Manager, Exports

Posted Tuesday, October 29, 2024 at 4:00 AM

#BeExtraordinary

At Andrew Peller Limited (APL), our mission is to be Canada’s #1 branded wine and craft beverage company by delivering the perfect brand experience for every lifestyle and occasion. Through our commitment to excellence, honouring our roots, owning it, fostering belonging and driving to succeed, we inspire teammates to be extraordinary every day.

Who We Are

We are one of Canada's largest and oldest wine companies with a rich heritage in quality winemaking. We produce some of Canada's most recognized brands and offer our teammates a challenging and rewarding employment experience.

We are hiring a Manager, Exports who will oversee and manage all aspects of the company’s wine export operations. Develop and implement strategies to expand market reach, manage relationships with international clients, ensure compliance with export regulations, and optimize logistics to enhance efficiency. The Export Manager will work closely with sales, marketing, and production teams to maximize global sales opportunities and achieve revenue and profitability targets.

Prior experience in supporting global channels (Duty Free, eComm and on-and-off premise) across all markets including Canada Duty Free, EU Domestic, US Domestic and Duty Free, Asia Domestic and Duty Free, Airlines and Cruise Ships. Wine or alcohol industry experience is an asset but not necessary. The product portfolio includes all APL brands (ON and BC) from value to ultra-premium, with a focus on Icewine and Whisky.

Hybrid role between virtual home office and our Oakville office with approximately 20% travel.

What we offer

• Flexible work environment
• Strong stable Canadian company
• Competitive pay and total compensation
• Ongoing mentorship and development opportunities
• Exciting industry and strong senior leadership and executive team.

Details of the Role

• Negotiate agreements/contracts with customers and partners: distributors, agencies, key accounts and supply chain.
• Develop and manage the sales and marketing plans, supply chain process, and commercial relationship with all distributors, key accounts, and e-Comm channels.
• Expand listings/placements, submit RFPs and develop new business through new account and distributor acquisition.
• Support Top 2 Top meetings with GM/VP/Director level counterparts at our key customers.
• Contribute to building Export’s annual business plan and budget by trade channel and region for all customers and distributors.
• Implementation of the department’s five-year strategic plan and forecasts.
• Identify and explore new international markets.
• Develop and implement strategic sales plans to increase market share in targeted regions.
• Work with Demand Planning and BI Teams to develop short and long-term forecasts by SKU, trade channel and region.
• Lead cross-functional partners (Finance, Logistics, Supply, Demand, BI, IT, Marketing) to act on new market opportunities.

Regulatory Compliance

• Ensure all export activities comply with international trade regulations, customs requirements, and local laws.
• Stay up to date with international regulations affecting the export of alcoholic beverages, including labeling, packaging, and certification requirements.
• Coordinate with legal and regulatory teams to manage documentation, permits, and certifications needed for export.

Finance

• Export P&L accountability; develop and track annual plans and performance for revenue, trade spend and SG&A.
• Scenario planning and feasibility for new business opportunities.
• Manage global pricing strategy for APL portfolio; creating unique pricing/margin models for each market and channel.
• Monitor and analyze sales performance, preparing regular reports for senior management.
• Responsible for interpreting monthly P&L statements and responding to discoveries.

Marketing and Trade Marketing

• Develop and execute promotional plans for directly managed customers and provide guidance and sign off (as required) for plans for indirectly managed customers.
• Collaborate with the marketing team to develop promotional materials tailored for international markets.
• Direct designers and builders to create custom retail shops/displays.
• Recommend and organize APL’s participation in global trade shows, new launch programs and promotional events.
• Work with external vendors (graphic designer, printer) to create market-specific POS: video, sell sheets, shelf talkers, pricing stickers, backer cards, market-specific labels, etc.
• Lead and develop the export team, providing training, guidance, and performance feedback.
• Collaborate with internal teams, including sales, production, and marketing, to align export activities with overall company goals.
• Act as the main point of contact for international clients, providing exceptional customer service and support.
• Establish clear individual goals and priorities for the team through the PDR process; provide ongoing coaching and support.

Logistics & Operations

• Manage the logistics of wine exports, including shipping, transportation, and warehousing.
• Work closely with supply chain and production teams to ensure timely fulfillment of orders and quality control.
• Optimize processes to minimize shipping costs and transit times while ensuring product integrity.
• Monitor market trends, competitor activities, and consumer preferences to develop and execute strategies to grow distribution, velocity and market share.

Reporting Relationships

• Reports to: Director, National On-Premise & Export
• Direct reports (2): International Sales Coordinator & International Sales Representative
• Directly manage the performance and development of brand ambassadors/samplers (6 permanent, 6-8 occasional).

Key Performance Indicators

• Achieve sales, distribution, revenue, gross margin and EBITDA targets.
• Executing strategic plan for Export.
• Execution of sales and marketing initiatives.
• Adhere to revenue and expenses budgets.
• Growth and development of Export teammates as indicated in their Development Plans.

What you Bring

• Bachelor's degree in International Business, Marketing, Business Administration, or a related field.
• Wine and spirits knowledge an asset.
• International experience and ability to work cross-culturally.
• At least 5 years of experience in export management, preferably within the wine, beverage, or FMCG industry.
• Strong commercial skills (key account management, sales, marketing, finance) and a track record of achieving sales and distribution targets.
• In-depth knowledge of international trade regulations, especially for alcoholic beverages.
• Proven track record of successfully expanding into new international markets and achieving sales targets.
• Strong negotiation, communication, and relationship-building skills.
• Ability to work independently and manage multiple projects simultaneously.
• Proficiency in a second language (e.g., French, Spanish, Mandarin) is a plus.
• Willingness to travel internationally as needed.
• Strategic thinking and market analysis.
• Sales and negotiation skills.
• Regulatory and compliance knowledge.
• Team leadership and collaboration.
• Problem-solving and decision-making.
• Motivated, self-starter.
• Strong organizational and project management skills.

We are conducting an internal and external search simultaneously. We wish to thank all applicants for their interest; only those applicants selected for an interview will be contacted.

Accommodation:
Andrew Peller Limited is committed to meeting the needs of persons with temporary and/or permanent disabilities in a way that allows them to maintain their dignity and independence. We are happy to discuss any need for accommodation in the workplace and will make an effort to meet those needs in a timely manner by preventing and removing barriers to accessibility in the areas of information, communications, and employment. If you require an accommodation to apply or interview for a position, please email people.culture@andrewpeller.com.

Equal Opportunity Employment:
At Andrew Peller Limited, we are committed to creating and celebrating a culture of Diversity, Equity, Inclusion and Belonging. We are an equal opportunity employer committed to ensuring every person has a right to equal treatment with respect to employment without discrimination or harassment because of race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, record of offences, marital status, family status or disability.