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Lead Business Development Manager, On-Premise Spirits

Location: Los Angeles, CA, US

Date: Jun 9, 2021

Company: E. & J. Gallo

Why Gallo?

With a global portfolio of over 100 unique wine and spirits brands, we are the largest family-owned winery in the world. Apply Today! Our Brands. Your Future.

Summary
Responsible for overseeing, developing and executing the sales plan and accountable for the revenue plan and maximizing contributions in a large revenue generating market. Manages spirits sales to On-Premise accounts through the distributor sales network and by managing a team of on-premise spirits sales professionals in assigned state or in multiple assigned states. Functions as the Gallo brand representative for the on-premise accounts and the distributor. Maintains business relationships and executes selling techniques that will increase the sale of Spirits in assigned state(s). Assesses market data, leverages pricing mechanics, and makes pricing recommendations to their directors. 

Essential Functions
This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.

  • Winery facing
    • Accountable for development and execution of field pricing
    • Strategically focuses his/her time on the biggest opportunities to maximize sales and grow Gallo spirits brands (i.e., all distributors, reps, brands, markets, etc. are not treated equally).
    • Recognizes changes in Winery direction and market dynamics and shifts time and resources accordingly (e.g., reallocation toward Premium; focus on some brands more than others).
  • Distributor/field-execution
    • Makes appropriate, choice-ful decisions when working with distributor personnel. Recognizes opportunities and re-allocates time and resources strategically toward highest opportunity, pivoting his/her time based on business performance, time of the month, opportunities in the account and needs of the rep.
    • Collaborates closely with management in distributors (e.g., area managers) to ensure execution of annual sales plans, evaluate market conditions, ensure appropriate resources are dedicated to our spirits brands, etc.
    • Holds sales managers accountable for execution of Gallo spirits sales programs.
    • Negotiates monthly objectives, sales incentives, etc. with distributor leadership on behalf of Gallo Winery.
    • Oversees the implementation of Gallo national promotions/programs to distributor sales organization.
    • Plans and executes general sales meetings to inform and motivate salesforce.
  • Assists with the LDP Recruiting strategy on identified college campuses.
  • Supports career development and training plans of direct reports.
  • Evaluates distributor talent to ensure future talent pipelines for Winery.
  • Collaborates with distributor staff and specialists to execute programs with key accounts.
  • Develops and presents pricing and forecasting to distributor management including A&P planning.
  • Participates in annual planning process, including pricing, programming, forecasting sales based on sales related data.
  • Coordinates launches of new items.
  • Manages POS ordering for assigned channel and/or geography.
  • Conducts sales training for the distributor sales force and account staff (e.g., wait-staff), to include spirits education.
  • Conducts product tastings for on premise, distributor, and other key individual in assigned state(s).
  • Makes sales calls to key on premise accounts with subordinates or in collaboration with distributor representatives.
  • Is responsible for marketing intelligence gathering: Reviews and analyzes market, product performance, and other sales related data.
  • Establishes objectives and priorities to achieve high level business objectives established by SR leadership ensuring they support the organization’s business plans.
  • Promotes positive working relationships across the organization and distributor network.
  • Coordinates activities with other winery support areas within the market (e.g., Customer Development, Shopper Marketing, Business Intelligence Managers).
  • Collaborates with BIM and sales director to develop pricing, forecasts, goals, and launch strategy for new items to ensure success in given market.
  • Partners with Brand Activation Manager to identify opportunities in the marketplace and tailor programs/POS to fit market needs.
  • Serves as a liaison between Spirits Brand Ambassador network and winery/distributor in assigned geography to include facilitating work-withs, scheduling meetings, and providing guidance where needed.
  • Responsible for managing T&E budget among team to guarantee budget is not exceeded and funds are spent appropriately.
  • Directs distributor support and flex budgets to allocate resources accordingly to drive business while staying within budget guidelines.
  • Controls and monitors business expenses for the state or states assigned (meals, transportation, lodging, etc.).
  • Engages accounts and distributor personnel to ensure all e-Retail opportunities in marketplace are maximized.
  • Supports commercialization of digital marketing programs and leverages digital assets.
  • Manages a team of on-premise sales professionals and holds them accountable to performance standards and execution of spirits
  • Manages and leads all specific brand platforms and initiatives directed to and led by Portfolio Consultants and other on-premise sales professionals.
  • Leads teams efforts to engage consumer in meaningful events to support relationship development, sales and account development in top tier luxury accounts.
  • Reports and reinforces communication from National Director of Luxury against all local Portfolio Consultants to ensure that Luxury brand objectives are being met.
  • Facilitates communication and alignment between Portfolio Consultants and Distributor sales teams.
  • Supports the development of Gallo’s premiumization efforts.
  • Leverages technology (e.g., Account 360) to monitor performance, identify opportunities, direct the action of distributor personnel, make decisions, conduct exception reporting, etc.
  • Makes sound business decisions and optimizes resource allocation based on business trends, data, growth opportunities, etc.
  • Embraces innovation and demonstrates entrepreneurial mindset –Driving future-focused change.
  • Assists sales specialists and cross functional partners with identification and activation of consumer engagement initiatives and event execution.
  • Engages in consumer-facing events, including ability to work with spirits accounts to sell luxury offerings and lead luxury events.
  • Acts as a Gallo Ambassador, advocating for our brands, including hosting events, leveraging social media and other tools to promote for Gallo sales within his/her community.
  • Must maintain satisfactory attendance, to include timeliness.
  • Responsible for understanding and complying with applicable quality, environmental and safety regulatory considerations. If accountable for the work of others, responsible for ensuring their understanding and compliance.

Supervisory Responsibilities

  • Develops, coaches and mentors peers, indirect and subordinate staff.
  • If accountable for the work of others, conducts performance evaluations; reviews and communicates salary adjustments; rewards employees or takes disciplinary action, as necessary; addresses complaints and resolves issues.

Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Gallo does not sponsor for employment based visas for this position now or in the future.
Minimum Qualifications

  • Bachelor’s degree plus 5 years of Gallo Winery sales, marketing, or affiliated or non-affiliated distributor sales experience reflecting increasing levels of responsibility; OR Bachelor’s degree plus 6 years of wine or spirits sales, marketing, restaurant/hospitality, or distributor experience reflecting increasing levels of responsibility; OR High school diploma or State-issued equivalency certificate plus 9 years of Gallo Winery sales, marketing, or affiliated or non-affiliated distributor sales experience reflecting increasing levels of responsibility; OR High school diploma or State-issued equivalency certificate plus 10 years of wine or spirits sales, marketing, restaurant/hospitality, or distributor experience reflecting increasing levels of responsibility.
  • Candidates for this position must have a valid driver’s license and a safe driving record. Required to obtain a California driver’s license or appropriate state driver’s license within 30 days of hire.
  • Required to be 21 years of age or older.
  • Required to obtain liquor license as required by state/locality.
  • Required to travel by air and automobile up to 50% during the course of business.
  • Required to see, taste, and smell wine and perform product tastings as part of job functions.
  • Experience demonstrating strong leadership selling, time management, public speaking skills

Preferred Qualifications

  • Bachelor’s degree plus 7 years of Gallo/distributor sales experience OR Bachelor’s degree plus 9 years of external selling experience.
  • Direct managerial/supervisory experience with sales, retail, or on-premise employees (e.g. District Manager, Area Manager, State Manager, Field Marketing manager, etc.).
  • Experience with selling or marketing Gallo products.
  • Skilled in reading and interpreting documents such as safety rules, operating and maintenance instructions, and procedure manuals.
  • Experience writing routine reports and correspondence.
  • Skilled in speaking effectively before groups of customers or employees of organization.
  • Experience with Microsoft Office software programs.
  • Skilled in calculating figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume.
  • Knowledge of how to apply concepts of basic algebra and geometry.
  • Skilled in solving practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
  • Skilled in interpreting a variety of instructions furnished in written, oral, diagram, or schedule form.

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee is frequently required to sit, use hands to finger, handle or feel and talk or hear. 

Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • The noise level in the work environment is usually moderate.

Job Posting ID: 82209 

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Gallo is an Equal Employment opportunity and Affirmative Action Employer. We do not discriminate on the basis of race, traits historically associated with race, including but not limited to, hair texture and protective hairstyles (such as braids, locks, and twists), color, national origin, ancestry, creed, religion, physical disability, mental disability, medical condition as defined by applicable state law (including cancer and predisposing genetic characteristics in California), genetic information, marital status, familial status, sex, gender, gender identity, gender expression, pregnancy, childbirth or related medical conditions, sexual orientation (actual or perceived), transgender status, sex stereotyping, age, military or veteran status, domestic violence or sexual assault victim status, or any other basis protected by applicable law. 

 

We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gallo is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process.
 
If you need any assistance or accommodations due to a disability, please let us know at 209.341.7000.

 


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