Regional Manager - Florida
Company
O'Neill Vintners & Distillers
Location
Miami, FL
Senior Level
Sales
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.
With operations in Larkspur, Parlier/Reedley, and Paso Robles, CA, we are one of California’s largest wineries, with an award-winning portfolio of consumer brands that includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars and BrandyLab.
Responsible for obtaining sales volume and revenue targets for all channels of trade in Florida. Long-term brand building will also be a key initiative for this role. To accomplish goals, the Regional Sales Manager - FL will work closely with key accounts (directly), the O’Neill National On/Off Premise National Accounts Team, and the distributors.
DUTIES & RESPONSIBILITIES:
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.
- Distributor management/relationships—develops goals/objectives, programming tools (trade marketing and incentives), training/education, and creates focus and motivation with the distributor; ensures execution of goals/objectives
- Manages 100% of revenue and revenue goals for assigned states within the region
- Lead & develop a team of Market Managers.
- Key Account responsibility—Build relationships with top accounts--mix of general market on and off sale (locally effectible); independent grocery chains (Headquarter and store level), national accounts off premise (wine steward accounts) to drive O’Neill share growth.
- Pricing—development of structures in accordance with brand strategy and budgets and managing them through the Vistaar pricing system
- Budget Management— Complete control and management of A&P and T&E budgets for the region
- Conducts monthly/quarterly planning meetings—with Key Distributor Managers, team meetings with sales teams, and company sales meetings, inclusive of National Accounts On and Off teams
- Internal Collaboration/planning--Work with VP, Chain Retail team, On-Premise National Account team, and Marketing team to develop overall sales plans, as well as ensure proper brand standards are adhered to
- Allocation planning for limited wines, point of sale, demos/tastings
- 50% of time allocated to Field Sales work (independently and with key distributor people); 50% of time allocated to administrative (development of plans, budget management, development of presentations, follow-up)
QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below represent the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
- Bachelor’s degree plus 7+ years of industry experience and/or sales experience in the consumer products industry. Large-state or multi-state management experience preferred.
- Leadership experience managing a team of people is required, with demonstrated success in building talent, including team promotions.
- Previous ownership of revenue and A&P spending and budgets
- Must live in or near one of the major metro cities in Florida
- Mastered ability to build relationships and maintain effective working relationships with Distributors and Accounts and all internal stakeholders
- Mastery of price structures, working them backward and forwards
- Master of negotiations (distributors and key accounts)
- Demonstrated knowledge and experience in on and off-premise business and three-tier systems.
- Highly proficient with Microsoft Office suite including Word, Excel, and demonstrated excellence in PowerPoint building skills used for presentations
- Excellent written and oral communication and listening skills
- Demonstrated ability to manage multiple projects, set priorities, and complete assignments with accuracy and within established time frames
- Ability to influence others’ actions without authority
- Must have a valid state driver’s license
- Physical ability to lift 60 pounds
PROBLEM SOLVING REQUIREMENTS
The ideal candidate should have the ability to:
- Utilize good judgment and discretion while dealing with diverse personalities.
- Address, research, and resolve issues relating to attaining customer satisfaction.
- Identify problems, collect data, establish facts, and draw valid conclusions.
- Manage multiple tasks simultaneously.
- Operate effectively and efficiently under pressure.
CULTURAL BEHAVIORS
O’Neill team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.
PHYSICAL/MENTAL REQUIREMENTS:
While performing the duties of this job, the employee is frequently required to do the following:
- Requires overnight travel to visit target accounts and markets (50% travel)
- Extensive computer usage for administrative work
- Ability to lift up to 60 pounds
WORK ENVIRONMENT:
- Work is normally performed in an office environment.
O’Neill Vintners & Distillers offers a competitive salary and comprehensive benefits package, 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.
O’Neill Vintners & Distillers is an equal opportunity employer. All aspects of employment, including the decision to hire, promote, discipline, or 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.
All candidates 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.