NYS Business Director

POSITION SUMMARY

The State Business Director is the liaison between a particular supplier or group of suppliers and house sales and marketing to execute sales and marketing strategies and achieve company financial objectives. The State Business Director serves as the in-house expert on a particular portfolio, manages all aspects of the supplier’s business with the house and provides the critical link between the sales and marketing departments.

ESSENTIAL POSITION RESULTS

· Build the annual plan/calendar, determine the pricing plan and promotional calendar and designs sales force incentives by closely collaborating with supplier partner(s) and aligning supplier and Empire Merchants goals.

· Modifies planning calendar as necessary by continually evaluating opportunities.

· Maintains and grows gross profit for the company by negotiating price supports, validating internal depletion allowances, and managing budgets for the year.

· Where applicable, administers the pricing plan by filing with state and validating pricing for publication and communicates current and available pricing to sales force.

· Forecasts adequate supply for all sales programs and ensures that appropriate inventory levels are maintained by closely collaborating with internal purchasing contact.

· Defines, manages, and approves supplier and internal spending (banks) to accomplish annual plan by creating budget, and tracking spend monthly to ensure spend does not exceed budget.

· Ensures achievement of supplier plan by translating plan into divisional sales goals, defining target accounts, communicating goals to sales team and tracking performance against goals.

· Participates in planning and preparation of General Sales Meetings by translating brands’ features and benefits into sell sheets, concept sells and other selling materials and attending/presenting brand initiatives and marketing strategies.

· Manages and approves supplier billbacks, together with, and reviews supplier accounts receivable by ensuring account information is coordinated with accounting team.

· Coordinates supplier meetings, ride-withs, winery visits, blitzes and target account spend activity and shares data as needed with supplier by communicating with all sales management as well as managing workflow, and calendars.

· Creates and distributes in coordination with marketing, supplier specific newsletters and videos, by collecting and recapping best practices and program results.

· Develops and participates in the delivery of supplier business reviews and monthly supplier communication meetings by preparing content and working with senior management to codify information.

· Maintains a relevant inventory of point-of-sale materials by working with suppliers to determine types and quantities of POS that should be ordered, when necessary, assisting in the design of any custom POS, and working closely with sales management to dispose of aged POS.

· As appropriate, manages supplier allocated products by working with necessary departments to administer the set-up and release of these allocations to approved accounts.

· Help guide supplier decision making by employing strong comprehension of competitive landscape and market dynamics.

· Completes all necessary training programs by attending, participating, and passing all required tests as defined by management (e.g. WSSM, TOPS, FOCUS MARKETING, ANALYTICAL TRAINING).

· Maintains market and sales understanding by conducting sales work-withs on a regular basis as prescribed by management.

· Maintains professional and industry knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies.

· Maintains customer confidence and protects operations by keeping information confidential.

· Maintains a safe and clean working environment by complying with procedures, rules and regulations.

· Contributes to team effort by accomplishing related results as needed.

SUPERVISORY RESPONSIBILITIES

Where applicable, supervises Business Analyst.

MINIMUM QUALIFICATIONS

Education, Certifications and /or licenses:

· Bachelor’s degree in related field and/or equivalent training and work experience required.

· Ability to hold a Solicitor’s Permit required (where applicable).

· Valid driver’s license and ability to operate a motor vehicle preferred

Experience:

· A minimum of 8 years in sales/marketing or industry related experience is required.

Knowledge/Skills:

· Sound understanding of wine and spirits is required.

· Results oriented professional with excellent verbal/written communication skills; uses diplomacy and discretion.

· Ability to multi-task, work independently and/or within a team, pays attention to detail and meet deadlines.

· Proficient PC skills using MS Office and other various programs including presentation software. Advanced Microsoft Excel and PowerPoint capabilities required.

· Budgeting, forecasting and accounting skills required.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job.

While performing the duties of this job, the associate is regularly required to use hands to finger, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; and talk or hear. The associate frequently is required to stand, walk, sit, and climb or balance. The associate must occasionally lift and/or move up to 50 pounds. The associate must frequently lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions

WORKING CONDITIONS AND ENVIRONMENT

The work environment characteristics described here are representative of those associate encounters while performing the essential functions of this job.

While performing the duties of this job the associate is regularly exposed to a normal business office environment. The ability to share workspace, travel by car or train, dress in proper business attire, attend evening meetings and meet deadlines are all requirements of this position. Associate is often required to be in the market and may require exposure to inclement weather.