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

**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 this as a basic call plan
- Manage the collection of outstanding monies

**_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 - _**_E_ _nd of year reporting.**Core Values**:

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

**Stock Control**:

- Management of car stock and sample account

**_Measures - _**_C_ _ar stock and sample account inventory par 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 - _**_N_ _umber 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.**Internal contacts**:Sales Manager, State Sales Manager, key account customers,

internal sales support & administration staff, warehouse support staff.

**External contacts**:External Customers.

**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