Regional Manager - California and Hawaii

Job Summary

Required Qualifications

• •Bachelor's degree preferred
• •5+ years of distributor or supplier experience
• •Both on and off premise experience preferred
• •Strong written and verbal communication, credible in front of senior distributor and internal stakeholders
• •Superior organization and time management; able to manage multiple priorities and deadlines across two markets
• •Self-driven, with the independence to thrive in a fast-paced, team-oriented environment
• •High proficiency with Microsoft Office
• •Home-based in California
• •Willingness and ability to travel up to 40%
• •Flexible schedule required, including evenings and weekends for distributor events, trade dinners, and tastings
• •Reliable transportation and a safe driving record

Desired Qualifications

• •A strategic operator. You hold the annual plan and the account-level detail in your head at the same time, and you know when to zoom in.
• •A builder of people and partnerships. You get as much out of a distributor's VP of Sales as you do out of the District Managers on your own team.
• •Financially fluent. Pricing, spend, ROI, margin – you speak the language of profitability as easily as the language of brands.
• •Decisive under ambiguity. Markets shift, plans slip – you build the contingency before you're asked for one.
• •A credible voice in the room. Distributor business reviews, senior stakeholders, big rooms – you carry the meeting.
• •Relentless about gaps. You spot a shortfall early and you've already got the corrective plan drafted.
• •Comfortable running two markets at once. California and Hawaii move at different speeds – you keep both moving forward.
• •Highly visible in the marketplace and your field team
• •Highly collaborative and ability to build partnerships with the National Account division
• •Data-driven decision maker who turns insights into action
• •Work in lock-step with the District Managers in your region to align tactical spend with the annual plan
• •Own the annual business plan for volume and profit, and you track it to performance all year
• •Set the agenda and build the materials for Distributor Business Review meetings
• •Report directly to the VP, Western Region, on plan performance, market conditions, and issues as they happen
• •Build the annual business plan for volume and profit across California and Hawaii
• •Track the plan to performance and build contingency and gap-closing plans as market conditions shift
• •Partner with distributor finance and portfolio teams on pricing strategy
• •Owns upkeep and maintenance for pricing structures across the two states
• •Monitors spend and adjust to hit profitability targets
• •Lead the development and management of distributor partners across California and Hawaii to drive portfolio growth and profitability
• •Identify performance gaps early and put corrective action plans in place
• •Shows up as a true partner to Distributor sales force and works together to find solutions
• •Turn market assessments into real business plans
• •Own new item launches, from on-target shipments through depletions
• •Plan and lead supplier market visits – account calls, trade luncheons, and evening events
• •Run distributor brand education in both small and large group settings
• •Develops culture of coaching with the District Manager team
• •Spends ample time with each of their team members across the state
• •Use data on performance metrics to drive action and results