INTEGRATED BEVERAGE GROUP
WEST REGION SALES MANAGER
Overview
The West Region Sales Manager is responsible for sales of IBG’s core wine brands in 27 states. The core wine brands are Lifevine, Firesteed, Duck Pond Cellars and Rascal. Assigned states and brands may change over time.
As an emerging, fast-growing wine company, IBG values individuals who are results-driven, entrepreneurial, scrappy, and willing to embrace new ways of working. This role will be responsible for hiring, training and being an inspirational role model for individuals who fit this type of culture. As a result, this position is expected to be a hands-on “player/coach,” requiring extensive travel and deep involvement with all sales activities, rather than simply overseeing others from afar.
Responsibilities
1. Execute a focused sales plan that drives profitable revenue growth.
2. Analyze market trends, depletion/distribution data and competitive activities to identify opportunities and appropriate sales initiatives.
3. Own distributor relationships in assigned states and implement pricing, programming and incentives to grow points of distribution and depletions in 1) chain retail, 2) independent retail and 3) on-premise (in priority order).
4. Track distributor performance on a weekly and monthly basis and hold them accountable for achieving depletion and execution goals.
5. Directly manage and maintain relationships with specific Regional Accounts (National Account relationships will be owned by IBG’s Director of Strategic Accounts).
6. In select states, manage a team of sales reps who sell directly at store level, tracking their selling activity and holding them accountable to achieving their sales goals.
7. Travel extensively to visit key accounts and distributors, building relationships, observing the market first-hand and identifying areas for improvement among the sales team.
8. Collaborate with cross-functional teams, including marketing, production and finance, to align sales activities with overall company objectives.
9. Provide regular reports and updates to senior management, transparently communicating key accomplishments, in-progress initiatives and opportunities/challenges.
Qualifications
1. Proven track record in sales management roles within the wine industry, preferably in small, fast-growing companies with an entrepreneurial environment.
2. Demonstrated hunger and drive to achieve sales targets, with a hands-on approach and willingness to actively engage in customer interactions.
3. Agility and a willingness to embrace new approaches, techniques, and strategies to drive sales growth.
4. Outstanding people leadership skills, with ability to direct and inspire a sales team to thrive in a fast-paced environment, effectively manage multiple priorities and deliver results.
5. Excellent communication and relationship-building skills to establish and nurture partnerships with retailers and distributors.
6. Strong analytical skills to gather and analyze market data, identify opportunities, and optimize sales strategies.
7. Entrepreneurial mindset with a genuine passion for the wine industry, understanding the unique dynamics and challenges it presents.
8. Comfort with extensive travel to work with retailers and distributors, especially to Oregon, Washington, California, Colorado and Texas. Preferably reside in Oregon or Washington.
9. Bachelor's degree in business, marketing, or a related field (preferred).
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