Area Manager Illinois

The Terlato Area Manager (AM) is responsible for managing all independent on/off premise accounts, including regional accounts not covered by Terlato National Accounts Teams. This includes distributor management activities, education and programming within his/her designated geographic universe to ensure maximum market penetration, brand awareness and sell-through with focus and partnership with the distributor and specifically the Signature Fine Wines & Spirits division of Southern Glazer’s Wine and Spirits (SGWS) where applicable.

The AM will be responsible for selling the Terlato wine, spirits, and water portfolio, with a key focus on select brands. The focused wine brands include:
Ultra Luxury:
Chimney Rock, Il Poggione, Klipsun, Rutherford Hill, Lanson, Rochioli, Cladrecis, Castello di Bolgheri as well as Feudi di San Gregorio, Alta Mora, Nino Franco, Andre Delorme, Terlato Vineyards and Vidal Fleury. In addition, Nonino, Fontbonne, Bunnahabhain and Blackland are the focused spirits brands.

He/she will ensure our programing is executed through the distributor’s sales force in accordance with the Terlato FY AOP and nationally agreed upon promotions and initiatives. This position is responsible for managing all sales within an assigned geographic area to continue to grow Terlato’s portfolio of prestigious brands. The Area Manager (AM) is expected to understand and embrace the Terlato family philosophy, passion, capabilities and company culture.

Must live in the Chicago area.

Responsible for achieving points, depletion and distribution goals in assigned geographic area for Wine and Spirits by managing distributor relationships, education and focused accounts.

• Develop, align and track individual goals with distributor partners to DELIVER RESULTS ensuring all decisions, actions, and priorities are aligned with Terlato’s AOP, vision and strategy
• Supporting & Collaborating with State Region Manager in oversight of inventory, allocations, point-of-sale, creation of localized programming, pricing recommendations based on market knowledge and competition analysis.
• Lead, Attend and participate in Market Specific/Geography Distributor Execution meetings/check-ins/QDMPs and strategy calls. [Cadence is Weekly to 2X/Month at Minimum]
• Ownership of Distributor KPIs:
  Selected Brands Wine Points, Spirit Points and Terlato National Programs [Quality First, Club Terlato, etc.] on selected brands.
• In Market Execution/Survey Preparation
  - Sales team communication, direction, routes, recaps
• Leading Others:
  Establish a communication and tracking cadence to hold the distributor accountable for program achievement:
  Monthly Priorities, Quotas, programming/pricing to the various sales execution teams.
• Problem Solving:
  Uses Strong market knowledge and experience to head-off issues before they arise and comes with win-win solutions for issues that do arise.
• Collaborate with all Terlato cross-function support teams to ensure success in market. [NAOP, NRS Counterparts]

• Completes accurate and timely reports daily/weekly based on RM cadence
• To include:
  Pricing Surveys, Distributor Scorecards, Territory Performance objectives
• Ownership of Back of House Analysis: VIP Reporting, Usage of NIQ/Data Metrics to drive sales execution discussions and reasons to believe.
• Consistent tracking and analysis of Terlato KPIs. Leverage sales reports and market insights to make informed decisions that improve results of KPIs. Regularly review progress with Terlato leadership and adjust strategies as needed to stay ahead of plan.
• Management of Inventory [Not limited to:
  Communication of ‘gem’ availability, vintage rolls, exclusive/limited items, aged/excess inventory opportunities]
• Proactively communicates information with customers, distributors, and colleagues in professional manner via phone/email/text and virtual.
• Budget & Expense Management, Resource Utilization:
  Conscientious and efficient budget management. Maximizes company profitability and resources in the most effective manner.
• Operates within assigned budgetary parameters for business unit. Budgets to be distributed and largely managed by Terlato…