California Market Manager (Wine and Spirits)

Job Summary:

Job Title: California Market Manager (Wine and Spirits):

Reports to: Western Regional Sales Director

Location: Remote, some travel required: 95% home market, 5% headquarter visits. 

THE ROLE:

Armand de Brignac, is seeking a high Caliber candidate for our Market Manager role — the incumbent needs to be well-spoken, with strong verbal and written communication skills, who also has the ability to manage high volume of projects.  The candidate must have a minimum of 5 years of experience working with wine and spirits brands through multi-tiered distribution channels.

The preferred home location for this role is Los Angeles, California.

Previous wine sales experience required.

AIM:  Lead and innovate ON & OFF Premise channel by driving brand success through strategic initiatives, impactful relationships, and flawless execution.
 

Location: Los Angeles

• Position reports to the Western Regional Director, based in Orange County, CA.

Distributor:  Southern Glazer’s Wine & Spirits

• Division:  Transatlantic       

Region Expectations (dependent on location)

80% Southern California

20% Northern California

Time Expectations

80% customer facing

10% distributor facing

10% administrative work

Channel Expectations

70% ON Premise

30% OFF Premise (including chains)

TASKS

• Innovate programs to establish local desirability via expanded distribution and impactful visibility.
• Build a target account list by channel mapping our brand presence in key accounts.
• Build commercial momentum through a distribution drive within the Target Account universe.
• Drive Volume programs in on and off premise accounts.
• Execute POSM in the market to maximize visibility and drive consumer pull.
• Successfully launch all innovation in the on-premise achieving volume and distributions KPI’s as set out by corporate and local management.
• Successfully execute on-premise events and utilize execution recaps to showcase success.
• Conduct monthly/quarterly/yearly planning and market performance recap/review sessions with State Manager and Distributor teams to identify areas of opportunity and risk.
• Develop trade up programs (By the Glass, Large Format listings, Rarities).
• Build a solid network of influencers through organic endorsement in the region.
• Inspire and lead out distributor network to become ambassadors for the brand.
• Execute educational seminars, brand activations, pairings dinners, private client lists, and AOS sponsored events.

COMMERCIAL KPI’s

TARGET ACCOUNTS

• Identify and execute KEY account targets in the state.  Build a strategic approach to grow share in these accounts and capture impactful visibility via menu prints, backbar visibility, activation execution, and display activity.
• Identify gaps in the market and expand distribution on multiple expressions and format sizes.
• Determine a full list of High Energy, Restaurants (Trendy Vibe Dining and Fine Dining) High End Department Stores, Hotels, Resorts, etc and build a tiered approach to KPI tracking. 

FLAGSHIP ACCOUNTS - Within the Target Account universe, develop Flagship accounts that will -

• Target MENU - BTG placements, bottle service, expanded distribution, display activity, impactful visibility.
• Deliver innovation and allocated items by creating scarcity and rarity in the market.
• Maintain and update KPI tracker on a regular basis as determined by the Regional Director.
• Work with the Regional Director and local market to determine the commensurate level of POSM, market fit and A&P to support these Flagship Accounts.

ALLOCATIONS

• Work closely with the Regional Director to manage allocations of special SKUs.
• Recommend inventory necessary to achieve market objectives.
• Expand distribution on large formats and develop programming to leverage unique offerings.

T&E MANAGEMENT

• Track monthly T&E according to the provided budget.
• Track account support against distribution and volume KPIs.
• Work with the Regional Director on an annual calendar for market visits and blitzes.

QUALITATIVE KPI’s

FLAGSHIP ACCOUNTS 

• Create an event program to support Flagship Accounts
• Leverage the listing of Limited Editions and Rarities to drive brand visibility and awareness

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