Regional Manager

About us

Treasury Wine Estates (TWE) we are proud of our portfolio of brands that have tremendous heritage, rich quality, and a reputation for excellence across the globe. At TWE we are led everyday by our purpose, Boldly Cultivating. We are boldly cultivating value through our brands, wine, people & environment for enriched & joyful communities. 

At TWE we cultivate our teams to be their very best. And in turn, our people push us to make bigger and bolder decisions. Our focus on Boldly Cultivating unites us as a global team – known for the experiences we create for our consumers, customers, partners, suppliers and our people. 

To learn more about our purpose and our renowned portfolio of global brands, click here.

About the role

Market strategy & customer management 

• Work with the Sales Director – SEA & NA and stakeholders to develop and execute Penfolds' strategic plans

• Develop, negotiate and execute Penfolds strategic plan with customers 

• Maintain strong relationships with stakeholders to identify opportunities for growth and brand presence

• Monitor the implementation and measurement of objectives, and provide feedback to maximise learnings

• Build Joint Business Plans (JPB) with priority customers to ensure that the sales plan delivers category growth. Clear points of differentiation to be developed in the JBP to ensure it delivers on the strategic agenda 

• Conduct business reviews to agreed standards focused on business development and category growth  

• Manage strong commercial relationships and facilitate cross functional relationships across marketing, finance, supply & customer service

• Ownership of the P&L including achievement of volume, revenue and profit targets by maximising brand exposure and yield from promotional expenditure

• Deal with all issues regarding customer problems and complaints within your realm of influence.  Take ownership of these issues even when they need to be escalated and follow them through until resolution 

Drive the achievement of key commercial objectives and delivery of KPIs

• Deliver the financials for Penfolds with P&L accountability – volume, NSR, net margin and trade spend budgets

• Deliver on KPO's with key customers based on 

• Identified opportunities for growth based on customer and business needs

• Utilise skills in financial management to maximise ROI for Penfolds in tactical or negotiations with customers

• Oversee all activities related to customers to ensure effective management of trade spend

People leadership, communication & coaching

• Provide a high level of leadership, development and coaching for the team focused on negotiation skills and business acumen 

• Regular communication with the customers about performance, forecast and opportunities and key stakeholders to ensure execution of the plan

• Provide feedback on the effectiveness of execution initiatives to drive volume, share and profitability

• Ensure adequate product knowledge and training to enable effective key account management

Pricing & promotional effectiveness

• Optimise pricing effectiveness (pricing strategy & promotional recommendations) by tier. 

• Deliver promotional activity in accordance with brand strategy 

• Innovate to deliver creative solutions for the customer addressing their needs within TWE framework

Customer expert

• Be the customer expert with a comprehensive understanding of strategies & tactics and communicate these effectively to internal stakeholders.  Focus on the following:

• Customer proposition and differentiation 

• Growth strategies and targets 

• Execution capabilities – to include what we can achieve in store with brand ambassadors

• Customer financial metrics and performance

About you

• Commercial experience preferred

• Eight (8) years in regional management national key account management in wine, alcohol or FMCG 

• Strong negotiation, analytical and financial skills in planning and execution 

• Experience of delivering on customer needs and operating within company strategy

• Strong strategic business focus

• Experience in dealing with dynamic customers & proven track record in negotiation

• Ability to understand, embrace, adapt and capitalise on change

• Strong communication and influencing skills

• Proven record of sales success and delivery to targets

• Ability to lead cross functional internal teams 

It takes all varietals 

At TWE, we proudly celebrate diversity and are committed to being an equal opportunity employer. Our goal is to build a workforce that reflects the diversity of the consumers who enjoy our products. 

All qualified applicants will be considered for employment regardless of age, race, colour, religion, gender identity, national origin, or disability. If you require any assistance to be included in our process, please contact , quoting the job title and reference number.