Vice President of Sales, Southeast

For three generations the Cooper family has been crafting a full range of spirits, cordials, and ready-to-drink cocktails from the heart of Philadelphia, Pennsylvania. Charles Jacquins et Cie., Inc., the oldest Cordial Producer in America and the largest in PA is expanding its product offering and reach throughout Pennsylvania. We are looking for energetic, self-confident, experienced salespeople to become a part of our Sales Team.

The Vice President of Sales South East role is responsible for driving the company’s strategy with our in-market team and distributors to deliver our revenue targets, marketing tent poles, market execution targets and perfect stores. Responsibilities will include the states of FL, GA, SC and TN.

Position Responsibilities:

Manage distributor partner relationship including assessing distributor execution and managing KPI’s (Key Performance Indicators)

• 80% time allocation for FL and 20% for GA, SC, TN.
• 1 – 2 market visits per year in person GA/SC with focus on managing and planning the business with distributors
• FL: Increase distributor Interface includes senior and mid-level distributor managers along with Key Account Managers with chain responsibility. Includes both Riverview, Miramar, South and North Florida distributor management.
• Set and measure both quantitative and qualitative targets (KPI’s) across all brands during key programs for all channels including chains, independents and on premise. Qualitative targets can be accounts sold, displays, drink features/menus, shelf, etc.
• Establish a monthly scorecard for each market to communicate performance to senior distributor management.(depletions to date, year to go, etc.)
• Conduct formal review meetings quarterly (QBR) with senior distributor management (FL)
• Inventory: Monitor inventory levels at all distributor warehouses
• Review distributor margins

Manage and develop the South Florida Manager which includes weekly calls, scorecards, tracking and distributor meetings. Manager should be focused on both the on premise and off premise channels in managing the distributor.

• Time allocation 25% distributor management (off/on), 75% key account calls off/on.
• Manager should focus on managing and developing relationships with top off premise accounts including multi-unit accounts. Should also help manage any state wide chain execution in South FL.
• Implement South Florida reviews with distributor 3X per year.

Chain Channel: Full Responsibility for managing the chains including strengthening relationships with distributor KAMs along with customer and category management teams.

• Conduct a minimum of 2 chain planning meetings.
• Close working relationship with VP in facilitating national chain programs/activity in the Southeast.
• Insure we meet all respective chain deadlines and category reviews.
• Utilize data (VIP, Nielsen, distributor internal data) to identify opportunities and address issues.

Pricing: Full responsibility for pricing for all brands including all aspects of the value chain (distributor/retailer).

• Maintain up to date price structures for all brands in all states.
• Understand revenue growth opportunities and price optimization.
• On-premise: building brand distribution, visibility, and increasing rate of sale in bars, restaurants, casinos, country clubs, stadiums, etc.
• Identify and manage multi-unit on premise local opportunities.
• Establish relationship with very top on premise accounts.
• Work with marketing to provide and develop programs including POS, samplings, events, etc