Regional Sales Director

Overview

Regional Sales Director at M.S. Walker, Inc.

This range is provided by M.S. Walker, Inc. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

$100,000.00 / yr - $165,000.00 / yr

Summary

The Regional Sales Director is responsible for directing a multi-state market (IL, WI, MO, MN, NE, SD, ND) to profitably grow the MS Walker Brands (MSWB) portfolio. The Regional Director executes sales and consumer market development plans through MSWB’s regional team, education and motivation of distributors / brokers and the MSWB’s regional team to achieve optimal profitable sales, shipment and depletion volume and distribution goals. The incumbent develops and maintains positive relationships with wholesalers, brokers and key customers to drive sales performance through programming. A premium is placed on distributor management, leadership, managing people, and interaction with the MSWB Sales Leadership Team. This position focuses on leading and providing education and hand selling of MSWB’s priority brands to key on / off premise accounts. The incumbent should understand and embrace the MS Walker family philosophy, passion and company culture. This position will be based in Chicago, Illinois.

Responsibilities

• Manages the entire MSWB portfolio / business within the North Central territory.
• Ensure the attainment of sales goals through regular evaluation of business partner relationships, new business opportunities, and optimization of present sales and service levels.
• Responsible for financials in the territory : budgets, depletions, inventory, pricing, bill backs, and profit analysis of shipments and depletions.
• Drives the decision process to meet nationwide objectives and business forecasts.
• Manages territory to ensure maximum sales and profits are operating functionally and profitably.
• Responsible for monthly updates to MSWB executive leadership on in-market activities and personal performance relative to KPIs.
• Balance of time : 50% field, 25% MSWB inter-team management, 25% distributor management.
• Develops market plans, pricing and programming with Distributor Partners to meet state goals and manages direct reports and colleagues to achieve them.
• Plans and progress must be reviewed monthly with key stakeholders.
• Ensures Distributor Partners meet goals and implement market plans effectively.
• Builds relationships with top key accounts to profitably grow MSWB priority brands.
• Collaborates with MSWB and Distributor National / Regional Account teams on national on / off premise strategies and programs.
• Conducts regular brand education and program overview meetings with wholesalers to enhance sales force knowledge of the MSWB portfolio.
• Contacts new and existing on / off premise customers to discuss product needs with a relationship-based approach.
• Provides pricing knowledge and answers about products, prices and availability.
• Emphasizes product features based on customer needs and product knowledge.
• Participates in Retail and On-Premise event opportunities.
• Identifies opportunities for the In-State Wholesaler to promote and sell the MSWB portfolio.
• Communicates with Distributor Management on inventory and out-of-stock situations due to demand fluctuations.
• Coordinates with wholesale sales administration and purchasing on pricing and contracts.
• Identifies prospective customers via business directories, leads, organizations and clubs, and trade shows.
• Participates in Wholesaler events.
• Collaborates with colleagues to exchange selling strategies and market information.
• Maintains knowledge of Spirits and Wine categories and leading brands; compares MSWB products including brand story, prices, points of differentiation, regional identity, awards and press.
• Strategizes to achieve monthly sales and merchandising objectives; maintains accurate historical account purchase information; aims for growth in line with sales goals.
• Prepares and delivers presentations balancing company priorities with customer needs, including menus, new products and promotions.
• Maintains professional knowledge through workshops, trade shows, conventions, publications and networks.
• Accomplishes other duties as assigned.

Performance Measures

Qualifications

Personal Skills and Qualities

Benefits

Who We Are

Founded in Boston in 1933, M.S. Walker is a 5th-generation, family-owned wine and spirits importer and distributor, a spirits bottler, and a national supplier. We serve On-Premise and Off-Premise establishments throughout the Northeast, with direct operations in Massachusetts, New York, New Jersey and Rhode Island and brokerage operations in Maine, New Hampshire and Vermont. We represent a budding portfolio of wine and spirits nationwide, including our own brands, and we strive to offer the most prestigious portfolio in the industry. M.S. Walker has built our foundation and future on our people – our employees are truly our greatest asset. Our company boasts a diverse pool of exceptionally special team members who each bring their unique skills and experience to the organization.

Mission Statement

Since 1933, our mission has been firmly rooted in our core values of family, integrity, respect, honesty, and hard work. We are deeply committed to upholding these principles for our team members, customers and suppliers alike. We seek to build and maintain long-lasting relationships based on trust and reliability. By honoring our heritage and embracing innovation, we aim to continuously improve and adapt to meet the evolving needs of our industry, while responsibly contributing to the communities we serve. Together, we strive to elevate the spirit of hospitality and foster a vibrant and respectful culture in all facets of the organization and beyond.

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