
  • Work effectively with Division Marketing team and Operations to deliver against the Strategic Imperatives of the organization, delivering exceptional in market results.
  • Ensure optimal allocation of Edrington and Distributor resources (including LMF) against portfolio brand standards within the assigned territory.
  • Drive a leading global luxury brand to deliver yearly profit growth and simultaneously grow brand equity
  • Accelerate the growth of a highly acclaimed and lesser known brand
  • Cultivate new opportunities for a strong core business
  • Support the continued evolution of the Edrington Americas business to develop gold-standard organizational capabilities
  • Assist in building EA’s reputation as a recognized leader in the beverage industry by key stakeholders
  • Distributor Management: Build exceptional business relationships, drive brand focus, manage performance & delivery, and provide leading customer service
  • Brand Building:  Challenge the status-quo and put the consumer at the heart of the conversation, oversee the planning and execution of the local marketing plans, support all nationally lead activities at the local level, act as an unwavering brand guardian
  • Pricing Management:  Oversee the implementation and execution of the local pricing strategy, negotiate selling costs and margins, maintain an active awareness of competitive activity
  • P&L Management:  Deliver against depletion targets, grow brand value, manage A&P, and additional local marketing investments to deliver the annual profit plan within the territory
  • Supply Chain & Compliance:  Deliver against the allocation strategy, supporting exceptional customer service, and ensure legal compliance across the assigned territory
  • Coaching & Mentoring:  Provide formal and informal feedback to team members, set an example for our people

Knowledge, Skills & Core Competencies Required

  • Requires a Bachelor’s Degree
  • 3 + years of FMCG sales and marketing management experience required, Beverage Alcohol Industry experience is preferred
  • Experience of Distributor management is highly desirable
  • Leadership ability is essential
  • Sales experience is strongly desired
  • Marketing experience is a strongly desired
  • An understanding of On/Off premise is essential
  • A proven track record in a change oriented and entrepreneurial environment
  • Thorough understanding of the 3 tier system is desired
  • An ability to provide leading customer service delivery is required
  • Strong understanding of marketing strategy and mix
  • Good understanding of organizational vision
  • An ability to coach and mentor 
  • Deep understanding of distributor pricing
  • Proficiency with MS Microsoft Office (Word, Excel, PowerPoint)
  • Excellent Interpersonal and  Presentation Skills are a must
  • Good working knowledge of syndicated data (Nielsen, IRI, Diver, etc.)
  • Solid organizational awareness and the ability to manage complexity
  • Demonstrates Emotional Intelligence
  • Ability to manage a broad network of internal and external partners and relationships
  • Ability to analyse complex business issues and make decisions that drive the company’s success.
  • Entrepreneurial mind-set and a positive attitude when facing opportunities and challenges
  • Ability to work independently and remain focused in a dynamic working environment
  • An understanding of business context and proactively brings forward innovation ideas.
  • Ability to communicate effectively both internally and externally, at all levels of the organization
  • Recognize team performance and coaches others
  • Travel requirement up to 25%  as needed to perform job function
  • Valid driver’s license
  • Eligible to work in the US
  • At least 21 years of age