Work Location: San Francisco, CA
Position Purpose
Acting in collaboration with the Delicato Sales, Trade and Customer teams, the Zone Manager - Transcendent is responsible for the total performance across assigned zone and is responsible to lead and achieve business plans within that zone in conjunction with Delicato Sales. This position is responsible to lead the implementation and execution of strategic sales initiatives, working & collaborating with the Delicato Sales Team, and driving wholesalers to deliver the annual plan.
Functional Responsibility
- Manages and monitors day-to-day operations and team performance to ensure smooth workflows and that company standards are met.
- Manages company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions; encourages strong work ethic and fosters an environment of trust and respect.
- Develops and aligns individual goals with the department's operational goals; ensures that decisions, actions, and priorities are aligned with the company's vision, mission, and strategies.
- Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations.
- Assists in preparing the departmental budget, monitors spending, and directs team in cost-effective operations to ensure adherence to financial objectives.
- Monitors performance and regularly communicates with direct reports to achieve mutual understanding and desired results.
- Partners with immediate manager to determine staffing needs; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives.
- Provides employees with a safe, healthy, and rewarding work environment; ensures delivery and completion of monthly safety topics.
- Communicates and supports change initiatives and decisions in an effective manner to successfully guide team through change.
- Fosters a work environment that encourages creative thinking, promotes flexibility, and drives innovation.
- Addresses employee issues, concerns, and complaints in an objective and confidential manner; notifies HR Business Partner and keeps immediate manager informed as appropriate.
- Ensures compliance and consistent application of company policies, initiatives, and decisions.
- Coaches, guides, and develops direct reports; fully engages in the GPS (Performance Management) process; provides high-quality feedback, and ensures proper GPS documentation of employee performance, recognition, and deficiencies.
Essential Duties
- Accountable with the Delicato Sales team in the achievement of shipment and depletion plans, and market penetration in all channels of business.
- Supports wholesaler's sales efforts in the trade through market field sales work.
- Develops relationships in the trade with Top Tier Accounts in all classes of trade within assigned zone.
- Identifies high payoff strategies and prioritizes regional team and wholesaler efforts consistent with the organization's goals.
- Assigns responsibilities, delegates and empowers others, removes obstacles; coordinates work efforts when necessary; monitors wholesaler performance (depletions, shipments, pricing, accounts sold).
- Works with winery partners to plan, prepare and execute market visits and blitzes, per established standards.
- Communicates brand pricing guidelines for store level execution.
- Develops new product launches/kickoffs and wholesaler sales education as appropriate.
- Assists Delicato and Transcendent Directors National Sales, Division Sales Managers and Regional Sales Managers in developing sales and financial forecasts for region; communicates objectives to regional team and/or wholesaler partners.
- Submits required reports and expenses in a timely manner, meets all prescribed deadlines.
- Develops and manages implementation of new distribution / volume increase strategies for key brands.
- Identifies, grows and maintains key trade/account relationships.
- Develops and communicates programming, promotion, and pricing for the portfolio.
- Manages and communicates the Zone's allocations of the Transcendent Portfolio to ensure plan achievement.
- Responsible for managing activities in compliance with state and federal laws and regulations.
- Coordinates and utilizes all promotional and marketing materials with sales team and wholesaler.
- Responsible for wholesaler education on company and products through effective training meetings and materials.
- Displays vision and a keen sense of the future; seeks new business/distribution opportunities.
Minimum Requirements
Education and Experience
- Bachelor's degree with emphasis in Business Administration, Sales and Marketing, or related field.
- 7+ years of combined wine supplier (preferably fine wine) and/or wholesaler management experience selling wine, building brands, and conducting customer calls.
- 3+ years of experience managing direct reports and/or wholesalers.
Knowledge, Skills, and Abilities
- Demonstrated leadership, knowledge and a successful track record of achieving results in the wine industry.
- Market and wholesaler knowledge; excellent communication, presentation, customer service, organizational, and negotiation skills.
- Thorough knowledge of the wine industry, including: competitive brands, sales and market trends, viticultural and vinification practices and channel marketing.
- Intermediate to advanced skillset with MS Office Suite (Word, Excel, Outlook, PowerPoint), and the ability to navigate the Internet/Intranet and use reporting tools for effective business management and development.
Certificates and Licenses
- Valid driver's license, auto insurance, and vehicle required with an acceptable driving record.
Working Conditions
- Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed.
- This is a remote position that requires working from home.
- Required to drive automotive vehicle or equipment.
- Occasionally may be required to lift and carry cases of wine.
- May need to determine color, taste and smell of wine using eyes, tongue, and nose.
- May be exposed to weather-related temperature & humidity extremes.
Work Standards
- Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships.
- Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner.
- Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training.
- Follows all Company policies and procedures.
Additional Comments
Management retains the discretion to add to or change the duties of the position at any time.
California Pay Transparency Disclaimer: This is an Exempt position. The pay range for this position is $100,157.52 to $156,787.44. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon a number of factors, including but not limited to the candidate's qualifications, education, experience, internal equity and alignment with market data.
Delicato Family Wines offers its employees a generous and comprehensive benefits package. The core health insurance components include medical, dental and vision, where Delicato covers nearly the entire cost for employees and a large percentage for dependents. Additional health benefits include life, disability and flexible spending accounts. Other benefits include 401(k) with generous company match, discretionary profit sharing, paid time off (PTO), paid holidays, wine & merchandise discounts, tuition reimbursement, gym discounts & many more.
Delicato Family Wines is an Equal Opportunity Employer.
#J-18808-Ljbffr