Territory Manager, Idaho and Montana

Palm Bay International, a dynamic family-owned company, offers one of the nation’s most comprehensive portfolios of imported wines and spirits, including over 50 suppliers from around the globe. Among Palm Bay’s most valued assets is its remarkable network of long-term partnerships with the foremost wholesale companies in all 50 states, as well as the Caribbean, Mexico and Central America. With the crucial collaboration of these partners, Palm Bay’s portfolio is able to meet the needs of every level of the industry, from independent restaurants and retail stores, to chain accounts, supermarkets, hotels, airlines, cruise ships, duty-free accounts and U.S. military bases. This impressive roster of brands, accounts and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace. For more visit: www.palmbay.com .

Location: Ideally the candidate should reside near Boise, ID or Bozeman, MT

Position Overview: The Territory Manager position that is based in Boise, TD or Bozeman, MT is a high energy and competitively driven sales role responsible for overseeing business planning, development, and execution, while ensuring the delivery of profitable growth through effective distributor management, employee management and market plan execution. This position is the key point of contact for distributor leadership to effectively develop and execute the annual sales plan. The State Manager will report directly to the VP-National Sales Manager.

Responsibilities/Essential Functions: The candidate will be responsible for, but not limited to, managing inventory, par levels, pricing, programming, incentives, budgets, travel, tracking, running reports, work-withs, surveys, executing plans/programming, education, wine dinners/events, tastings, general sales meetings, etc. Candidate will work closely with the National Sales Manager and counterparts in the Pacific Northwest in a collaborative effort to build a profitable yet sustainable business system. Work with our distributor network to manage and grow the Palm Bay portfolio within both Idaho and Montana.

Planning & Forecasting:

• Establish an annual business plan to meet targeted volume and profit goals for the state.

• Monitor plans to performance and implement contingency and gap closing alternatives as needed.
• Be creative in developing exciting plans to grow and launch PBI priorities.
• Examine market conditions to proactively mitigate issues as well as to capitalize on growth opportunities.

Budget & Pricing

• Analyze market conditions to communicate proper pricing strategies and trends.

• Work with portfolio and finance teams at our distributor(s) to develop exciting programs and pricing strategies that will maximize PBI return on investment spends.

• Ensure Palm Bay price books are up to date. Manage portfolio price structures to maximize Palm Bay profitability and distributor margin while maintaining brand integrity and positioning.
• Monitor promotional and depletion allowance while adjusting as needed to achieve appropriate profitability.

Distributor Management:

• Responsible for leading the communication and management of our distributor partners and their day-to-day business to ensure portfolio growth and profitably.
• Consistent monitoring and communication on distributor performance to goals while proactively identifying opportunity gaps and implementing corrective action plans as needed.
• Ensure our distributors have all tools necessary to achieve company objectives.
• Responsible for developing materials for monthly, quarterly, semi-annually and yearly distributor business review meetings.

Market Management:

• Responsible for independent and chain relationship development in the on and off premise channel with a major focus in regional chains.
• Directly lead and communicate corporate initiatives to wholesale partners to ensure initiatives are being effectively executed.
• Coordinate with our National and Brand Development teams to deliver on brand priorities for existing and new items in the state.
• Primary responsibility is for Palm Bay wine but also ensuring to focus on core spirit priorities while working the market.

Qualifications/Requirements:

• Bachelor’s Degree preferred
• 5+ years of distributor or supplier experience
• A foundation of wine intelligence and the ability to educate others
• Competitive and Charismatic personality
• Strong communication, both written and verbal
• Superior organizational skills, detail oriented, must be able to manage multiple priorities and meet deadlines
• Ability to work independently and in a dynamic, high energy, team-oriented atmosphere.
• High level of proficiency with Microsoft office
• Ability to lift up to 35 pounds
• Safe driving record
• Must be capable to run and read reports standard Distributor Reporting systems
• Must be able to present in front of large groups of people
• Travel up to 40%

Benefits Overview:

Palm Bay offers a competitive compensation package including medical, dental, vision, life insurance, 401(K), paid vacation, personal time off and 11 paid company holidays.

Palm Bay International is an equal opportunity employer.