Business Unit Manager - Drew Estate

Summary

The Business Unit Manager is responsible for planning and directing the sales unit of an assigned region.  The BUM will create and implement strategies to reach sales targets as identified by Senior Leadership. The position will focus on the leadership, development, and engagement of staff to ensure strategic goals are met.  It requires the ability to inspire and motivate teamwork and individual growth and improvement and to drive a culture of accountability.

This position will cover the geographic area of North Carolina, South Carolina, Florida, Georgia, and Alabama. The candidate must be willing to live in or relocate to one of the following major, metropolitan markets in the region: Atlanta, GA, Charlotte, NC, Orlando, FL or Miami, FL (home market and geography can change based on the needs of the business).

This position requires extensive travel (at least 50% of the time) to customer account sites, company meetings, and events within the US.  

Reporting Relationships

The Business Unit Manager reports to the Director of Specialty Retail.  This position supervises a team of Territory Managers, and/or Regional Accounts.  This position may also supervise a Retail Specialist.

Essential Roles & Responsibilities

Team Management (30%)

• Lead, train, monitor and motivate team to increase revenue; supervise and provide feedback on employee performance
• Work with Sales Management Team to ensure consistent application of practices, information, and techniques
• Other duties as assigned

Business Unit/Account Strategy (20%) Establish strategy for Business Unit based on overall channel goals and objectives

• Meet or exceed sales quotas as determined by the Channel Director; monitor, track all sales activity and results by territory
• Participate in monthly Sales team meetings and provide valuable insight on strategies, trends, and productivity
• Collaborate with other Sales and Marketing staff to provide recommendations and implement new strategies for company growth
• Stay abreast of industry trends and competitive activities

Promotional Development (20%) Develop and execute specific programs, promotions, and campaigns based on company and channel strategies

• Collaborate with Marketing to establish/enhance SSE platform
• Create/implement SSE schedules
• Create and implement sell through promotions at retail
• Participate in events, trade shows, and special company activities.
• Work with Marketing to develop effective strategies for above activities

Relationship Management (20%) Cultivate stronger and more valuable relationships with key account personnel within each territory

• Build and maintain strong, long-lasting customer relationships with TM’s client accounts to establish brand loyalty; partner with customers to understand their business needs and objectives
• Ensure customer satisfaction through direct communication and solicitation of feedback; resolve issues when identified
• Responsible for overseeing all aspects of TMs customer accounts within identified region

Training (10%) Educate team and customers about our brands and go to market strategies

• Training new employees on policy, procedures, routing, time management, reporting, and other duties as assigned
• Educating team members on brands, SSE’s, sell through promotions, and customer programs
• Educating customers on brands, SSE’s, sell through promotions, and customer programs

Skills & Attributes  

• Exceptional, demonstrated consultative sales skills
• Ability to craft a solution with services that meets business goals based on client discussions
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C level and other decision makers
• Demonstrated experience directly leading sales teams, with an impeccable ability to impact and influence through a collaborative approach
• Strong leadership, business acumen and strategic agility to be able to plan, lead, and drive change in the organization while meeting or exceeding business objectives
• An effective, persuasive speaker and writer who can communicate effectively with both internal client management and external client groups
• A self-starter, confident in his/her abilities, self-motivated and able to work effectively with little supervision
• Ability to multitask and prioritize in a fast-paced environment
• Ability to provide reports with statistical analysis
• Knowledge of MS Office Suite (Excel, Outlook, Powerpoint, Word, etc.)

Education & Experience

• Bachelor’s degree in Business Administration, Marketing or equivalent preferred
• Minimum 5 years sales experience with customer relations and portfolio management; cigar industry preferred
• Management experience preferred

Drew Estate’s Core Values

1. Trust and Respect

• Does not ascribe malintent to others.
• Does not cultivate a culture of fear nor engage in retribution towards others.
• Maintains confidences.

2. Accountability and Integrity

• Follows through on one’s commitments.
• Takes personal responsibility for one’s actions, behaviors, comments, & results.
• Does not blame others or throw others under the bus.

3. Collaboration and Teamwork

• Works with others to solve problems and achieve outcomes in a constructive manner.
• Engages rather than fights or flees when interacting with others.
• Seeks to understand before seeking to be understood.

4. Self-Awareness

• Is aware of the impact that one’s interpersonal style has on others.
• Avoids and eliminates the drama.
• Maintains grace under pressure.

5. Communication

• Communicates respectfully – no personal attacks, disparaging language, or snarky tone/attitude.
• Provides constructive feedback to others.
• Goes directly to the source for information and explanations.

6. Innovation

• Teaches and inspires others to develop new ideas without fear of retribution.
• Disrupts the status quo in a constructive manner.
• Contributes knowledge / skills that enable the company to generate breakthroughs.