Area Manager

**Position Classification**:Operational/Technical/Experienced

**Responsible for**:Achieving budgeted sales targets for an assigned territory via selling
and merchandising efforts and maximising sales and profit growth through planning and
organisation. Ensuring that the execution of his / her responsibilities are in accordance with
the policies and culture of De Bortoli Wines.

**Leadership/Business influence**:Minimal supervision, working independently/
proficiently.

**Reports to**:Sales Manager

**Supervises**:N/A

**Internal contacts**:Sales Manager, State Sales Manager, key account customers, internal
sales support & administration staff, warehouse support staff.

**External contacts**:External Customers.

**Main Functions and Activities**

**Account Management**
- Establish positive relationships with assigned accounts and identify and develop

potential new accounts
- Achieve monthly objectives in areas including sales volume and inventories

management
- Plan and maintain suitable coverage levels of assigned accounts to provide regular

customer contact
- Maintain a monthly run sheet using the Forte Rhino CRM System
- Servicing On Premise and Off Premise independent and national chain

**_ Measures - _**_Sales volume. New account set up. Inventory management. Quality of basic business_
- management functions i.e. analysing, planning, organising, controlling, executing, inspecting and_
- negotiating. Call rate as per account distribution. Payment by debtors within trading terms._
- Customer feedback._

**Administration**
- Maintain accurate records for each assigned account
- Collation and some analysis of sales and business related data via written reports

when requested
- Communicate relevant ideas, and market intelligence to the appropriate Sales

Manager

**_ Measures - _**_Accuracy and maintenance of Customer Record Management (CRM) system. Quality_
- and timeliness of administration and reports. Quality of communications and recommendations to_
- the Sales Manager._

**Budgeting**
- Control of expenditures throughout the year

**_ Measures - _**_End of year reporting._

**Core Values**
- Develop an in depth knowledge and understanding of De Bortoli Wines

**Stock Control**
- Management of local wholesaler stock levels

**Sales and Marketing**
- Secure optimum percentage of wines on lists and continually strive to achieve ‘Wine

of the Month’ promotions.
- Organise ‘Winemaker Dinners’
- Secure optimum shelf, fridge and floor space and continually strive to improve

distribution across the De Bortoli portfolio
- Maximise the use of all POS
- Ensure adequate inventories of stock and secure merchandising opportunities, to

support promotional programmes
- Conduct and be available for any special exhibition opportunities - wine

tastings/fairs, trade shows
- Set periodic goals/targets for assigned territory
- Attend period sales meetings

**_ Measures - _**_Number of existing and new distributions. Number of ‘Wine of the Month’_
- promotions, wine lists and winemaker dinners. Innovation - innovative concepts adapted to_
- improve rapport, sales volume, and brand visibility. Increased sales volume. Number of wine_
- tastings/fairs conducted. Attainment of periodic goals/targets for assigned territory. Customer_
- evaluation and feedback._

**Self Management**
- Maintain a clean and neat personal appearance
- Maintain and operate the company vehicle in a responsible manner

**_ Measures - _**_Suitable business presentation. Regular servicing and condition of company vehicle._

**Essential Capabilities and Experience**
- Sales experience with demonstrated understanding of the On Premise industry
- Excellent oral and written communication skills
- Highly self motivated and enthusiastic
- Ability to work in a team environment
- Administrative, managerial and problem solving skills
- Travel may be required
- Hold a valid driver’s license

**Desirable Capabilities and Experience**
- Middle/Senior Management experience in a retail/hospitality/customer service

industry
- Product and market knowledge within the wine industry
- Highly developed consultative relationship building skills
- Tertiary sales/marketing qualifications
- Experience with achieving budgeted targets