Regional Sales Manager - Appalachian at O'Neill Beverages Co., LLC
United States
$110k - $125k
<p>Description</p><p><em>O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality, centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good. We are proud to be an industry leader in sustainability and a Certified B Corporation.</em></p><p><br/></p><p><em>We are one of California's largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier, CA. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Substance, ViNO, 209 Gin, and BrandyLab.</em></p><p><br/></p><p>We are seeking an experienced and driven Regional Sales Manager (RSM) to join our team. As a key member of our sales organization, you will play a pivotal role in driving growth and fostering strong relationships with distributors, retailers, and customers in the region. This is a unique opportunity to work with a renowned, purpose-driven company that leads the industry in both quality and sustainability. If you're passionate about sales, excited to work with innovative brands, and eager to contribute to the success of a company with a strong commitment to social and environmental responsibility, we want to hear from you!</p><p> </p><p>The Regional Sales Manager will report to the Vice President of the Central Region and drive sales and growth across NC, SC, and TN. The RSM will partner with senior-level distributor networks, cultivate strategic account relationships, and lead brand strategy and budget management to maximize revenue, expand market share, and elevate brand visibility. The role will also collaborate with the Strategic Accounts team to drive execution and foster growth across both on-premise and off-premise channels.</p><p>Requirements</p><p><strong>DUTIES & RESPONSIBILITIES</strong>: </p><p>The following reflects management’s definition of essential functions for this job, but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.</p><p><br/></p><ul><li>Responsible for developing annual sales strategy, planning (inc. pricing, focus market & KPIs) & execution</li><li>Responsible for the region/key customer P&L</li><li>Responsible for executing and evaluating all Strategic Account programs</li><li>Responsible for proactively analyzing business/brand performance and reporting findings to the VP</li><li>Own relationships and lead Local Key Account/Customer Meetings </li><li>Own Wholesaler relationship and management at Sr. Level - VP Wine/EVP/Local customer account teams</li><li>Lead & prepare monthly and quarterly reviews and utilize O’Neill Scorecards </li><li>Managing market work – GSMs, surveys, blitzes, account visits/work-withs</li><li>Execute, measure, and evaluate National & Local programs/initiatives </li></ul><p><br/></p><p><u>Key Performance Indicators for this role include:</u></p><ul><li>Depletions Attainment</li><li>Profit and Revenue Growth</li><li>Distribution & Account-Sold Growth</li></ul><p><br/></p><p><u>Required Skills/Competencies:</u> </p><p><br/></p><p>Sales & Financial Execution</p><ul><li>Results-driven, growing share in assigned accounts through new distribution and programming activation.</li><li>Strategic agility and planning, building annual account objectives alongside marketing, customer, and wholesaler teams.</li><li>Financial acumen, executing pricing and account investment strategies.</li><li>Business acumen, serving as a knowledge expert on assigned customers.</li><li>Action-oriented, seizing opportunities more readily than others.</li></ul><p><br/></p><p>Relationship & Negotiation Skills</p><ul><li>Skilled negotiator, using storytelling and pricing to sell effectively and overcome internal bias and customer objections.</li><li>Problem-solving, quickly assessing, triaging, and resolving complex issues.</li><li>Customer-focused, owning relationships with key stakeholders in assigned accounts.</li><li>Ability to influence others' actions without direct authority.</li></ul><p><br/></p><p>Communication & Presence</p><ul><li>Strong insights and data skills, using syndicated and qualitative data for storytelling.</li><li>Company and brand championship, with a company-first mentality.</li><li>Expert presentation skills and commanding presence with groups.</li><li>Strong communication skills, keeping internal partners informed of critical information.</li></ul><p><br/></p><p><strong>QUALIFICATIONS:</strong></p><p>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 ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. </p><p> </p><p><u><strong>Education and Experience</strong></u></p><ul><li>Minimum of 5 years of industry or sales experience in a consumer products environment; large state or multi-state management experience preferred.</li><li>Bachelor's degree in a related field is preferred.</li><li>Previous ownership of revenue, A&P spend, and budgets.</li><li>Demonstrated knowledge and experience with on-premise and off-premise business and the three-tier system.</li><li>Valid state driver's license.</li></ul><p><br/></p><p><u>Skills and Attributes</u></p><ul><li>Demonstrated ability to build and maintain effective working relationships with distributors, accounts, and internal stakeholders.</li><li>Strong command of pricing structures.</li><li>Highly skilled negotiator with distributors and key accounts.</li><li>Highly proficient in Microsoft Office, including Word, Excel, and demonstrated excellence in building PowerPoint presentations.</li><li>Excellent written, oral, and listening skills.</li><li>Demonstrated ability to manage multiple projects, set priorities, and complete assignments accurately and on time.</li></ul><p><br/></p><p><strong>CULTURAL BEHAVIORS:</strong></p><p>O'Neill team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.</p><p><br/></p><p><strong>PHYSICAL REQUIREMENTS:</strong></p><ul><li>Requires frequent travel by air and auto to visit accounts and markets </li><li>Extensive computer usage for administrative work</li><li>Ability to lift up to 50 pounds </li><li>Perform some repetitive motion activities.</li><li>Coordinate multiple tasks simultaneously.</li><li>Maintain focus and attention to detail in a fast-paced environment.</li><li>May need to determine the color, smell, and taste of wine using eyes, nose, and tongue.</li></ul><p><br/></p><p><strong>WORK ENVIRONMENT:</strong></p><ul><li>Work is performed in a typical field environment or home office, with occasional visits to the headquarters office for meetings</li><li>Moderate demands for movement and lifting </li><li>Frequent travel to customer sites is required. Travel will be 40%. </li></ul><p><em><strong>California Pay Transparency Notice</strong></em><em>: This position is classified as exempt. The base compensation range for this role is $110,000 to $125,000. Candidates are generally not hired at or near the maximum of the base compensation range. Final salary placement will depend on several factors, including the candidate’s qualifications, education, relevant experience, and alignment with current market data. In addition to the salary, this position may be eligible for an annual bonus.</em></p><p><br/></p><p><em>O’Neill Vintners & Distillers offers a competitive salary and a comprehensive benefits package to our full-time employees, including medical, dental, vision, and life insurance coverage; short- and long-term disability; a 401(k) with a company match; Paid Time Off; holidays; and more.</em></p><p><br/></p><p><em>O’Neill Vintners & Distillers is an equal opportunity employer. All employment decisions, including hiring, promotion, discipline, and discharge, will be based on merit, competence, performance, and business needs. We do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.</em></p><p><br/></p><p><em>All employees must pass a comprehensive background check and drug screen and adhere to all Company, Federal, and State Food Safety Regulations and Policies. This organization participates in E-Verify.</em></p><p><br/></p><p><u><strong>NOTICE TO THIRD PARTY AGENCIES</strong></u></p><p>Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. If a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.</p>
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