Market Manager – Broad Market

Purpose
Responsible for establishing and ensuring delivery of the Copper Cane annual business plan within the assigned region.

Key relationships
Internal: Ownership, sales and marketing leadership and team, and shared services support – HR and administration, customer service, winemaking, production and finance.
External: Distributor leadership, management and key personnel at target accounts.

Key responsibilities and accountabilities

1. Brand Advocate
   • Embrace Ownership’s wines and visions. Demonstrate a brilliant understanding of what makes our wines unique and memorable.
   • Paint a vivid picture of Copper Cane ownership and brands; bring these to life in verbal communication.
   • Regularly participate in trade and consumer events to educate/promote the Copper Cane Portfolio.
2. Account Management
   • Work closely with distributor teams to effectively execute the Copper Cane portfolio.
   • Spend a minimum of 4 days every week in the market developing and selling into target list of accounts either on your own or with the Distributor Sales managers and Salespeople.
   • Ensure that account commitments are communicated to distributor and follow up upon.
   • Educate Distributor District Managers and their teams on the Copper Cane wines and the brands ‘standards’ for each.
   • Schedule and execute wait staff trainings in key On- and Off-Sale accounts.
   • Regularly activating our current account base.
3. Coverage Strategy
   • Command a deep understanding of the market dynamics in the territory you manage.
   • Evaluate existing and emerging customers, identify accounts Copper Cane must ‘win’ in and allocate resources effectively; identify underdeveloped accounts and redeploy resources accordingly.
4. Planning
   • Develop and agree with your manager the key priorities and actions for each account.
   • Make educated business decisions by using a strong working knowledge of:
   • The role of each brand in the Copper Cane Portfolio.
   • Brand & Channel standards.
   • Work closely with your District, Region and Division Managers to develop appropriate programs for your accounts.
   • Liaise regularly with Senior Management on key account opportunities in the high profile accounts in your market.
   • Work with distributor managers so that they know the expectation for each account.
   • Determine if the level of investment and time allocation is consistent with level of results, refine accordingly.
5. Relationship Management
   • Cultivate relationships with the key buyers, key somms and key wait staff at our target list accounts.
6. Leadership & Teamwork
   • Work hand-in-hand with District/Regional Managers to achieve the annual plan.
   • Manage within T&E budgets.
7. Commercial Analysis
   • Use VIP reports to monitor depth & breadth of distribution & volume.
   • Use facts to identify market opportunities; allocate the resources to capitalize on these opportunities.
   • Diagnose business issues quickly and takes corrective action to minimize the impact.

Core Competencies
• Driving for results - Allocates time and resources to the channels, customers, brands and activities that most directly determine achievement of goals.
• Selling skills - Prepares thoroughly for all meetings and targets Win-win-win situations. Good closing skills.
• Sales Planning - Demonstrates expert planning skills. Understands all the fundamentals needed to implement effective pricing & programming decisions.
• Effective Relationships - Demonstrates the ability to establish and maintain effective business relationships with customers and co-workers.

Traits
• Strong code of ethics and high level of integrity.
• Tenacious and resilient.
• Energetic self-starter who has demonstrated an ability to communicate, work with and lead others.
• Works cooperatively as a member of the Sales team and is committed to the overall team objectives rather than own interests.
• Actively learns from own failures and successes and those of others.
• Is honest in opinions and takes responsibility for his/her actions.
• Acts to the values set forth by Ownership.

Requirements
• Minimum of three years’ experience in the beverage alcohol industry at either the supplier or distributor manager level.
• Experience in implementing luxury brand building strategies.
• Possesses industry knowledge of assigned geographic territory.
• Strong selling skills and influencing skills.
• Ability to impact key accounts.
• Strong analytical skills and ability to translate complex information to essential actionable points.
• Self-motivated and able to work independently.
• Proficient Computer skills (Microsoft Word, Excel, and PowerPoint) and competence in electronic communications.
• Exceptional planning and organization skills with an ability to multitask.
• Possess a positive attitude, dynamic personality and consultative sales skills.
• Exceptional verbal and written skills.

Benefits Include: Medical/Dental/Vision, 401K Match, Up to 20% Bonus Potential, Car Reimbursement, and T&E.