Feb 18, 2020
Summary: Develops sales and marketing plans for corporate scope of specific supplier brands in specific marketing area that achieves profitability goals for the company. Influence and drive results within the respective channels through effective management within RNDC teams and build strong working relationships with the supplier and market key accounts.
Essential Duties and Responsibilities (Other duties may be assigned.)
Deliver annual market channel volume and overall profit goals by working closely with the Sales Senior Leaders and Managers. Display channel knowledge, experience, and always seek solutions against opportunities. Amplify and manage supplier priorities to ensure full book alignment and supplier is top of mind.
Negotiate, build, and track with Supplier to establish incentive budgets that meet the needs of the sales organization while also meeting distributor profit criteria.
Negotiate programming and pricing with suppliers to ensure company profit objectives are met.
Analyze Drive Supplier channel brand standards communication and execution across entire portfolio with Sales Senior Leaders and Managers – constantly and consistently verify Supplier’s priorities are being supported and execute the trade-offs between profit and volume to maximize total profit.
Influence and drive qualitative and quantitative execution for sales management against portfolio KPIs and distribution levels. Spend consistent time in market with local RNDC market Off and On Premise management to evaluate the impact of marketing programs while also identifying and communicating opportunities for incremental Supplier brand performance.
Consistently deliver new creative marketing ideas and solutions against brand opportunities that can be translated into best practices across the Supplier footprint with RNDC. Leads project management on marketing programs to insure all goals are met.
Continuously train RNDC team on product knowledge and brand standards. Conduct training four times per year with sales teams. Influence sales force to achieve an increased level of performance on supplier brands. Effectively influence full book resources.
Work closely and consistently with Supplier’s channel management to seek solutions against opportunities and execute against channel goals.
Research, analyze, and build sales and financial reports for state specific markets in preparation for monthly and/or quarterly financial review meeting with senior management. Build and deliver annual business plan against Supplier’s annual KPIs.
Demonstrate strong relationship building activity with key accounts and continually lead and promote a culture of execution of brand standards and best practices.
Manage a direct report team and be responsible for the RNDC human capital practices related to the management of a team.
Competencies: To perform the job successfully, an individual should demonstrate the competencies of the RNDC Manager - Sales Leadership Competency Model:
Support Continuous Improvement: Behaviors which result in the improvement of existing processes leading to greater efficiency. It also includes the implementation of change.
Solve Problems Through Collaboration: Behaviors which involve using metrics and information, and gathering input, to make decisions. This includes effective business judgment and critical thinking, as well having a systemic perspective of the business.
Execute Results - Sales: Behaviors which involve accomplishing goals, ensuring accuracy, timely completion of tasks, etc.
Plan and Prioritize: Behaviors which lead to efficiency in use of own time, and enable flexible response to changes in priorities. This competency includes identification of priorities and actions that have the greatest impact on outcomes and business results.
Communicate Effectively: Behaviors that involve creating clear and open lines of communication – keeping people informed, being an active and involved listener, and communicating clearly and consistently.
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.
Deliver Customer and Supplier Satisfaction - Sales: Behaviors that involve direct interaction with external customers (trade/market) and internal RNDC customers that lead to increased customer satisfaction. Includes creating a culture of customer excellence, developing strong working relationships, 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: Bachelor’s degree from four-year college or university preferred; six to eight years related experience, previous on and off premise (retail) sales 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 managers, clients, customers, and the general public. Spanish bilingual abilities preferred.
Mathematical Skills: Ability to calculate figures and amounts (such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume) and apply concepts of basic algebra and geometry to practical situations.
Reasoning Ability: Ability to apply common sense understanding to carry out instructions furnished (in written, oral, or diagram form) and to deal with a variety of 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 (such as Logility, Microstrategy, and etc.) or the aptitude to learn.
Certificates, Licenses, Registrations:
Requires a current, valid state driver's license
Ability to meet vehicle insurance requirements as defined by the Company.
Alcohol Beverage Commission (ABC) License, as required by the state (i.e. TABC License – Texas)
Ability to regularly operate a motor vehicle.
Ability to regularly travel throughout the state and markets outside of the state.
Travel – 30% within the assigned state.
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 regularly required to use hands to finger, handle, or feel and talk or hear. The employee is frequently required to sit and reach with hands and arms. The employee is occasionally required to stand; walk; climb or balance; stoop, kneel, crouch, or crawl. The employee is frequently required to and taste or smell. The employee must occasionally lift and/or move up to 25 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 moderate.
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. It is our policy not to discriminate against any Employee or Applicant. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, status as a protected veteran, among other things, or status as a qualified individual with disability. This policy of nondiscrimination in employment includes but is not limited to: recruitment, hiring, placement, promotion, transfer, employment advertising or solicitations, compensation, layoff or termination of employment.
Republic National Distributing Company
Dallas, TX, USA