Senior Field Sales Manager, Southern California

Senior Field Sales Manager, Southern California

Mark Anthony Group is an entrepreneurial drinks company, built from the ground up by thinking differently, innovating and doing the unexpected. Our company is rooted in family values, a bold vision and relentless determination to continuously raise the bar and make a positive difference in consumers' lives. Founded in 1972, we've grown organically from a one-person import wine business into an international drinks company whose hallmarks include a portfolio of luxury wineries and iconic beverage brands, including White Claw® Hard Seltzer, Mike's Hard Lemonade, Cayman Jack and Más+ by Messi™.

Managing all aspects of MABI brands in the assigned market as well as oversee and implement distributor planning, programming, and account execution in driving sales growth. Leading a sales team and maintaining strong relationship with key stakeholders. Ultimately responsible for delivering the annual sales plan in the given market and acting as the conduit for all distributor functions relating to the Company business.

Accountabilities:

• Team Leadership: to lead and manage a team of Field Sales Managers, providing guidance, training and support to ensure they meet their individual and collective sales goals.
• To achieve and exceed sales targets by developing and implementing effective sales strategies within their territory or region.
• Territory Management & Market Analysis: Effectively manage the allocation of sales resources and coverage to optimize sales efforts. Analyze market trends to ensure an effective sales strategy.
• Manage the budget for the sales team, ensuring efficient allocation of resources for promotional activity, events and other sales initiatives.

Key Metrics & Financial Targets:

• Growth is 50%: ABP volume ex-innovation, ABP volume innovation and deliver investment plan
• Execution is 40%: Deliver ABP PODs ex-innovation and Deliver ABP PODs innovation
• Share is 10%: Grow WC share of Seltzer, Grow Mike's share of FMB, Grow Cayman share of FMB, and Grow MABI share of Flavor

Own:

• Meeting and exceeding sales targets and revenue goals set for their territory.
• Developing and execution of sales strategies
• Budget ownership for their territory, includes allocating resources for marketing and sales activities.

Influence:

• Extends to a wide range of areas, such as: Sales Strategy execution, team Performance, Customer Relationships, Budget Allocation, Sales Targets, and Product Placement collectively contribute to the success company's sales and revenue growth. Their ability to make informed decisions and collaborate effectively with teams and stakeholders is crucial.

Veto:

• Major promotional activities or marketing campaigns
• Budget Allocation within their region on how funds are allocated for marketing, sales, and other activities

Critical Relationships:

• Growth Strategy and Insights Division
• Regional Pricing & Marketing
• Supply Chain & Logistics
• People Operations
• ABP Planning and Incentive Programming
• Territory Budgets
• External Suppliers & Distributors

Skills Needed To Be Successful:

• Combination of interpersonal, leadership, analytical, and industry-specific skills is essential
• 5+ years of sales management experience; lead, motivate, and manage a field sales team effectively is essential for achieving regional sales objectives.
• 3+ years' experience working with distributors/wholesalers
• 3+ years' experience in beverage category

Compensation:

Compensation offered to prospective Team Members has taken internal equity into consideration and can vary depending on a positions' location. The final agreed upon wage may vary based on the job-related knowledge, skills, and experience of the individual.

• Competitive annual salary from $130,000 to $165,000, based in California
• Bonus plan designed to recognize company performance and individual contributions
• Comprehensive health and welfare benefits
• Company matching 401(k) contributions
• Paid time off including annual leave, paid sick time and holidays
• Extensive opportunities for training, development, and career growth

At Mark Anthony, we exist to Unearth the Extraordinary:

Our Purpose is not just a statement; it is a call to action that binds us together and ignites our passion for making a difference. It is the driving force behind why we do what we do every single day, connecting our global organization across all business units, roles, and locations. We are:

Best in Our Craft We set the standard with a pursuit of excellence that can be found in everything from our products and processes to our plants and people.

Ambitiously Curious We stay curious, dreaming big and navigating the unknown with an enduring belief in better.

Made With Humility We bring humility, authenticity, fun, and support to every collaboration and celebrate wins as a team.

Daringly Disruptive We disrupt the status quo, moving fast to seize opportunities and acting scrappy to stay ahead of industry giants.