State Manager, TX/LA/AR

About Mexcor

Established in 1989, Morales Capital Group, includes companies such as MBG, Mexcor International, MFI, Globalternative Solutions, VivaVerse, and Viva Center. Headquartered in Houston, Texas, it is a family-owned, multi-generational importer & distributor of alcohol beverages. Founded by Celia Villanueva and joined by her son Eduardo Morales in 2014, MCG has grown to be the 3rd largest alcohol beverage distributor in Texas, the 4th largest spirits distributor in Florida and 6th in California. MCG has cultivated and established a network of partnerships with over 140 regional distributors and controls states, resulting in a presence in all 50 states in the US. MCG offers a carefully curated, diverse portfolio of top-quality brands sourced from around the world and strives to provide exceptional levels of service to its business partners.

Job Description

The State Manager, TX/LA/AR reports to the Director, West Region and is responsible for leading and overseeing sales operations within the assigned states. Key duties include delivering annual revenue/volume goals, developing and achieving KPI goals, leading key multi-outlet customer relationships, supporting distributor management, training and educating key stakeholders, utilizing information systems, executing tactics aligned with brand strategies, and maintaining fiduciary responsibility.

Mexcor Values

- All-In: Being Accountable; If it's to be, it's up to me. - People: Growing and building partnerships within a family dynamic. - Future Thinking: Innovative and disruptive in our approach.

Duties and Responsibilities

• Deliver annual revenue/volume goals for the assigned states
• Develop and achieve KPI goals, monitor YTD and MTD progress
• Lead by example - own key multi-outlet customer relationships and business plans to create results that exceed market trend
• Support Sales Director with Distributor Management in assigned states when/where applicable
• Train & educate key external stakeholders on brand propositions, brand standards, and priority sales drivers while ensuring teams understand tools-resources available to enact said direction
• Utilize information systems in support of fact-based selling stories, to measure performance, identify opportunities for growth, and evaluate impact of spends/initiatives
• Execute tactics that align with Brand strategies, Customer initiatives, and Shopper-consumer insights
• Fiduciary responsibility - stay within brand case rate budgets and adhere to expense policies
• Be a change agent: entrepreneurial, a thought partner, problem solver
• Collaborate with cross-functional teams including sales, marketing, and operations to ensure alignment to drive business objectives

Competencies

• Customer Focus: Actively seeks to understand customer needs and perspectives. Ensures that the voice of the customer is considered in decision-making. Builds lasting customer relationships to drive satisfaction and loyalty.
• Business Acumen: Understands market trends, competitive landscape, and business strategies. Uses this knowledge to identify opportunities and drive profitable growth. Balances short-term and long-term business objectives effectively.
• Strategic Agility: Anticipates future trends and their implications for the business. Quickly grasps new concepts and can pivot strategies when necessary. Is comfortable with ambiguity and able to make informed decisions amidst uncertainty.
• Influence and Persuasion: Skilled in presenting ideas and convincing others to adopt them. Can effectively communicate the value proposition of products and services, leading to successful sales outcomes. Builds consensus and inspires action across different levels of the organization.
• Results Orientation: Focuses on achieving key business outcomes and targets. Demonstrates a strong drive for results by setting high-performance standards and working diligently to exceed them. Continuously monitors performance metrics and adapts strategies to ensure success.

Behavior & Communication Expectations

• Collaborate with peers and the VP to strategize issues that disrupt goal achievement
• A high level of professionalism and confidentiality is crucial to this role
• Establish and maintain effective working relationships with staff, department leaders and executive leadership with the purpose of being approachable at all times, being known as a trusted resource for knowledge and guidance
• Desire to deliver excellence – Always looking for the very best product in what we do
• Living Above the Line – Exhibiting ownership, accountability and responsibility
• Engaged – Ensuring we all care about MBG and the work we do, from the top - down
• Responsive – We do what we say in a timely manner
• Respected – As professionals, we are known for accuracy in all we say and do
• Confident – Trust in our ability to be successful and make good decisions

Physical Requirements

• Sitting and typing/keyboarding using a computer (e.g., keyboard, mouse, and monitor) or mobile device for a considerable amount of time
• Walking, bending, reaching, standing, squatting, and stooping
• Requires lifting/lowering, pushing, carrying, or pulling up to 45 lbs.
• Requires driving daily to and from customer accounts within assigned territories

Qualifications

• 5-7+ years industry experience managing wholesalers-brokers and On/Off Premise customers
• Supplier experience a bonus
• Proficient and professional use of systems to perform duties and responsibilities including the ability to build and structure customer presentations and product proposals
• Able to analyze and understand data/information while communicating effectively and clearly to a tailored audience in a fast-paced, results-driven environment
• Commercial financial understanding and acumen
• Able to take responsibility for own actions and results; commits to providing a consistently high level of service to customers, suppliers, colleagues, and management
• Able to be nimble in ambiguity; be open to change; embrace innovative ideas
• Able to travel as needed and maintain a valid and current driver’s license
• Driving record must be within MVR policy guidelines throughout employment
• Must be able to pass a background and drug screening for hire and randomly throughout employment