Jan 21, 2020
Summary: Directs and coordinates activities of one or more divisions and participates in formulating and developing long range goals and objectives by performing the following duties personally or through subordinate managers.
Essential Duties and Responsibilities (Other duties may be assigned)
Responsible for the realization of division objectives for sales and revenues. Will create and utilize comprehensive sales plans that analyze competitive trends, gains and other activities in order to devise effective counter strategies and tactics. Responsible for a healthy and productive relationship with suppliers and customers.
Responsible for appropriate staffing, maintenance, and development of the sales organization in order to accomplish the division’s goals and objectives. Maintains a safe, healthy working environment in compliance with state, federal and local statutes. Provides a business environment conducive to professional development and career progress.
Upholds ethical practice in all the branch’s activities. Ensures that all sales personnel conduct themselves in accord with all statutes, federal state and local, governing the sale of alcoholic beverages at all times. Ensure that all sales activities are conducted in compliance with all statutes, federal, state and local, with regard to company credit regulations and procedures.
Will organize the structure of management to ensure that the sales organization is appropriately staffed for the achievement of division and supplier sales objectives. Will create contact plans that reflect frequent sales and service calls to all accounts in order to maintain a high level of customer satisfaction and quality brand representation. Contact plans will provide for appropriate territory assignment to achieve the most effective time and territory management.
Responsible for communicating to all sales management personnel the sales goals of the organization to be established in a sales plan incorporating supplier objectives. Analyzes past sales performance data in order to develop and initiate strategies for improvement. Updates and modifies such strategies as necessary in order to maintain and maximize positive trends.
Obtains and monitors feedback regarding customer needs and attitudes in order to update sales strategies, forecasts and projections. Ensures that all customer feedback includes complete information pertaining to the credit worthiness of the customer; that all customer accounts are current and in good standing, that proper collection activities are instituted and provides for the protection of all goods, delivered and unpaid.
Maintains external relationships with community and governmental entities as necessary for the successful operation of the company, i.e. public relations. Maintains internal relationships with other sales/marketing and operational departments to insure the successful operation of the company.
Will make monthly sales forecasts in the last week of each month for the following month to be communicated to Marketing for inclusion in the product calculations for timely procurement activities. Responsible for the timely review and evaluation of every member of the sales organization with regards to company policies and procedures, the meeting of sales goals and quotas and the facilitation of others to meet / surpass their goals / quotas. Will hold monthly sales meetings to keep the sales team informed and directed regarding strategies, supplier product developments, promotions and other pertinent issues. Will delegate the task of developing budgets and controlling selling related expenses to the sales managers for their respective teams.
Provides guidance to Marketing concerning product pricing and gross margin strategies, provides his independent recommendations to the State President when a disparity exists between his pricing / margin conclusions and those of Marketing. Also ensures that product is being sold at approved prices. Will perform any other tasks outside of those listed above that are necessary to ensure the success of the branch / company and the maximization of any and all business opportunities.
Manages one to five subordinate managers and may manage one to three clerical personnel and is responsible for the overall direction, coordination, and evaluation of these employees. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Competencies: To perform the job successfully, an individual should demonstrate the competencies of the RNDC Executive – Sales Leadership Competency Model:
Champion Continuous Improvement: Behaviors which result in the improvement of existing processes or development of new processes leading to greater efficiency. It also includes the implementation and management of change. This includes effective business judgment and critical thinking, as well having a systemic perspective of the business.
Negotiate Conflict Through Collaboration: Behaviors that involve the resolution of conflict, seeking win-win outcomes, picking battles carefully, and dealing with people in a respectful and straightforward way. This means dealing directly with other functions, creating a team approach to problems and discouraging a we vs. them mindset.
Drive Execution to Attain Results: Behaviors which involve managing people to accomplish goals, including performance management. Includes effective delegation, creating accountability, ensuring high standards and clear goals, etc. that delivers positive and improved business results.
Deliver Profitability – Sales: Behaviors which have a direct impact on profitability, outside of process improvement activities.
Develop Talent & Build the Bench: Behaviors that involve recruiting, hiring, and building pools of talent within the organization using systems, processes, and coaching.
Demonstrate Professionalism: Behaviors that contribute to creating an environment of respect and professionalism. Demonstrates excellent communication skills; high integrity; personal responsibility and initiative; treats people with respect; encourages diversity; maintains a positive, professional demeanor; and is serious-minded about responsibilities.
Win Customer Loyalty - Sales: Behaviors that involve direct interaction with external customers (trade/market) and lead to increased satisfaction on the part of the customer. Includes creating a culture of customer excellence, being responsive to needs, etc.
Strengthen Supplier Confidence - Sales: Behaviors that involve direct interaction with suppliers which lead to increased satisfaction on the part of the supplier. Includes developing strong working relationships, understand and responding to supplier opportunities, being proactive and a good business partner.
Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience: Masters degree from a university or equivalent preferred; four to ten years related experience, preferably five years previous management experience with an alcoholic beverage wholesaler or supplier and/or training; or equivalent combination of education and experience.
Language Skills: Ability to read and interpret documents (such as general business periodicals, professional journals, technical procedures, or governmental regulations), write routine reports and correspondence, and to present information and respond to questions from groups of top management, public groups, and/or boards of directors. Spanish bilingual abilities preferred.
Mathematical Skills: Ability to work with mathematical concepts (such as probability and statistical inference, fundamentals of plane and solid geometry, and trigonometry) and apply concepts (such as fractions, percentages, ratios, and proportions to practical situations).
Reasoning Ability: Ability to define problems, collect data, establish facts, draw valid conclusions, interpret an extensive variety of technical instructions (in mathematical or diagram form), and to deal with several abstract and concrete variables in situations where only limited standardization exists.
Computer Skills: To perform this job successfully, an individual should have knowledge of Internet, Microsoft Office Suite software (such as Outlook, Word, Excel, Power Point, and etc.), and order processing systems, related to accounting (such as AS400 / Alpha Database software, Logility, Microstrategy, and etc.) or the aptitude to learn.
Certificates, Licenses, Registrations:
Requires a current state driver's license
Ability to meet company vehicle insurance requirements.
Alcohol Beverage Commission (ABC) License, as required by the state
Ability to regularly operate a motor vehicle.
Spanish bilingual abilities desirable.
Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; talk or hear and taste or smell. The employee must regularly lift and /or move up to 30 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally exposed to outside weather conditions. The noise level in the work environment is usually quiet.
Tools & Technology:
Tools: Desktop computers; Notebook computers; Personal computers; Personal digital assistant PDAs or organizers; Tablet computers.
Technology: Customer relationship management CRM software; Data base user interface and query software
Republic National Distributing Company is an Equal Opportunity/Affirmative Action employer.
Republic National Distributing Company
Richmond, VA, USA