Mid-West Sales Manager - Confidential - Benchmark Consulting

This position will be managing and implementing a comprehensive sales strategy for the company"s wine brands with in the Mid-West Region.

This region covers the following states

IL, IN, OH, MI, MN, WI, KY, TN, MT, ID, ND and SD

In conjunction with the Sales team, this position, is responsible for implementing plans for achieving sales objectives and revenue targets, delivering on sales plans, achieving sales results according to product lines and territories, to assure increases in market share, sales, and profitability in all channels both through Wholesale and DTC responsibilities within your territory.

This position will also be responsible for: establishing goals, quotas, bonuses, sales territories, distribution outlets, On Premise and Key Account relationships, while balancing inventory and sales margins.

You will also analyze/control expenditures; reviews market analyses to determine customer needs, volume potential, price schedules and point of sale (POS) needs. Be accountable for the sales and revenue performance of your markets.

Reporting structure- You will report into the National Sales Manager.

LOCATION AND TRAVEL

This position is based in Chicago. With expected Bi-annual trips to the winery after the role and direction is established. Outlier market visit frequency will be determined by need of the market.

RESPONSIBILITIES:

• Implements the sales organizations vision, goals, and overall direction.
• Implements the strategic sales plan that guides the direction of business results.
• Achieve the organization's overall strategic goals and profitability requirements, as determined by the strategic plan.

• Produce and manage sales budget and sales analysis projects as requested by the National Sales Manager.

• Evaluate the success of the sales organization.
• Maintain awareness of both the external and internal competitive landscape, customers, markets, new industry developments and standards.
• Hold self responsible for demonstrating the company culture through personal behavior and actions.
• Perform other responsibilities as assigned by the National Sales Manager.

ESSENTIAL DUTIES:

• Demonstrate principled leadership and sound business ethics; show consistency among principles, values, and behavior; builds trust with others through own authenticity and follow-through on commitments; drive results and success; convey a sense of urgency. Continually evolves profitable business model for prevailing market conditions and dynamics.

• Experience executing a Strategic Sales Plan for a winery. This includes working with key stakeholders to develop a Vision, Mission, and Values. Plus, the ability to engage on the
• Experience in executing and delivering on an annual budget.
• Experience in developing and managing business in the wholesale channel, and ideally in on premise markets.
• An understanding of key DTC sales metrics as they relate cross functionally with both Wholesale sales and wine club, and how to engage with active programs to positively impact the business within all sales silos.
• Cultivate and maintains effective business relationships with decision makers within distributors and key accounts.

• Develop short- and long-range plans that are appropriately comprehensive, realistic and effective in meeting goals; integrate      planning efforts across work units.
• Identify critical, high payoff strategies accordingly, uses information about the market and competitors in making decisions; recognize strategic opportunities for success; adjust actions and decisions for focus on critical strategic issues (e.g., customers, quality and competition).
• Develop effective give-and-take relationships with others; understand their agenda and perspective and recognize/effectively balance the interest and needs of the broader organization.

MINIMUM REQUIREMENTS:

Bachelor's degree with emphasis in Business Administration, Sales and Marketing, or related field required. 5-7 plus years of experience in wine sales with the key skills to lead and develop concurrently with active wine club members and all activities (Wine Dinners) within the mid-west market.

Experience in sales of products with three-tier distribution systems, producer, wholesaler and retailer, a family organizational environment.

• Established record in developing and building aggressive and competent sales engagement, meeting, and exceeding sales goals within established budgets, and contributing to successful sales plans and strategies.
• Proven sales experience within both the on-premise market and the broad market sales environment.
• Excellent communication, planning and organizational skills.
• High level of financial and business acumen
• Ability to understand and apply market intelligence to sales strategy; read and evaluate sales and marketing reports, analyses, and trends.
• Ability to stay current with Company brands, programs, initiatives, policies, and procedures, as well as products offered by the company's competition.
• Executive presence to influence senior decision-makers.
• Intermediate to advanced skill set with MS Office Suite (Word, Excel, Outlook, and PowerPoint).
• Ability to navigate the Internet and use Nielsen/BDN/Targit data for effective business development.
• Valid driver license, with an acceptable driving record.
• Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed.
• This position requires working out of a home office.