Regional Chain Manager, Southeast

This role is a critical arm of planning and executing the Retail Chain Strategy with a focus on the Grocery, Specialty Retail and Club Channels. This channel is responsible for 50% of the market ‘depletions’ and 50% of market Revenue.

• Key Distributor Contacts: Division VP’s, Programming Managers, Chain DOS’s, Account Executives, Field Merchandising Director, Merchandising DM’s
• Primary Markets: Florida, Georgia, South Carolina, North Carolina, Tennessee, Alabama
• Strategic Retail Focus Accounts: Including but not limited to – Publix, Costco, Winn Dixie, The Fresh Market, Harris Teeter, Delhaize/Ahold, ABC Fine Wine and Spirits, Lowe’s, Ingles, and BJ’s Wholesale.

ABOUT US: 

Passion, dedication, and perseverance have been the guiding principles of Hess Persson Estates since Donald Hess founded the winery in 1978. Led by the next generation of Hess Family, we honor Donald’s legacy through our classic and new age luxury wines from California’s premiere growing regions. We pride ourselves in providing a space for our employees’ talents to shine, encouraging professional growth, and prioritizing a positive culture where we celebrate our company wins together.

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

Annual & Bi-Annual Market Planning:

1. Lead the Annual Operating Planning process for the Chains in Florida, Georgia, and North Carolina (Pricing, Programming & Execution).
2. Collaborate with stakeholders at distributor to bring the Hess Family Winery Strategic Plan to life.
3. Collaborate with Hess internal teams (Marketing, Finance, Business Intelligence) to drive market insights that streamline efficiency during the planning process.
4. Plan the deployment and maximize efficiency of market budgets (Trade Spend, A&P, T&E).

Quarterly/Monthly Market Planning:  

1. Prepare & Lead Quarterly Business Review for the Chains. Use insights driven commentary to identify real issues. Use action-based conversation to solve gap to goal and deliver plan.
2. Collaborate with Strategic Account Marketing Manager, Division Manager and VP to build and track trade programming to maximize Hess investment in the market. 
3. Collaborate with Division Manager to build Pricing Calendars for key accounts. 
4. Collaborate with distributor to build and update monthly tracker with Planner Activity, Ad’s, Pricing and Programs vs. LY for each key account (Track Nielsen/IRI driving activities) .
5. Monthly Day 1 Communication (Phone call/email) to each DVP, Director of Sales & AE: Reminder of focus items, tools, pricing, etc. for current 90-day period.
6. Mid-Month LE (Latest Estimate) meeting/call with each DVP, DOS & AE estimate current month and fiscal year progress to goal and recommended course correction, plan future month focus, pricing, tools etc. 
7. Month end Evaluation on numbers agreed in mid-month meeting and recap program execution.

Field Execution & Market Work:

1. Monthly Meeting with Distributor Chain Leads to drive the PEEC Process.
2. Drive execution of all chain programming in territory (Establish Goals, Coordinate Resources, Evaluate using Execution Trackers, Recap to all Stakeholders) evaluating first week, mid-month, and end of program.
3. Produce and communicate monthly field execution tools (Sell Sheets, Pricing, Planner Summary, POS).
4. Conduct monthly pricing audits in territory.
5. Attend distributor chain team GSM’s quarterly.
6. Plan and execute Field Holiday Surveys, Sales Blitz’s and Market Visits.

Key Account Management:

1. Collaborate with Division Managers to design and execute pricing strategy for retail chain channel
2. Lead the development and execution of Southeast Regional Chain strategy and sales plan
3. Establish and maintain all focus account buyer relationships attending all key meetings with distributors for new item and planner presentations
4. Periodically participate in focus account events, golf outings, and charity functions

QUALIFICATIONS

• Bachelor’s degree and 4+ years wine industry sales management experience.
• Chain headquarters call experience at both wholesale and supplier level.
• Demonstrated knowledge of retail chain, category management philosophy, and three-tier distribution system.
• Must have a valid state driver’s license. 
• High level of wine industry and product knowledge.
• Ability and willingness to travel 40% or more.
• Ability and willingness to maintain flexible work schedules, as weekend and extended workdays are necessary.

COMPENSATION, BENEFITS & PERKS

• Competitive base salary
• Annual bonus and merit increase programs
• Compassionate and family-oriented management team and company culture
• Comprehensive benefits package that includes medical, dental and vision insurance
• Short- and long-term disability, AD&D, and life insurance plans 100% paid by the employer
• 401k plan with a 100% company match up to first 6% of salary rate that the employee contributes (eligible after 6 months of employment)
• Paid Time Off (starting at 3 weeks’ vacation, 5 sick and 10 paid holidays).
• Wine Club Membership to Hess Persson Estates
• Employee wine discount
• A work environment where you can be your authentic self and be a part of a winning team!

Hess Persson Estates is an equal opportunity employer. We consider qualified applicants without regard to race, color, religion, sex, national origin, sexual orientation, disability, gender identity, protected veteran status, or other protected class. For more information, see the EEOC's "Equal Employment Opportunity is The Law" poster. If you need any assistance or accommodation due to a disability, please let us know at 707-265-3487.

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Hess Persson Estates: https://www.hessperssonestates.com