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Senior Business Development Manager, Luxury Wine – winebusiness.com


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Senior Business Development Manager – Luxury Wine (Colorado, Arizona, Louisiana)

Job location open to Denver, CO or Phoenix/Scottsdale, AZ

Summary
Responsible for overseeing, developing and executing the sales plan and accountable for delivering the revenue plan and maximizing contributions for Gallo’s wine luxury brands. Manages product sales to Fine Wine Retailers and On-Premise accounts through the distributor sales network and by managing a team of luxury sales professionals (portfolio consultants) across a Gallo US Sales Division. Functions as the Gallo brand representative for accounts and the distributor’s fine wine (e.g., Domaine and Estate) and other divisions. Maintains business relationships and executes selling techniques that will increase the sale of Gallo products in assigned division. Assesses market data, leverages pricing mechanics, and makes pricing recommendations to their directors. Establishes direct relationships with Iconic FW retailers and Icon Fine Dining accounts.

Essential Functions
This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.

•  Winery facing
•  Accountable for development and execution of field pricing
•  Strategically focuses time on the biggest opportunities to maximize sales and grow Gallo brands (i.e., all distributors, reps, brands, markets, etc. are not treated equally).
•  Recognizes changes in Winery direction and market dynamics and shifts time and resources accordingly (e.g., reallocation toward Premium; focus on some brands more than others).

•  Distributor/field-execution
•  Makes appropriate, choice-ful decisions when working with distributor personnel. Focuses efforts on those in the luxury division who can deliver the biggest opportunities. Recognizes opportunities and re-allocates time and resources strategically toward highest opportunity, pivoting time based on business performance, time of the month, opportunities in the account and needs of the rep.
•  Collaborates closely with management in distributors (e.g., area managers) to ensure execution of annual sales plans, evaluate market conditions, ensure appropriate resources are dedicated to our brands, etc.
•  Holds sales managers accountable for execution of Gallo programs.
•  Negotiates monthly objectives, sales incentives, etc. with distributor leadership on behalf of Gallo Winery.
•  Oversees the implementation of Gallo national promotions/programs to distributor sales organization.
•  Plans and executes general sales meetings to inform and motivate salesforce.
•  Maintains strong relationships with key influencer accounts (both channels).
•  Demonstrates attributes that support work in a luxury environment: fine wine knowledge, luxury mindset, ability to sell in a way that feels authentic to luxury, and ability to build relationships with luxury account leadership.

•  Assists with the LDP Recruiting strategy on identified college campuses.
•  Supports career development and training plans of direct reports.
•  Evaluates distributor talent to ensure future talent pipelines for Winery.
•  Collaborates with distributor staff and specialists to execute programs with key accounts.
•  Develops and presents pricing and forecasting to distributor management including A & amp;P planning.
•  Participates in annual planning process, including pricing, programming, forecasting sales based on sales related data.
•  Coordinates launches of new items.
•  Manages a team of portfolio consultants, ensuring their integration to company culture, retention, development, and success in delivering sales goals.
•  Conducts sales training for the distributor sales force and account staff (e.g., wait-staff), to include wine education.
•  Conducts product tastings for on premise, distributor, and other key individual in assigned state(s).
•  Makes sales calls to key on premise accounts with subordinates or in collaboration with distributor representatives.
•  Is responsible for marketing intelligence gathering: Reviews and analyzes market, product performance, and other sales related data.
•  Establishes objectives and priorities to achieve high level business objectives established by SR leadership ensuring they support the organization’s business plans.
•  Promotes positive working relationships across the organization and distributor network.
•  Coordinates activities with other winery support areas within the market (e.g., Customer Development, Shopper Marketing, Business Intelligence Managers).
•  Collaborates with BIM and sales director to develop pricing, forecasts, goals, and launch strategy for new items to ensure success in given market.
•  Partners with Brand Activation Manager to identify opportunities in the marketplace and tailor programs/POS to fit market needs.
•  Responsible for managing T&E budget among team to guarantee budget is not exceeded and funds are spent appropriately.
•  Directs distributor support and flex budgets to allocate resources accordingly to drive business while staying within budget guidelines.
•  Controls and monitors business expenses for the state or states assigned (meals, transportation, lodging, etc.).
•  Engages accounts and distributor personnel to ensure all e-Retail opportunities in marketplace are maximized.
•  Supports commercialization of digital marketing programs and leverages digital assets.
•  Manages a team of on-premise sales professionals and holds them accountable to performance standards and execution.
•  Manages and leads all specific brand platforms and initiatives directed to and led by Portfolio Consultants and other on-premise sales professionals.
•  Leads teams efforts to engage consumer in meaningful events to support relationship development, sales and account developm…



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Raven Asher

Hey there, I'm Raven Asher, a writer and blogger currently studying at McMaster University. My passion lies in arts and culture, and I love exploring and sharing my thoughts on different aspects of this field through my writing. I've been fortunate enough to have my articles featured on several blogs and news websites, which has allowed me to connect with readers from all over the world. Apart from writing, I'm also an avid traveler, and I love experiencing different cultures and learning new things. Join me on my journey as I explore the world and share my insights on everything art and culture!

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