State Sales Manager

Drinkworks are looking for a
State Sales Manager
to manage the NSW Sales team. We are on the lookout for a passionate, highly motivated individual who is a great leader and is based in Sydney.

What a great candidate looks like

You can lead a team who will engage with external stakeholders.

You can think critically when making plans and have a demonstrated ability to execute our vision.

You have an entrepreneurial mind-set to create opportunities for your team.

You have an ability to think quickly and laterally to promote ingenuity and entrepreneurial spirit at the coal face of our business.

You are a calculated decision maker, team player and individual who can maintain relationships with a diverse customer base.

With this role being a generalist and responsible for managing customer channels, segments and banners, sales, presentations and pitches need to be personalised and appropriate to the different customer types and needs.

You will ideally have a wide breadth of industry/business knowledge across different customer channels, groups and segments.

Purpose

• Management of the State KPI's including volume, distribution and profit targets.
• Management, leadership, development and coaching to the BDMs (located in NSW & ACT).
• Building, managing and maintaining State on & off premise accounts to achieve sales objectives, profit and share.
• Executing with the Key Account Managers and BDM's, banner group and state wholesaler plans in line with national strategy.
• Maintaining and developing key relationships and accounts in trade.
• Responsible for total State revenue and EBIT, by management of state spend, rebates, marketing and overheads/fixed expenses.
• Responsible for wholesaler management and ensuring stock in wholesalers to deliver to trade.
• Key Account Management of State Key Accounts.
• Deliver key market share KPI's.
• This position is also key in the development of State and National sales plans.
• Key component will be to deliver on premise tap and pack targets.

Responsibilities

Key Activities

Leadership

• Provide effective leadership of the BDM's (6 people) – agreeing clear team objectives, priorities, processes and measurement.
• Infield coaching and training as well as reporting, follow up and professional development planning in conjunction with the NSM.

Profit & Share

• Achievement of the profit and share targets within the State of focus.
• Support sales team in writing proposals and formalising contracts.
• Wholesaler management – in line with National plans directed by NSM.
• New Business Development.
• Management of wholesalers and banner group activations.

Customer Service & Channel Activation

• Positively influence key customer profitability by ensuring activation of channel and customer plans.
• Develop and maintain key customer relationships through agreed customer service levels.
• Ensure compliance of customer agreements-National on-Premise and Independents Banner groups as defined by NSM.
• Deliver promotional programs and manage the successful sale of national promotional programs into trade.
• Execution of State Key Accounts programs as defined by NSM.
• Deliver and execute State sales plans.

Stock & Forecasting Control

• Work with internal teams to ensure accurate and on time stock planning.
• Manage stock weighting and forecasting with wholesalers.
• Ongoing planning around forecasting and budget execution.
• Manage relationship of state-based wholesalers.
• Maintain key relationships with on and off premise key venues /MSO groups.

What you will bring

Essential Criteria

Based in Sydney, ability to be in head office in Surry Hills at least once a week.

Full rights to work in Australia

Proven success as a sales leader

Experience in motivating and engaging a team

Strong communication skills

Key Account experience (3+ years)

People Leadership experience (3+ years)

Liquor industry/ FMCG Sales experience

Preferred Criteria

5 Years on premise experience

Tertiary Qualification – Business, Economics, Management

Wholesaler experience

Banner experience

Why you will love working with us

Competitive Package
– on top of your salary and bonus, you will receive a work vehicle, laptop and phone for work purposes.

Flexibility
- Hours may vary including evenings/ weekends at times. No boring 9-5 job.

Travel
- You will travel around the region as required.

Career Growth -
You will work in a great sales team and organisation who can support you in your career development.

Dynamic workplace
– Work with a passionate, high performing team and have fun doing it

Global Impact
– be part of the Heineken brand and share in their knowledge, support and experiences.