Regional Sales Director

Location: This position is based in Michigan.

The Regional Sales Director leads a multi-state market consisting of Michigan, Ohio, Indiana, Kentucky, and Kansas and is accountable for profitable growth of the M.S. Walker Brands portfolio. The role directs regional sales execution, consumer market development, distributor and broker performance, education and motivation across the regional team, distributor, broker, ambassador, and sales specialist network. Success requires achieving shipment, depletion, distribution, and profitability goals;

building productive relationships with wholesalers, brokers, and key customers; and developing people and market capabilities. The position places particular emphasis on distributor management, leadership, field education, and hand-selling priority brands to key on and off-premise accounts. The Regional Sales Director is expected to model the M.S. Walker family philosophy, passion, and company culture.

• Manages the entire MSWB portfolio/business within the defined territory.
• Ensures attainment of sales goals by regularly evaluating distributor and broker relationships, identifying new business opportunities, and optimizing current sales and service levels.
• Owns territory financial performance, including budgets, depletions, inventory, pricing, billbacks, and profitability analysis for shipments and depletions.
• Leads territory planning and decision-making to support national objectives and produce accurate business forecasts.
• Manages territory operations to maximize sales and profitability.
  • Responsible for monthly updates to MSWB executive leadership team on in market and overall activities, market, and personal performance in relation to KPI's.
• Allocates approximately 50% of working time to field activity, 25% to internal MSWB team leadership and coordination, and 25% to distributor management.
• Develop state-level market plans, pricing, and programs with distributor partners to achieve MSWB goals. Leads direct reports and coordinates with colleagues to execute those plans.
  • Plans and progress must be reviewed monthly with the key stakeholders.
• Manages execution of MSWB standards through distributor partners, holding each distributor accountable for meeting goals and implementing market plans effectively.
• Build relationships with priority accounts across the territory to expand distribution, increase sales, and profitably grow MSWB priority brands.
• Works closely with the MSWB's and Distributor's National/Regional Account teams to ensure they are familiar with national on/off premise strategies and programs.
• Conduct regular brand education and specific program overview meetings with wholesalers to enhance sales force and management knowledge of the MSWB portfolio.
• Engage new and existing on and off-premise customers to understand their product needs and recommend solutions through a relationship-based sales approach.
• Have a deep knowledge of pricing and answer customer questions about products, prices, and availability.
• Emphasize product features based on analysis of customers' needs and on knowledge of product.
• Participating in Retail and On-Premise event opportunities.
• Help create additional opportunities for the In-State Wholesaler to promote and sell the MSWB portfolio.
• Frequently and effectively communicate with Distributor Management on inventory levels and out of stock situations due to possible fluctuations in demand.
• Coordinate efforts with wholesale sales administration and purchasing on pricing and contract orders.
• Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
• Participate in Wholesaler…