Business Development Manager

Job Title: Business Development Manager

Organizational Unit: National Sales

Reporting To: Division Manager

Position Summary: This position will be responsible for the development of the Frederick Wildman & Sons Portfolio through distributor management, assisting with the business planning process with our brands, and by utilizing strong personal selling skills with accounts both on and off premises. A component of this role will be effective collaboration with FWS and our distributor partners. Another responsibility for this role will be the effective organization and management of all trade visits with our producer partners.

Essential Functions

• Effectively represent Frederick Wildman and Sons brands to distributor network, the trade and consumers in the assigned territory.

• Trade Events/Producer Visits – organize visits in the market in coordinating with Division and Field Sales Manager.

• Effectively manage buying relationships with key accounts in order to achieve case sales and distribution objective within budgetary guidelines to meet Divisions profit contribution objectives.

• Conduct sales meetings and training sessions for wholesaler’s sales/management staff.

• Participate in the preparation of the annual business plan for all sales, marketing, budgetary, production and communication need necessary to meet case volume and profit contribution for the upcoming calendar year.

• Sells in FWS brands/products, selecting relevant activations/programs/tactics for each account

• Identifies opportunities for programs, deeper brand education, and upsell, bringing in appropriate FWS resources

• Visits accounts to maintain relationships, monitors performance, and gathers updates

• Acts as consultant to on portfolio opportunities and growth via advice, education, programming, creative ideas, and analysis to accounts

• Leads trade advocacy initiatives and maintain relationships with key accounts

• Maintains on-call communication to ensure expectations met in customer relationship

• Works hand in hand with distributor sales reps for pricing and fulfillment support

• Ensures account needs for programs and activations are met and executed within FWS brand guidelines

• Build a key account plan through longer term account partnerships & ongoing programming

• Promptly informs the channel lead or market lead of opportunities, risks, and competitive intel

• Participation in Market visits, Blitzes, and distributor education

• Conduct tastings and demos in key accounts where legal.

• Create sell sheets and/or presentations catered to customers.

• Work with National Account team on execution and new placements

• Ability to merchandise and build creative displays.

• Effectively partner with Marketing to meet business goals.

• Be a change agent by constantly challenging the status quo and be able to motivate yourself and your team to break down barriers to success and continually improve business processes with on and off premise customers.

Working Conditions

• Working in office environment as well as in assigned sales territory (primarily traveling by car).

• This position requires travel, primarily within assigned sales territory.

• Ability to work early mornings and occasional evenings and weekends.

Physical Requirements

• Ability to operate motor vehicle

• Sitting and standing for extended periods of time

• Occasional lifting (up to 45 pounds)

Qualifications

• 3 Years of Distributor and/or Supplier experience

• Proven track record of strong sales skills in previous/current work experience.

• Knowledge of key trade account buyers buying and promotional practices and operational procedures.

• Knowledge of wine industry and estimated sales trends for wine and beverage alcohol categories.

• Understanding of consultative sales process.

• Working knowledge of wines/spirits from world’s major viticulture regions.

• Excellent presentation skills, both verbal and written.

• Bachelor’s degree preferred or equivalent work experience.

• High level of proficiency with MS Office.

• Available for company-related travel.

• Able to drive a vehicle and maintain a valid driver’s license.

Salary: $80,000-$90,000