Job Description
About Us
Treasury Wine Estates (TWE) is one of the world’s leading wine companies. We know that it’s the thinkers, makers and doers who have the most impact as we continue to strive towards being recognized as the world’s most admired premium wine company. We are proud of our portfolio of brands that have tremendous heritage, rich quality and a reputation for excellence across the globe. From the iconic luxury of Penfolds, to the broad appeal of Gabbiano and newer brands like 19 Crimes, we are committed to creating memorable wine experiences for our consumers.
About the Role
This Regional Commercial Manager will reside in Upstate, New York and have regional responsible for the Upstate New York Region.
Reporting to the Director, Commercial Management, this role is dedicated to TWE’s premium & luxury portfolio. It is primarily focused on securing new channels of distribution, account partnerships and education within the designated market. The Key Performance Indicators are sales volume, sales value, new distribution, and achievement of annual operating plan.
Key Responsibilities:
- Monitor and evaluate distributors performance against TWE market goals.
- Grow Treasury Wine Estates portfolio depletion volume, feature and distribution within top accounts and total territory in accordance with company fiscal objectives.
- Grow Treasury Wine Estates portfolio depletion volume, BTG features and distribution.
- Drive new premium & luxury placements and increase TWE market share in assigned state(s) through securing new Points of Distribution within key independent retail and On-Premise accounts.
- Expand by-the-glass placements and OP velocity within influential accounts.
- Allocate resources to key retailers in the market.
- Identify prestige/key accounts & develop account performance & activation plans.
- Engage with account managers, owners, and other key stakeholders to develop awareness and drive sales of TWE’s luxury wine portfolio.
- Formulate market plans by channel and account. Allocate resources to key retailers in the market. (or Develop sales strategy for regional On/Off Premise channel, that would include aligning TWE portfolio, resources and objectives with customer brands and objectives).
- Drive & manage compliance for ONSA & Regional Accounts along with activation of optional placements.
- Work closely with distributor salespeople and management to execute programs efficiently & effectively.
- Lead education with distributor sales personnel on the TWE Brand Portfolio and the brand standards we expect.
- Use market data to identify market opportunities, share this with the Distributor Sales Team.
- Assist and participate in monthly business reviews with the Distributor Management team.
- Develop win-win-win solutions that result in value creation for retailers, TWE, and the TWE distributor partner.
- Always show fiscal responsibility. Stay within pre-agreed annual market budgets.
- Put controls in place to manage local market dollars; be transparent with budgeted spend.
- Monitor competitor activities in the market. Communicate information on competitive strategy & tactics to direct supervisor and key wholesaler personnel.
- Participate in “sales blitzes / crew drives” in markets outside the primary area as needed.
About You
- Minimum of seven years previous professional outside sales experience required.
- Three-tier management experience required.
- You have Experience managing chain accounts in both on and off premise and leading distributor sales initiatives.
- You have excellent verbal and written communication skills.
- You have Strong persuasive presentation skills, including the ability to speak before large audiences both internally and externally.
- You possess strong negotiation and mediation skills with the ability to influence and motivate others to meet objectives under sometimes-restrictive timelines.
- You have a proven track record of building and maintaining key trade account relationships to drive TWE strategy in the market.
- You can work independently and drive regional strategy.
- You lead with data and have strong analytical skills, and the ability to develop customer / distributor strategies, programs, and promotions based on competitive data to meet overall company objectives while meeting customer needs.
- You are organized and can manage multiple tasks at once while balancing priorities.
- You are passionate; knowledge of wine, wine terms, and growing techniques not required but helpful. Passion for wine and the ability to continuously learn new wines and brands and represent effectively to customers required.
- You are computer proficiency in Microsoft Office (Word, Excel, PowerPoint), desktop publishing programs. Experience with Essbase and Pricer preferred.
- Must be a person of high integrity and commitment and possess a strong work ethic.
- Significant travel within assigned territory required.
- Valid driver’s license required with clean driving record
- Wine or alcohol beverage industry experience required.
- You have a Bachelors degree or equivalent work experience.
- Must be able to lift a case of wine (45 pounds) up to 10 times per day
What’s in it for you
- The opportunity to be bold and make an impact in the world of wine
- Access to the world’s most celebrated wines through our employee product allowance
- True flexibility in determining how, when, and where you work to achieve your potential
- Global opportunities across the US, Australia & New Zealand, Asia, UK/Europe
- Opportunity to build a career across multiple functions (we’re really good at doing this!)
- Structured development programs to support your health, wellbeing, and career
- “TWEforME Day” -an additional day of leave each year, for you to do you!
- Competitive benefits package including: Medical, Dental, and Vision, Paid Time Off (vacation, sick time, and holidays), 401K with company match, and much more!
Culture
We bring our whole selves, we’re courageous and we deliver together -that’s our DNA. We’re a passionate bunch who enjoy working together, like to have fun, and keep things down-to-earth. We’re brave enough and care enough to have the right conversations to get the best outcome and are famous for our can-do attitude. We’re definitely “glass half full” people and see challenges as opportunities and move with pace to achieve our goals.
If you’re ready to help us be the world’s most admired premium wine company, please apply now!
Inclusion Equity and Diversity
Just like the wide range and variety of brands in our wine portfolio, TWE embraces diversity and is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
Pay Transparency Disclosure: The base pay range offered for this position is $106,000 to $139,000 per year plus bonus. These figures represent what we reasonably expect to pay for this position, but the actual compensation offered will depend upon numerous job-related factors, including but not limited to candidate qualifications, skills, experience, education, location, and alignment with market data. Our expectation is that the incumbent will work out of New York State. If the incumbent works out of another location, the wage rate may fall above or below this range. Treasury reserves the right to modify the range in the future.