Regional Sales Manager, Great Lakes

The Regional Sales Manager (RSM), Great Lakes is responsible for delivering volume, distribution, and pricing performance for a particular geographic area in order to drive the Calypso business. Responsibility covers all channels in On an Off-Premise. The RSM is responsible for managing wholesaler and regional retail customer relationships. The RSM is responsible for developing and executing sales programming and pricing; managing sales budgets, marketing programs, and wholesaler inventory in the pursuit of achieving year-end KPIs. This territory will include MI, OH, and parts of KY. Travel will be required with frequent overnights, approximately 50%.

Job Responsibilities:

• Manage Company brand portfolio within assigned geography. Ensure proper management of depletions and inventory by SKU (prevent out of stocks and plan for future growth).
• Actively develop and manage relationships with wholesaler personnel i.e. GMs, VPs, Sales Managers Brand Manager, Merchandising and Sales Reps.
• Call on and activate Key Retailers in the market with guidance from the Key Account Managers.
• Ensure the planning and execution of sales programming for all channels of trade.
• Ensure the planning and execution of price structures and wholesale trade execution in the market.
• Spend time, weekly, calling on customers, surveying the market to ensure that distribution, pricing, POS, displays, programs, menus and ads are executed to standard.
• Identify retail opportunities and sell/ execute against those opportunities and call on existing customers to gain new distribution to increase market share.

Sales Administration

• Compile and submit reports on assigned area and general market information to management team
• Utilize sales tools (Wiser, VIP, IRI, etc.) effectively.
• Utilize current sales templates, with the ability to customize as needed.

Job Requirements:

• A minimum of 3 - 5 years’ experience in the beverage or food industry.
• Prefer strong knowledge of how wholesalers operate and what triggers share of mind.
• Strong key account negotiation skills
• Good knowledge of the art and science of wholesaler programming and pricing.
• Strong interpersonal and leadership skills to direct the Company brands.
• Entrepreneurial mind-set and willing to be very “hands-on” to get the job accomplished.
• Action-oriented, focused, individual who needs little direction or supervision; energy and enthusiasm are critical.
• Ability to function effectively in an intimate, entrepreneurial business environment.
• Excellent planner and organizer.
• Excellent communicator, with an ability to influence at multiple levels across organizations with varying levels of sophistication.
• Existing relationships with wholesaler management a plus.
• Financially responsible individual who knows how to manage budgets.
• Navigate Excel, Word and PowerPoint.