Director of Sales

Responsibilities / Essential Functions

Planning & Forecasting

• Establish an annual business plan to meet target volume and profit goals across all Caribbean markets, partnering with Trade Marketing to leverage effective trade programming tailored to tourism-driven and local consumption channels.

• Develop distribution expansion targets at both Country and Account level. Manage execution and delivery

• Develop and execute new country expansion plans

• Develop and execute Travel Retail strategy and plans

• Develop market-specific plans for each country/island, accounting for seasonality, tourism cycles, cruise calendars, and local trade dynamics.

• Monitor plan to performance and develop contingency and gap-closing alternatives as needed.

• Monitor market conditions, currency fluctuations, import regulations, and competitive activity to proactively mitigate issues and capitalize on share and profit growth opportunities.

• Submit updates to plan and forecast throughout the year as needed.

Budget & Pricing

· Responsible for the Caribbean and International P&L

· Work with Finance Team to review pricing strategies to ensure optimal ROI on investment spend.

· Ensure pricing structures are in place to optimize Palm Bay International profitability while managing Distributor margin and maintaining brand integrity and positioning.

· Establish annual budget to support the execution of approved plan.

· Monitors spend and adjust as needed to achieve appropriate profitability.

· Provide operating financial parameters to team and monitor to ensure compliance.

· Manage brand deferred discount levels and tactical budgets to achieve operational leverage.

Qualifications / Requirements

Experience Required

· Ten to Fifteen (10-15) years of alcohol beverage sales experience in progressively responsible roles.

· Fine Wine and Spirits Product and Category Experience

· Plan and host supplier market visits, ensuring high-impact itineraries that strengthen relationships and drive results.

· Demonstrated experience managing the Caribbean and/or Latin American regions, including direct work with island distributors.

· Budget and pricing responsibilities.

Education / Professional Qualifications

· Four year college/university degree with a focus in Business Administration preferred.

· Advanced degree a plus.

Skills – Functional

· Exceptional Sales leadership skills with demonstrated ability to grow a profitable business across diverse markets.

· Strong command of effective Distributor leadership skills, influencing action to meet/exceed the business plan.

· Strong understanding of the alcohol beverage category and a proven ability to successfully manage a growing business through multiple Distributor points of contact.

· Sound understanding of business financials and experience in managing a budget.

· Proven ability to manage distributor teams and execute business plans reflecting year-on-year growth.

· Experience in planning and managing new product launches and supplier market visit planning.

· Familiarity with product sales – ability to develop compelling selling stories to grow distribution and volume sales.

· Analytics – ability to take large amounts of data and mine the key insights that are helpful in developing a compelling sales presentation.

· Ability to manage multiple priorities and experience in working with a multi-brand portfolio.

· Results oriented; thrives in a dynamic; fast-paced environment.

· Ability to work independently across time zones and geographies.

Skills – Technical

· Proficient in Word, Excel, and PowerPoint required.

· Excellent verbal and written communication skills; strong presentation skills.

· Excellent Analytics – ability to take large amounts of data and mine the key insights that are helpful in developing a compelling sales presentation.

· Experience in the utilization of pricing, forecasting and other Sales tracking and monitoring tools

· Bilingual English/Spanish strongly a plus.

Skills – Managerial

· Proven ability to manage a team with strong retention and development results.

· Coach, mentor and develop performance of others to meet standards and drive effective results.

· Cultural agility and emotional intelligence in working with island and Latin American business cultures.

Essential Job Functions

· Must be able to lift 45lbs

· Must be able to travel 40-60% of the work week.

· Must be able to work some weekends and travel overseas for business purposes.

· Must possess a valid passport and the ability to obtain any required visas; ability to travel internationally without restriction is required.

· Must be willing to travel by small/regional aircraft, ferry, and other regional transportation as required by market geography.