Job Description

The Role

The California Market Manager – Wine & Spirits is the commercial face of Total Beverage Solution with direct responsibility for the achievement of targeted volume and profit objectives. This is achieved by strong collaboration with assigned distributors and key retailers and through the effective planning and deployment of available resources. This role will cover wine & spirit sales in California, and will report directly to TBS’ West Division VP of Sales. This job operates in a multi-site location, including, on-premise visits with suppliers and retailers and other meetings and events.

Key responsibilities:

• Maintains a visible and value-adding presence in the market both with key retailers and distributors
• Through distributor work-withs, and independently, effectively influences retailers’ purchase decisions on behalf of the TBS brand portfolio
• Proactively evaluates and manages distributor inventory levels
• Delivers relevant training to Bartenders/Waitstaff and to Off Premise decision-makers
• Via both presentations and work-with’s, builds distributor knowledge of, and belief-in, TBS and its range of brands
• Establishes stretching but achievable volume and distribution goals for distributors on key packages and, together with distributor, put in place activities to achieve targets
• Builds Distributor Annual Business Plans (ABP) that set priorities, expectations and successfully deliver plans, programs and volume/distribution targets
• Delivers ABP with Senior Management distributor personnel
• Recommends tactical activities that work well in their individual territory, identifies incremental business building opportunities and works with Division Director/VP to secure the resources to deliver the activities
• Ensures account target lists by key brand are developed along-side distributor and focus is prioritized against them
• Regularly analyzes market performance to ensure goals are on track and achieved
• Regularly reviews distributor performance against plan (volume & distribution) and deploys structured method of communicating pros and cons back to distributor
• Conducts distributor sales meetings and quarterly business reviews
• Monitors all in-market spend, ensures investments are effective and efficient, helping to achieve market profit goals
• Identifies and targets on/off premise accounts for placement and sales opportunities
• Builds relationships and maintains communications with top bartenders and key off premise buyers
• Reviews distributor performance against plan on a monthly basis (volume & distribution) and deploys structured method of communicating pros and cons back to distributor

Requirements

To be seriously considered for this role, please have the following:

• Must have at least 3 years of progressive experience related to beverage alcohol sales with comparable goals and responsibilities. Preferably at the wholesaler or supplier level working with multiple SKUs.
• Must have strong and established working relationships in the California market
• Able and willing to travel 30% or more and maintain a valid driver’s license
• Bachelor’s degree in Business, Marketing, or related field.
• Must be located in Los Angeles.
• You must be familiar with the three-tier system in the on- and off-premise environment and be able to demonstrate numerical and analytical acumen to identify sales opportunities.

Characteristics:

Humility: Has thirst to learn and grow personally and professionally. Seeks to genuinely understand others’ perspectives.

Entrepreneurial Mindset: Takes a creative approach to work with a bent to questioning the status quo.

Tenacity & Work Ethic: It’s a sales role, so you must be able to overcome objections and obstacles! Seeks to be part of an exciting growth organization.

Solution-Oriented: Sees challenges as an opportunity to learn and solve a problem.

Self-Starter: Self-motivated and requires little supervision to deliver high quality work.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

LIGHT: Work involves exerting up to 20 pounds of force occasionally, or up to 10 pounds of force frequently, or a negligible amount of force constantly to move objects.

DEFINITION OF FREQUENCY RATINGS:

Occasionally

• Activity or condition exists up to 1/3 of the shift

Frequently

• Activity or condition exists from 1/3 to 2/3 of the shift

Constantly

• Activity or condition exists 2/3 or more of the shift

About Us

Total Beverage Solution (TBS) is a fast growing supplier with a selective portfolio of iconic international beer, wine, and spirits brands. We strive to be the most fun, entrepreneurial, professional, and well-funded U.S. partner for large import brands. Notable portfolio brands include Weihenstephaner, Saison Dupont, Greene King, Rekorderlig, Edradour & Signatory single malt scotches, Tohu & Kono wines from New Zealand, San Felice, Lapis Luna, and others.

Our Team

The TBS team places great importance on relationships and collaboration. All of our employees play an integral part in our success and we recognize the value of each and every one of our team members and what they do to help TBS achieve its goals. TBS has created a sustainable growth-oriented, and supportive culture which positions suppliers, brands and employees to reach their full potential.

Benefits

TBS offers a competitive salary and comprehensive benefits including but not limited to:

• Health, Dental, Vision Insurance
• 401K Employer Matching
• Paid Parental Leave
• Tuition Reimbursement Program + Other Professional Development Opportunities
• 10 Company Holidays + Paid Time Off including: vacation, sick, personal, volunteer, & birthday
• Monthly Wellness Reimbursement or ClassPass Subscription
• 5 Year Anniversary with TBS – receive the opportunity to take a sabbatical or trip to a supplier destination
• Annual bonus plan up to 20% of base salary

Salary Range is $75,000 - $95,000. Starting pay will be based on several factors including but not limited to experience, training, education, geographic location.

Other

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. To request reasonable accommodation, contact the HR department at 843-881-0761.

The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.

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