Region Sales Manager - International in Hamburg bei Delicato Family Wines

Delicato Family Wines

Position Purpose

The Regional Sales Manager position will be an integral part in expanding our business development in Mainland Europe. This position’s primary purpose is to manage Delicato’s on-trade customers (importers) in core markets with responsibilities including customer management, development of market/channel strategies, and marketing activity planning and execution. Core markets include Germany, Denmark, BENELUX, Switzerland, and Poland – a successful candidate will have an extensive experience and knowledge of these markets. This role can be based in Hamburg, Berlin, or Frankfurt.

Essential Duties

Participates within the International team to collaboratively shape the commercial strategy and execution elements for the wider region and align with growth objectives
Effectively directs and manages the activities and education of distributor partners to enhance sales, distribution, depletions, visibility, and profitability of Delicato Family Wines’ brands
Develops and executes territory operating/strategic plan while coordinating effectively cross functionally with all stakeholders to delivery goals and objectives
Ensures volume and profit goals are achieved while remaining with established budgets; uses financial and quantitative information effectively to manage P&L, budgeting, forecasting, pricing, and profitability
Manages the business and brand value stream to maximize profitability while ensuring positioning within the competitive brand set and market
Develops return on investment (ROI) analysis on all new business, promotional, and brand development initiative while managing for profit and long term brand value
Conducts regular market profit evaluations and implements price adjustments as required to maximize profitability
Develops and implements national/regional marketing activities with distributor, works cross-functionally to execute and build brand awareness, and drive sales growth
Plans and conducts regular distributor business reviews to ensure business development aligns with established goals, objectives, and brand/market/channel strategies
Responsible for developing new business growth and strategies while executing new market plans
Champions, develops, and manages the direct-to-consumer business activities and managing joint business plans
Implements brand positioning and strategy consistently across all markets and channels
Cultivates and maintains effective business relationships with distributor upper management, top trade partners, key accounts, on/off premise accounts, trade press, and liquor board
Acts as liaison between operations and the distributor to solve problems such as inventory levels, labelling requirements, forecasting, product demand, credit status, shipping issues, and forecasting variances
Manages and coordinates special events, seminars and coordinate any visits by the winemakers and marketing personnel

Other duties may be assigned

Non-Essential Duties

Other duties may be assigned

Minimum Requirements

Education and Experience

Bachelor’s degree required, with emphasis in Business Administrations, Sales and Marketing, or a related field preferred, or equivalent experience
7+ years of beverage alcohol industry experience
5+ years sales experience within territory
Territory management experience with a record of achievement of volume growth and profit targets
Experience successfully managing multi-channel business activities

Knowledge, Skills, and Abilities

Ability to take strategic view of market, establish a strategy, generate options, and evaluates sales opportunities and risk while maximizing profitability
Ability to implement strategy and apply Delicato’s approach and manage assigned region for success
Ability to apply analytical tools in decision-making
Ability to create an in-depth financial analysis of the business, allowing for strategic decision-making
Understands product supply process and key relationships
Ability to maximize Information technology and its applications
Ability to use vision, influencing skills, and tenacity to drive projects for successful conclusion
Ability to identify and address development needs
Ability to work individually and on a team
Must possess in-depth working knowledge of wine and the wine industry