Regional Sales Manager - FL & SC

Phillips Distilling Company is seeking a full-time Regional Sales Manager to cover the Florida and South Carolina markets. This role offers competitive compensation, annual bonus potential, development opportunities, and a comprehensive benefits package.

About the role

The Regional Sales Manager develops, manages, and maintains business relationships with Phillips Distilling Company distributors to meet or exceed regional and business objectives. This role drives depletion growth, expands distribution, and builds brand presence across on-premise and off-premise channels in the assigned territory.

Responsibilities

• Distributor Management & Business Planning
  • Partner with distributors to build plans, budgets, and forecasts to deliver revenue and profit targets.
  • Conduct monthly and quarterly business review (QBR) meetings with distributors and key accounts to review performance against KPIs, depletions, distribution, and programming objectives.
  • Manage relationships with key state distributor personnel, including State VPs, Market Leads, Portfolio Managers, and Chain Leads.
  • Assess distributor execution, progress against financial performance objectives, and all key performance indicators (KPIs).
  • Influence distributor stakeholders without direct authority to achieve business results and objectives.
• Sales Execution & Channel Development
  • Build programming to achieve qualitative and quantitative sales goals, including depletions, points of distribution, velocity, and KPI targets.
  • Off-Premise: Drive distribution, display execution, and shelf strategy for priority brands across retail, chain, and independent accounts (liquor, grocery, convenience, etc.).
  • On-Premise: Develop and maintain new volume opportunities, including placements, spec list improvements, menu features, promotions, and well placements.
  • Build and enhance key regional and independent account relationships to capture share in must-win channels and outlets.
  • Support key account calls and chain-level activations across the territory, coordinating with regional account managers where applicable.
• Planning, Programming & Communication
  • Develop monthly, quarterly, and yearly plans, including incentives, key account programs, brand launches, display drives, and focus weeks.
  • Plan and update quarterly calendars and programming to maintain focus during key selling periods.
  • Communicate consistently and clearly on inventory, pricing, upcoming programs, company direction, priorities, and incentives.
• Training & Market Development
  • Conduct informative general sales meetings to educate distributor sales teams on company brands, plans, and programs.
  • Provide monthly sales training and communication to distributor sales forces on market, category, and brand trends, as well as sales tactics and techniques.
  • Conduct distributor ride-alongs, field visits, and market calls to ensure in-market execution.
  • Ensure distributors maintain adequate inventories of point-of-sale (POS) materials to fulfill all sales and marketing programs.
• Financial & Analytical Management
  • Develop a comprehensive understanding of all price components, including cost-of-goods, FOBs, distributor margins, and retail pricing.
  • Prepare reliable forecasts and manage advertising/promotion and travel and entertainment (T&E) spend within budget.
  • Maintain positive budget positions and ensure all brand spending for the assigned region remains within annual budget.
  • Monitor pricing accuracy, inventory health, and forecast inputs in partnership with Sales Operations.
  • Share market intelligence, competitive feedback, and consumer insights with leadership on an ongoing basis.
• Compliance & Systems
  • Utilize company systems, including CRM, expense reporting, marketing and product brand resources, analytics, and depletion/market data tools.
  • Stay current with all federal, state (Florida and South Carolina), and local laws and regulations governing the beverage alcohol industry; ensure all efforts and sales activities are in compliance.
  • Ensure compliance with all chain account initiatives, including proactive program management and reporting.
• Perform all other duties as assigned.

Requirements

• Bachelor’s degree in sales, marketing, or related field.
• 5+ years of sales management experience within the distilled spirits industry.
• Hands-on execution experience at the three-tier distribution level and account level.
• Demonstrated success in developing and managing distributor partnerships to maximize results.
• Strong knowledge of spirits, route-to-market logistics, and the three-tier distribution system.
• Ability to lead through influence, motivate, and guide distributor sales teams and cross-functional partners without direct supervisory authority.
• Strong analytical, communication, negotiation, and presentation skills.
• Ability to prepare and manage a budget, including forecasting and expense management.
• Highly energetic, creative, and self-motivated, with the ability to work both independently and within a larger group setting.
• Computer/technology proficiency, including email, Word, PowerPoint, Excel, and CRM systems.
• Valid driver’s license with adequate insurance coverage and the ability to be insured.
• Must be 21 years of age or older.
• Ability to work and participate in an environment that expects all employees to support wellness, safety, quality, and environmental responsibility.

Preferred Qualifications

• Existing relationships with Florida and South Carolina distributor personnel and key accounts.
• Prior experience as a Regional Sales Manager in the beverage alcohol industry.
• Chain account and key account management experience.
• Experience using syndicated/market data tools (e.g., Nielsen, VIP) and depletion data platforms.
• Spirits education or certification (e.g., WSET, CSS, CSW, or equivalent).
• Familiarity with Florida and South Carolina’s beverage alcohol regulatory landscape and market dynamics.

Schedule

• This is a remote, home-office-based role. The candidate must reside in or be willing to relocate to the assigned territory in Florida.
• Up to 50% travel within the assigned geographic area, including occasional overnight travel, evening, and weekend work as required.
• Extensive driving to visit accounts, conduct work-withs, and attend distributor meetings.

Pay

Starting pay range: $110,000 – $130,000 annually. Where a candidate falls within the pay range will vary based on geographic location, education, skills, and experience.

Benefits

• Health Benefits: Medical, dental, and vision plans to meet individual/family needs.
• Financial Well-being: 401(k) retirement savings plan with company match, flexible spending accounts (FSAs), and health savings accounts (HSAs).
• Income Protection: Employer-paid life insurance, accidental death & dismemberment (AD&D) insurance, short-term disability, and long-term disability coverage.
• Paid Time Off: 9 paid holidays, annual PTO accrual, bereavement leave, and parental leave.
• Additional Voluntary Benefits: Options for supplemental life insurance, critical illness, and accident insurance.
• Wellness Program: Incentives and resources to support physical and mental well-being.
• Employee Assistance Program (EAP): Confidential access to counseling, financial & legal planning, estate planning, wellness resources, and more.
• Bonus Potential: Annual bonus opportunities based on individual and/or company performance.

Specific details, including eligibility criteria and plan options, will be provided during the recruitment/onboarding process.