The Regional Sales Manager – New York will play a vital role in delivering Branca USA’s future commercial success in BUSA’s second largest market nationally, leading the development of local market business plans with BUSA’s distributor partner driving against BUSA’s key principles of Distribution, Visibility & Advocacy. Responsible for implementing BUSA’s New York state strategy against all brands and channels, this seasoned sales professional will effectively manage the state P&L and deliver the annual budgeted Contribution After A&P.

 

Specifically, the Regional Sales Manager will execute against four key areas: 

1.       Implement strategy and lead business performance for New York state through effective distributor management against agreed annual operating plan:

·       Implement and drive state strategy against all brands and channels, delivering the AOP for New York state.

·       Manage New York state P&L and deliver annual contribution target after A&P.

·       Drive account segment targeting with distributor partners, ensuring regular tracking and compliance reviews are in place.

·       Contribute to long-term planning, working with AVP Sales and Commercial Finance to develop a three-year volume plan for New York state.

·       Manage all programming, pricing, LMF, and budgets across the state as directed by AVP Sales.

·       Lead distributor General Sales Meetings and manager meetings.

·       Partner with BUSA Strategic Accounts team to ensure National Account mandates are managed and executed. 

·       Conduct “work withs” with distributor to drive new placements and programming and to ensure compliance.

·       Embrace data-driven decision making, utilizing data to monitor compliance and progress against goals and KPIs.

·       Execute ROI analysis of proposed promotions, programs, and activations.

·       Analyze market trends, competitor activities, and consumer behavior to anticipate shifts in demand and adjust trade strategies accordingly.

2.       Oversight of overall budget, forecasting, and pricing for the state of New York:

·       Manage local spending budgets and forecasts to ensure timely and accurate information is available for key decision making.

·       Manage all programming, pricing, and LMF across the state providing reporting to AVP Sales as directed.

·       Manage the charge back and reporting process across the state.

3.       Execute consumer and trade brand strategies for New York state, bringing our brands to life across Key Accounts and events:

·       Working alongside the marketing department, contribute to the execution of consumer and trade brand strategies across Key Accounts and trade events, such as Bar Convent Brooklyn.

4.       Team leadership, coaching, and development:

·       Ensure KPIs are meaningfully and effectively prioritized and cascaded to KAM direct reports, driving KARMA and brand stantards compliance.

·       Provide regular coaching in relation to Overall Quota Attainment, Average Quota Attainment Over Time (quarterly and monthly), and Quota Attainment Relative to Market Growth.

·       Conduct quality performance meetings with KAM direct reports that focus on goal planning and tracking against KPIs.

·       Reinforce ethical operations across KAM direct reports to ensure operation within full legal compliance with state and local regulations.

·       The ideal candidate will be a highly motivated self-starter with strong leadership, analytical, organizational, and interpersonal skills, as well as the ability to collaborate effectively across functions with passion and enthusiasm.

·       Strong entrepreneurial ability to work around obstacles, results driven, and a bias for action with a test/measure/adjust approach.

·       Dedicated desk in Branca USA HQ in Manhattan.

·       Bachelor’s degree required with a minimum of 5 years of work experience in a distributor and or supplier role; experience managing our Empire Merchants distributor is preferred.

·       This position will travel up to 15% of the time.

·       Proven ability to foster trust and to influence distributor partners at all levels coupled with the ability to leverage relationships to accelerate buy-in and delivery with key stakeholders.

·       Demonstrated understanding of market dynamics, customers, and distributor requirements.

·       High-level communication and reporting; can communicate effectively in Customer/Distributor meetings.

·       Strong financial and business acumen; including budget management skills with the ability to plan and allocate resources efficiently. 

·      Proven proficiency in problem solving, prioritization, and the ability to multitask in a rapid- changing environment.

·       Entrepreneurial spirit with the ability to thrive in ambiguity.

·       Proficient in Microsoft Excel, Word, PowerPoint, Outlook, and Web-based reporting tools (VIP/KARMA; proficiency with Power BI a plus.

·       Leading through others: experience coaching and leading teams, fostering an inclusive culture and environment.

·       Consumer Centricity: Building strong customer relationships and delivering customer-centric solutions.

·       Drive Results: Consistently achieving results, even under tough circumstances.

·       Deliver through collaboration: Building partnerships and working collaboratively with others to meet shared objectives.

·       Bold and Agile: Actively learning through experimentation when tackling unfamiliar problems, using both successes and failures as learning fodder; courageous; strong decision-making ability that keeps the organization moving forward.