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Chain Manager CA – West Division - Orange County, CA

Ref: 93 Date Posted: Tuesday 21 Nov 2017
The Market Manager manages all Edrington Americas sales performance and brand priorities in local and national chains through programming and distributor resources. Responsible for influencing the distributor overlay sales force to drive the key strategic imperatives for Edrington Americas. Ensure brand standards are being met through rigorous training to ensure the distributor partners are executing against retail objectives.  Manage day to day channel planning and performance tracking.  Key pillars of the position include: Local account lead, Distributor Management, Brand Building and Pricing Management.  Success in the position will deliver (or over-deliver) against defined annual KPI’s and continued exceptional growth of the Edrington brands including The Macallan, Highland Park, The Famous Grouse, Cutty Sark, Brugal Rum, Tequila Partida, Glenrothes and Snow Leopard Vodka. Act as a Liaison between Regional Chain Managers and Edrington Americas State sales force.

Job Responsibilities

  • Act as the chain expert at the market level. Manage day to day performance through Edrington Americas and Distributor information systems and local market data.
  • Monitor progress against channel specific objectives and implement course correction where necessary thru the market team.
  • Lead the communication to the distributor overlay and general sales force in regards to tactical programs and overall strategic imperatives.
  • Manage and influence all local resources to obtain a disproportionate share of mind to concentrate on growing KPI’s as designed in the AOP.
  • Orchestrate channel sell-through activities as well as display penetration, shelf positioning, feature pricing, staff training, sampling, etc. in conjunction with the division marketing and distributor teams.
  • Sell Edrington Americas brand program and initiatives with the goal to advance overall Nielsen and depletion performance within the applicable accounts of responsibility.
  • Aid in setting and lead the implementation of the strategic direction for the Distributor chain team
  • Clearly communicate the Strategic Direction and Edrington priorities to Distributor Chain Team. Instill belief and create buy-in from distributor management.
  • Accelerate the growth of our highly acclaimed and lesser known brands.
  • Cultivate new opportunities for a strong core business.
  • Support the continued evolution of the Edrington Americas business to develop gold-standard organizational capabilities.
  • 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.

Knowledge, Skills & Core Competencies Required

  • Requires a Bachelor's degree
  • 3+ years of sales management experience in a wine and spirit or consumer goods sales environment, required
  • Experience of Distributor management is essential
  • Sale force management is strongly desired
  • Off premise experience a plus
  • Thorough understanding of the 3 tier system is essential
  • An ability to provide leading customer service delivery is required
  • Detailed understanding of marketing strategy and mix
  • Strong understanding of organizational vision
  • An ability to coach and mentor a diverse Sales and Marketing team.
  • Proficiency with MS Microsoft Office (Word, Excel, PowerPoint)
  • Excellent Interpersonal and  Presentation Skills are a must
  • Deep knowledge of, and ability to leverage insights gained from, syndicated data (Nielsen, IRI, Diver, etc.)
  • Strong Organizational awareness and the ability to manage complexity
  • Work is performed in a typical field environment
  • Frequent travel to customer sites is required
  • Ability to analyze 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
  • Ability to communicate effectively both internally and externally, at all levels of the organization
  • Travel requirement up to 30% as needed to perform job function
  • Eligible to work in the US