***THIS IS NOT A JOB WITH FORCEBRANDS***
The Florida State Manager is a highly visible and results-driven individual contributor responsible for driving the sales, distribution, and market share growth of our premium spirits portfolio across the entire state of Florida. This role places a significant emphasis on managing and leveraging our relationship with Reyes Beverage Group (RBG) as our primary distributor partner, while also directly developing and nurturing relationships with key chain accounts and influential independent customers (on-premise and off-premise). The ideal candidate is a strategic thinker, a proactive self-starter, and a proven sales leader with deep knowledge of the Florida market and strong distributor management experience. The State Manager is the ultimate owner of the Florida Market and the subsequent results.
Key Responsibilities
Reyes Beverage Group (RBG) Management:
- Develop and maintain robust, collaborative relationships with RBG leadership, sales management, and sales teams across ADS, broad market sales, NRS, and NAO teams/divisions.
- Lead the annual and quarterly business planning process with RBG, setting clear objectives for distribution, depletion, programming, and pricing.
- Drive execution of brand initiatives, marketing programs, and sales incentives through the RBG network, ensuring alignment and accountability at all levels.
- Conduct regular and thorough business reviews with RBG, analyzing performance, identifying opportunities, and proactively addressing challenges.
- Educate and inspire RBG sales teams on our brand stories, product benefits, and selling strategies to ensure the distributor selling arm is equipped to achieve portfolio targets (depletions, ACS, PODs, Displays, Sampling, and Rebuy).
Chain Account and Key Customer Development:
- Identify, target, and secure new placements and expand existing distribution within major chain accounts (on-premise and off-premise) across Florida. (70% of Selling-Time Allocation)
- Develop and execute strategic plans for key independent on-premise and off-premise accounts to drive volume and brand presence. (30% of Selling-Time Allocation)
- Negotiate and manage promotional programs, pricing, and merchandising initiatives with chain buyers and key account decision-makers.
- Build and foster strong, long-term relationships with key buyers, category managers, and account stakeholders.
Sales Performance and Market Growth:
- Achieve aggressive sales targets and key performance indicators (KPIs) for distribution, depletion, revenue, and market share across the state
- Analyze market trends, competitor activities, and consumer insights to identify growth opportunities and inform strategic planning.
- Manage and optimize promotional budgets, trade spend, and expense accounts effectively.
- Forecast sales accurately and provide regular performance updates to leadership.
Individual Contributor & Brand Ambassador:
- Operate autonomously with a high degree of self-motivation, organization, and accountability.
- Represent the company as a credible and passionate brand ambassador at trade shows, industry events, customer meetings, and consumer activations.
- Maintain excellent communication with internal sales leadership, marketing teams, and other stakeholders.
- Effectively utilize CRM tools (KARMA) and sales reporting systems (VIP) to track progress and manage accounts.
Qualifications
- Minimum of 7+ years of progressive sales experience in the beverage alcohol industry, with a strong focus on spirits.
- Proven track record of success managing major distributors, with specific experience and established relationships within Reyes Beverage Group strongly preferred.
- Demonstrated ability to develop and grow business within large chain accounts and key independent customers in Florida.
- Deep understanding of the Florida spirits market, including key accounts, market dynamics, and regulatory environment.
- Exceptional negotiation, presentation, and communication skills (written and verbal).
- Strong analytical skills with the ability to interpret data, identify trends, and make data-driven decisions.
- Highly organized, self-motivated, and capable of managing a large territory independently.
- Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and CRM software (e.g., Salesforce).
- Must possess a valid driver's license and be able to travel extensively throughout Florida (up to 50-75% of the time, including overnight stays as needed).
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