Now Hiring - Graymar Farms - South East Director of Sales - RS Lipman in Nashville, TN

Full description of the position

OBJECTIVE: The Regional Director of Sales is accountable for collaborating with local sales, brokers and wholesaler partners to deliver growth across our portfolio. This role will lead sales execution and ensure execution against the Annual Brand Plans (ABP) resulting in best in class in market execution that delivers results against volume growth and share. This pivotal role will own pricing plans and deliver revenue and sales contributions, ensuring profitability and success. Your leadership will inspire and motivate a team of direct reports and set the direction for R.S. Lipman's distributor partners through innovative strategies and a clear vision. This role encompasses both owner and distributor-facing responsibilities, where you'll approve pricing, manage budgets, and collaborate closely with distributor leadership to ensure the execution of sales plans and market assessments. Your entrepreneurial mindset will drive change and keep us future-focused, while your financial acumen ensures the profitability of our brands. You will lead regional sales staff to meet corporate objectives, maintain open communication channels, and design programs that meet key business objectives. Field execution is also a key component, where you will support career development, attend market surveys, and engage in consumer-facing events as an R.S. Lipman Ambassador. Leveraging technology and digital assets, you will monitor performance, identify opportunities, and make informed decisions to optimize resource allocation. As a leader, you will develop, coach, and mentor your team, ensuring they meet high expectations, take initiative, and foster an innovative culture. You will be accountable for annual planning processes, forecasting, and maintaining compliance with all regulatory considerations. Your efforts will help build an effective distributor network and maximize e-Retail opportunities. ESSENTIAL DUTIES AND RESPONSIBILITIES: * Role model, great line management for internal and external sales team, ensuring all team members are provided with clear and consistent business objectives and ABP. Deploy resources wisely, timely and creatively. Commanding presence, strong communication skills and a GM mentality. Inspirational leader that role models line management with the ability to direct, motivate and develop a large team. * Leverages business drivers, relevant consumer, customer and channel trends and insights to lead the R.S. Lipman portfolio against annual business. * Builds brands through leveraging a variety of channels (digital, on/off premise) * Expert in trade channel execution and programming against the competitive set. * Recommends new trends and competitive activities to seek out innovative ways to build channel effectiveness and efficiency. * Offers perspective and input relating the future strategy and growth plans for the brand portfolio. * Leads regional sales broker relationships and ensures brand plan goals are executed. * Provides Quarterly Business Reviews (QBR) with market feedback for brand plans * Provides tools to markets to support brand plans * Calculates Return on Investment (ROI) and reports on brand execution * Participates in the creation and execution of strategies in support of the objective, goals, strategies, and measures (OGSM's). Responsible for sales against such strategies. * Manages the distributor in markets that do not have a distributor manager. * Works with VP Marketing & Brand Strategy to own the process and timeline for Annual Brand Planning (ABP) from business review through activation and optimization to ensure the brand meets the organizational objectives. * Develops the ABP brief and supervises the development of the activation briefs. * Contributes to the development of the Brand Strategic Positioning (BSP), helps to identify optimal consumer design target and consumption target, brand universe and/or brand positioning. * Leads "Funds to Trade" (FTT) budget planning (incentives, price support), execution with broker & distributor partners, along with ROI reporting. * Ensures pricing is communicated by the regional sales brokers to distributor partners and is implemented as per the ABP. * Outlines and evaluates current and proposed product attributes and effectively communicates key selling points to the regional sales brokers. * Provides feedback to VP of Marketing & Brand Strategy on new products and line extensions from a trade/market perspective. * Oversees the Portfolio Manager (PM) Program * Develops staff to possess transferable sales and brand education skills. * Nurtures brand execution skills possessed by staff, identifies areas of improvement, and provides mentoring and coaching to increase execution level. * Develops KPIs for the PM team. * Oversees PM budgets, schedule and ROI. * Partners with the VP Marketing & Brand Strategy in cross functional and leadership forums and meetings. NON-ESSENTIAL DUTIES AND RESPONSIBILITIES: Performs all related duties as assigned QUALIFICATION REQUIREMENTS: * BA/BS, MBA preferred * 5-8 years of equivalent work experience beverage alcohol industry preferred * 5 years of supervisory or managerial experience. * Strong leadership and project management * Experience effectively presenting information to top management, public groups * Experience defining problems, collecting data, establishing facts, and drawing valid conclusions. * Product packaging and retail knowledge * Excellent collaborator * Ability to travel up to 25% in the market * Distributor management experience in wine & spirits or beer * Reside in middle TN or be willing to relocate to Nashville, TN Job Type: Full-time Benefits: * 401(k) * Dental insurance * Employee assistance program * Health insurance * Life insurance * Paid time off * Vision insurance Work Location: In person