What are the responsibilities and job description for the Director, Regional Accounts - Midwest position at Confidential?
Mark Anthony Group is an entrepreneurial drinks company, built from the ground up by thinking differently, innovating and doing the unexpected. Our company is rooted in family values, a bold vision and relentless determination to continuously raise the bar and make a positive difference in consumers' lives. Founded in 1972, we’ve grown organically from a one-person import wine business into an international drinks company whose hallmarks include a portfolio of luxury wineries and iconic beverage brands, including White Claw® Hard Seltzer, Mike’s Hard Lemonade, and Cayman Jack.
Accountable for leading and growing strategic regional key accounts through best‑in‑class customer leadership, joint business planning, and execution excellence. This role owns the end‑to‑end commercial relationship with assigned key retail and regional customers, delivering sustainable growth, share gains, and profitable performance aligned to annual business plan (ABP) objectives. The position plays a critical role in shaping commercial strategy and developing future senior sales leadership talent.
Accoutabilities:
- Own full P&L responsibility for assigned regional key accounts, including volume, revenue, trade investment, and profitability
- Serve as the primary senior commercial lead for assigned regional key accounts, owning customer strategy, relationships, and performance outcomes
- Develop and execute ABPs that align customer priorities with company growth, innovation, and execution strategies
- Lead cross‑functional collaboration across Sales, Marketing, Revenue Management, Supply Chain, and People Operations to deliver integrated customer solutions Act as a trusted advisor to customer leadership, leveraging insights to influence assortment, pricing, promotion, and activation decisions
Key Metrics & Financial Targets:
- Growth (50%): Base business growth and innovation volume delivery
- Execution (40%): Distribution, promotion, and display excellence (PODs)
- Share (10%): Category and brand share growth across priority segments
Own:
- Sales Targets and Territory Management
- Team performance/Training & Development
- Sales Strategy Execution within their territory
Influence:
- Sales Strategies: They play a key role in developing and implementing sales strategies tailored to their region or territory, considering local market conditions/customers.
Veto:
- Sales Territories: They may have a say in defining or adjusting the sales territories to ensure efficiency and maximize sales potential
Critical Relationships:
- Growth Strategy and Insights Division
- Regional Pricing & Marketing
- Supply Chain & Logistics
- People Operations
- ABP Planning and Incentive Programming
- Territory Budgets
- External Customers & Strategic PArtners
Skills Needed To Be Successful:
- Combination of interpersonal, leadership, analytical, Sales acumen and industry-specific skills is essential
- CRM Expertise: using tools to monitor and manage sales activities.
- 5 years of sales management experience; lead, motivate, and manage a field sales team effectively is essential for achieving regional sales objectives.
- 5 years’ experience working with distributors/wholesalers
- 5 years’ experience in beverage category
Compensation:
Compensation offered to prospective Team Members has taken internal equity into consideration and can vary depending on a positions’ location. The final agreed upon wage may vary based on the job-related knowledge, skills, and experience of the individual.
- Competitive annual salary of $150,000 - $200,000
- Bonus plan designed to recognize company performance and individual contributions
- Comprehensive health and welfare benefits
- Company matching 401(k) contributions
- Paid time off including annual leave, paid sick time and holidays
- Extensive opportunities for training, development, and career growth
At Mark Anthony, we exist to Unearth the Extraordinary:
Our Purpose is not just a statement; it is a call to action that binds us together and ignites our passion for making a difference. It is the driving force behind why we do what we do every single day, connecting our global organization across all business units, roles, and locations. We are:
Best in Our Craft
We set the standard with a pursuit of excellence that can be found in everything from our products and processes to our plants and people.
Ambitiously Curious
We stay curious, dreaming big and navigating the unknown with an enduring belief in better.
Made With Humility
We bring humility, authenticity, fun, and support to every collaboration and celebrate wins as a team.
Daringly Disruptive
We disrupt the status quo, moving fast to seize opportunities and acting scrappy to stay ahead of industry giants.
Salary : $150,000 - $200,000