Log In
Sign Up
Job Overview
As State Manager, you will report to the Director of Sales & Marketing, working with wholesaler partners to drive sales growth and build brand presence across Georgia. This position focuses on off- and on-premise sales, with an emphasis on growing key accounts, fostering wholesaler partnerships, and building direct relationships with customers. You will lead strategic initiatives, oversee market execution, and ensure Oxbow Rum stands out as a leader in the industry.
Primary Responsibilities
Wholesaler Management
•Work with the Director of Sales & Marketing to develop and execute an annual operating plan that encompasses financial, volume, and distribution objectives.
•Build and maintain strong relationships across all levels of wholesale management, inspiring and motivating them to achieve established goals.
•Manage assigned budgets, including incentives, branded merchandise, and other departmental expenses, ensuring efficient allocation and spending.
•Set state-level goals and collaborate with wholesalers to develop accurate forecasts and actionable sales plans.
•Conduct regular meetings to evaluate wholesaler performance, offering strategic guidance and corrective plans when necessary.
•Analyze sales data to identify trends, uncover growth opportunities, and adjust strategies accordingly.
•Ensure state sales plans are met, providing realignment strategies as needed to stay on track.
•Oversee pricing strategies, promotional activities, and inventory levels in collaboration with wholesalers to optimize performance.
•Dedicate 2 days per month to office and administrative work.
Sales & Key Account Management
•Dedicate 90% of your time in the field, working alongside wholesaler sales teams and personally engaging in market activities to drive results.
•Manage and grow relationships with regional and national key accounts across both on-premise and off-premise channels, including chains, restaurants/bars, liquor stores, and grocery chains.
•Negotiate pricing and promotional opportunities with key accounts to maximize brand visibility and sales.
•Partner with wholesaler chain managers and chain buyers to develop custom programs that meet account-specific needs.•Provide ongoing product education and training for accounts, wholesaler teams, and field managers.
•Conduct market visits to maximize sales opportunities, support selling efforts, and build relationships.
•Partner with the Oxbow team to support local activations, events, and promotional campaigns.
Qualifications
•Proven ability and experience in the sales, marketing, and promotion of fast-moving consumer goods.
•At least 5 years of sales experience, with a minimum of 3 years in beverage alcohol products.
•Bachelor’s Degree in Business, Marketing, or related field preferred; High school diploma or equivalent required.
•Strong computer literacy, including proficiency in email, Microsoft Excel (or equivalent), Word, and PowerPoint and Canva
•Flexibility to dedicate evenings and some weekends to on-premise visits and special events.
•Comprehensive understanding of the three-tier distribution system and the market landscape
•Excellent interpersonal, communication, and presentation skills, with the ability to build and maintain strong professional relationships.
•Valid driver’s license, reliable transportation, and willingness to travel frequently within the territory (10%-15% overnight travel).
Compensation and Benefits
•Salary Range: $85,000 – $90,000
•Annual performance-based incentives and transportation allowance
•Competitive 401k match, eligible day one of employment, with 100% match up to 4%
•Health Benefits with option for dental and vision
•12 Paid Holidays
•15 days of Paid Time Off, accrued over time and available to use after the introductory period
