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Area Manager (WI/IN) - Central Division - United States

Ref: 118 Date Posted: Wednesday 24 Jan 2018
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The Area Manager will be based on Wisconsin or Indiana and will manage all aspects of the assigned channels within the territory, working closely with their Edrington Americas counterparts and Distributor teams, to deliver short-term results and build long-term brand value.  Key pillars of the position include: Distributor Management, Brand Building and Pricing Management.   Success in the position will deliver (or over-deliver) against defined annual goals and continued exceptional growth of the Edrington brands including The Macallan, Highland Park, Partida, Glenrothes, The Famous Grouse, Cutty Sark and Brugal Rum.  The Area Manager will also play a key role, (acting as State Lead) supporting the Region Manager and working in close collaboration with distributors to shape the business in their territory.

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 at the local level. 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 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 Edrington America'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
  • Supply Chain & Compliance:  Deliver against the allocation strategy, supporting exceptional customer service, and ensure legal compliance across the assigned territory
  • P&L Management:  Deliver against depletion targets, grow brand value to deliver the annual profit plan within the territory.

Knowledge, Skills & Core Competencies Required

  • Requires a Bachelor’s Degree
  • 3+ years’ experience in a fast growing FMCG environment, Beverage Alcohol Industry experience is highly desirable
  • Experience of Distributor management is highly desirable
  • Leadership ability is essential
  • Ability to achieve results through influencing others
  • Sales experience is a strongly desired
  • Marketing experience is a bonus
  • An understanding of On/Off premise is essential
  • Experience working in a change oriented and entrepreneurial environment
  • Thoroughly understanding of the 3 tier system is an advantage
  • An ability to provide leading customer service delivery is required
  • Strong understanding of marketing strategy and mix
  • Deep understanding of distributor pricing
  • Proficiency with MS Microsoft Office (Word, Excel, PowerPoint)
  • Excellent Interpersonal and  Presentation Skills 
  • Knowledge of syndicated data (Nielsen, IRI, Diver, etc.) is an advantage
  • Demonstrates self-awareness, self-management, social awareness
  • Ability to manage a broad network of internal and external partners and relationships
  • Ability to analyse business issues and suggest solutions 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
  • Ability to communicate effectively both internally and externally, at all levels of the organization
  • Overnight travel required as needed to conduct job function
  • Must be at least 21 years of age
  • Valid driver’s license
  • Eligible to work in the US