Regional Sales Director - M.S. Walker

M.S. Walker Brands is seeking a passionate, collaborative, creative, and established territory sales leader with the ability to both build strategy and execute on that vision to join us as the M.S. Walker Brands Southeastern Regional Sales Director. This role will be responsible for directing a multi-state market (FL, GA, TN, SC, AL) to profitably grow the M.S. Walker Brands (MSWB) portfolio of brands. The Region Director will control the execution of sales and consumer market development plans through MSWB’s leadership team, key distributor/broker education, and effective motivation of the MSWB’s regional sales team to achieve optimum performance. This position will be heavily focused on leading and providing education and hand selling of MSWB’s select brands to key on/off premise accounts. This position will be based in Florida.

Responsibilities:

• Evaluate and manage business partner relationships, new business opportunities, and optimization of present sales and service levels.
• Oversee budgets, depletions, inventory, pricing, bill backs, and profit analysis of shipments and depletions.
• Provide monthly updates to MSWB executive leadership team on in-market and overall activities, market specific distributor/key account partners, and personal performance in relation to KSO’s and KPI’s.
• Responsible for 50% focus in field, 25% focus on MSWB inter-team management and 25% focus on distributor management.
• Develop market plans, pricing, and programming with distributor partners to ensure MSWB’s state-by-state goals are being met and manages team of direct reports and colleagues to achieve the goals.
• Manage local MSWB sales management, broker, and specialist sales team’s activities in territory.
• Responsible for measuring KPI performance on MSWB sales goals of regional sales team and monthly reporting the progress of the regional team to MSWB executives, portfolio management, brand owners, and key distributor personnel.
• Manages the execution of standards within the distributor partners, including holding the distributor accountable to meet goals and implement market plans (and specific key account objectives) effectively.
• Builds relationships with the top key accounts in the territory to profitably grow MSWB priority brands.
• Coordinate and work crew drives and market work with MSWB team, brand ownership/brand sales personnel, and distributor partners.
• Conduct regular brand education and specific program overview meetings with wholesaler(s) to enhance salesforce and management knowledge of the MSWB portfolio.
• Participate in retail and on-premise event opportunities, and wholesaler events.
• Frequently communicate with distributor management on inventory levels and out of stock situations due to possible fluctuations in demand.
• Coordinate efforts with wholesale sales administration and purchasing on inventory needs.
• Contact new and existing on and off premise customers to discuss product needs.
• Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
• Maintain a comprehensive knowledge of spirts and wine categories and leading brands in the market and be able to compare M. S. Walker Brand’s products including brand story, current prices, points of differentiation, regional identity, awards, and press.
• Prepare and deliver presentations balancing the company’s priorities and customer needs, including menu concepts, new product introduction and promotions.
• Maintain professional and industry knowledge by attending educational workshops, trade shows, conventions, reviewing professional publications and establishing personal networks.

Requirements

• Bachelor’s Degree required
• Minimum of 5 years of supplier and a minimum of 5 years of distributor sales management and leadership experience in the wine and spirits industry (beverage executives with wine and spirits industry experience who are currently working outside the industry will be considered)
• Experience selling to all channels of trade including retail, control state presentations, and on-premise customers
• Objective-oriented, focused, and aggressive individual who needs little direction or supervision
• Strong interpersonal, communication, presentation, and leadership skills
• Excellent critical thinking skills using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
• Analytical skills, in particular gathering data from a wide variety of sources, and presenting it in formats suitable for a wide variety of audiences
• Must be customer–centric with good negotiation and business expansion skills
• Proficient using Microsoft Office Suite including Microsoft Teams 
• Proficient with distributor databases for communication and analytics of the business such as VIP/IDIG/KARMA
• Occasionally lift and/or move up to 40 pounds
• Based in Florida

Salary:

The salary range for this position is $85-115K plus performance bonus programs for attaining KPI’s

Benefits

We offer a Comprehensive Benefits Plan that includes the following:

• Medical & Dental Insurance through Blue Cross Blue Shield
• Vision Coverage through VSP
• Generous Paid-Time-Off Program
• Fidelity Investments 401k
• Disability, Life, Accident & Illness Insurance Packages
• Discounted Fitness Memberships
• Free & Discounted Work/Life Resources
• Career Advancement Opportunities
• On-Demand Professional & Leadership Development Through M.S. Walker University

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.