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Santa Margherita USA

Industry
Beverage
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GENERAL PURPOSE OF THE JOB: Briefly describe the job's primary purpose or contribution to the department or the organization. 
 
District Manager:
District Manager is responsible for managing sales efforts for a specific territory under the guidance/leadership of the Sales Director.  The District Manager responsibilities are strategically assembled to achieve long-term corporate business goals. 
  • Identifies and manages a top 150 buying account list within assigned territory as identified and agreed upon with supervisor.
  • Territory to include the following counties:  San Diego, Orange, Riverside, and Imperial  
  • Identifies and pursues a top 50 non-buy list: separate on/off-premise.
  • Identifies and manages a top 50 lost volume account list. Separate on/off premise.
  • Conducts an assigned number of monthly distributor work withs to pursue sales opportunities, POS placement and secure non-buys. 
  • Weekly Market Pre Plans and Recaps to SMUSA management and distributor management with requested follow up and follow through. – Follow up to most recent market visit. 
  • Preplans and executes crew drives with distributors in key areas. Recap and follow up to ensure new placements ship to these accounts.: to ensure execution.
  • Conducts monthly calls on all buying accounts. – record in the weekly recap plan # of on/off premise visits. 
  • Accountable for the following items in our accounts. Within your territory.
    • Achieving assigned volume goals
    • Achieving assigned distribution goals
    • Securing all current Account Standards
    • Works with Distributor – Director / Division Manager / District Manager to compile quarterly reviews and distribution for all assigned distributor teams.
  • Leading and motivating distributorship organization and individual staff personnel in achieving share-of-mind.
  • Building on and off-premise distribution of portfolio
  • Isolating and creating opportunities for continued development of SMUSA business
  • Establish and nurture customer (distributor, retail account & end customer) relationships
  • Teaming with SMUSA Area Manager and SMUSA Sales Director for monthly market planning and annual sales forecasts and budget management.
 
ESSENTIAL DUTIES AND RESPONSIBILITIES: List the job's essential or most important functions and responsibilities. Include all-important aspects of the job -- whether performed daily, weekly, monthly, or annually; and any that occur at irregular intervals.  (Please list on the back or on a separate sheet.)
 
  • Execute strategic winery business objectives with distributor network
  • Knowledge of brands
  • Ability to understand and communicate multiple wine categories and SMUSA Brands.
  • Monitor distributor volume sales and brand distribution goals by brand/business unit
  • Represent Winery at festivals and special events
  • Organize and run on-premise promotions
  • Organize and run off premise promotions
  • Day and evening market visits account calls
  • Visit current/potential customers to solidify business and build winery relationships
  • Ride and work with distributor sales personnel
  • Cold calls to establish new business
  • Merchandise accounts with available POS delete and add to execute acct standards
 
SUPERVISORY RESPONSIBILITIES:
How many employees are directly supervised by this job? NONE
Describe the scope of supervisory duties and the positions being supervised.
District Manager assist in managing a distributor network base of 200+ personnel as well as over 1,000 accounts.
District Managers are involved in assisting distributor staff in managing SMUSA brands, inclusive of retail relationships establishing specific brand performance goals.
 
BUDGET RESPONSIBILITIES:
Is this position directly responsible for establishing and managing annual operation budgets and for overall performance to budget for a department or the company?  If so, please identify the operational budgets.  
 District Managers are responsible for managing specific T & E budgets and market specific Sales budgets.  
 
 COMPLEXITY OF DUTIES:  Describe the overall complexity of this job including breadth of duties within own department and other departments.  Please describe the type of analytical, planning, and organizational activities required.
 District Managers review monthly depletion reports, chain reports, quarterly AC Nielsen data and bi-yearly distributor distribution reports, to determine which distributor teams are performing and which distributor teams need additional support to achieve brand goals.  These observations lead to developing programs to increase/drive lagging performance and identify opportunities for both performing and under-performing distributor teams.
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