Portfolio Manager

About The Job The Role

This position will report to:
Sr. Director of Portfolio Management
. Employment Category:
Full-Time Regular. FLSA Status:
Exempt.
Pay Range: $90,000 to $100,000

The Portfolio Manager is responsible for the strategic management, growth, and profitability of an assigned portfolio of wine and spirits brands at Classic Wines & Spirits of California. This position serves as the primary link between Classic Wines & Spirits, its suppliers, and the company’s sales organization. The Portfolio Manager is responsible for developing brand strategies, establishing sales priorities, communicating supplier objectives, and providing the sales team with tools, training, and direction necessary to achieve revenue and profit goals.

The ideal candidate is commercially minded, highly organized, persuasive, analytical, and passionate about wine and spirits. This person must be able to translate supplier goals into actionable sales strategies and hold the sales organization accountable for execution.

• Manage an assigned portfolio of wine and spirits suppliers and brands.
• Develop annual and quarterly business plans for each supplier.
• Establish sales objectives, volume goals, distribution targets, and profitability expectations.
• Identify opportunities to expand distribution, increase velocity, and improve account penetration.
• Analyze brand performance by customer, market, salesperson, product, and channel.
• Identify underperforming brands and develop corrective action plans.
• Identify opportunities for new products, new markets, and incremental placements.
• Maintain strong knowledge of assigned brands, products, pricing, positioning, and competitive landscape.

• Serve as the primary point of contact between Classic Wines & Spirits and assigned suppliers.
• Build strong, long-term supplier relationships.
• Conduct regular business reviews with suppliers.
• Communicate sales performance, market activity, inventory levels, opportunities, and challenges.
• Manage supplier expectations and ensure company commitments are being executed.
• Coordinate supplier visits, market tours, tastings, trainings, and sales presentations.
• Work with suppliers to develop programs that generate measurable sales results
• Ensure supplier marketing funds and promotional resources are used effectively.

• Work directly with Outside Sales Representatives, Inside Sales Representatives, Account Executives, and Management to drive portfolio sales.
• Develop clear sales priorities for the field sales team.
• Conduct regular portfolio training and product education.
• Provide sales representatives with selling stories, product information, pricing, competitive positioning, and account targets.
• Participate in field rides and customer calls with sales representatives.
• Help sales representatives identify the right accounts and opportunities for each brand.
• Track execution against established sales goals.
• Work with the sales team to secure new placements and increase existing account distribution.
• Develop strategies to reactivate inactive accounts and increase sales in underdeveloped accounts

• Identify new accounts and channels that are appropriate for assigned brands.
• Develop on-premises and off-premises strategies based on brand positioning.
• Work with key accounts to secure new listings, placements, menu features, displays, and promotional opportunities.
• Partner with the sales team to develop chain, independent retail, restaurant, hotel, and hospitality opportunities.
• Identify emerging market trends and recommend new business opportunities.

• Monitor sales, gross profit, depletion, inventory, and brand performance.
• Manage portfolio profitability and pricing.
• Review sales performance against budget and supplier expectations.
• Monitor promotional spending and supplier support.
• Work with Management and suppliers to develop financially responsible programs.
• Understand the financial impact of pricing, discounts, depletion programs, and incentives.
• Help ensure portfolio growth translates into profitable company growth.

The Portfolio Manager does not necessarily have direct personnel responsibility for sales representatives but is expected to lead through influence and accountability.

• Establish clear priorities for the sales team.
• Communicate what brands need to be sold and where they should be sold.
• Provide sales representatives with actionable account…