Chain Manager - Northern CA - California

Ref: 414 Date Posted: Wednesday 08 May 2019
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The Chain 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 and account executives 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 chain/club retail objectives.  Manage day to day chain/club channel planning and performance tracking in conjunction with distributor account executives.  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, Noble Oak Bourbon, Wyoming Whiskey and Snow Leopard Vodka. Act as a Liaison between Regional Chain Managers and Edrington Americas State sales force. Key Accounts: Bev MO, Costco, Safeway, Raley’s, Sam’s, CVS.

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 as well as EA regional/market managers.
  • 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 (programming, distribution, and display, shelf, and lock box standards.
  • Clearly communicate the Strategic Direction and Edrington priorities to Distributor Chain Teams and Account Executives. Instil belief and create buy-in from distributor management.
  • Accelerate the growth of our highly acclaimed and lesser known brands and drive innovation.
  • Cultivate new opportunities for a strong core business with brand strategy in mind. Create account plans by customer based on brand strategy.
  • Support the continued evolution of the Edrington Americas business to develop gold-standard organizational capabilities while leveraging distributor capabilities.
  • Distributor Management: Build exceptional business relationships, drive brand focus, manage performance & delivery, and provide leading customer service and allocation management.
  • QBR’s; at least twice a year, planning sessions: twice per year with Distributor Account Executives to include depletion goals, marketing elements, and allocations.
  • 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: Understand the local pricing strategy and maintain an active awareness of competitive activity. Communicate pricing through local division office for approval.
  • Complete monthly retail price surveys as needed with key accounts to ensure retail alignment.
  • Complete company administration requirements on time and regularly, including expense reports. Weekly recaps, budget & T&E management, and daily e-mail responses.
  • Inventory and point-of-sale (POS) management

Knowledge, Skills & Core Competencies Required

  • Bachelor’s degree, required
  • 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 but preferred chain experience
  • 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 in a fast paces environment.
  • Work is performed in a typical field environment.
  • Frequent travel to customer sites is required and planned proactively.
  • 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-solution-based behaviour.
  • Ability to work independently and remain focused in a dynamic working environment (self-starter).
  • Ability to communicate effectively both internally and externally, at all levels of the organization. Key for success.
  • Travel requirement up to 20% as needed to perform job function
  • Must be able to lift 40lbs
  • Valid driver’s license
  • Eligible to work in the US
  • In this position you should be able to demonstrate the leadership standards (Inspire, Change, Collaborate, Engage and Deliver) within your role on a day-to-day basis

Benefits & Perks

  • Competitive salary
  • 100% employer paid premium medical, vision, and dental coverage
  • 401k with company match
  • Flexible Spending Account
  • 100% employer paid premium long and short term disability
  • 100% employer paid premium life insurance and AD&D insurance
  • Additional life insurance options
  • Flex time
  • 13 Paid Holidays
  • 25 PTO Days
  • Summer Fridays Program
  • Employee Assistance Program
  • Generous employee referral program
  • Discounts platform access 
  • Paid parental leave
  • Pre-tax parking/commuter benefit


Edrington provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to general legal requirements, Edrington complies with applicable federal, state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.