JOB TITLE: DIRECTOR, BUREAU OF WHOLESALE OPERATIONS, PLCB

JOB CODE: 02387

DEFINITION: This is responsible administrative and managerial work directing the sales, marketing, and customer service activities for wholesale business in the Pennsylvania Liquor Control Board (PLCB).

The employee in this job directs the strategic planning, policy development, and coordination of wholesale and licensee customer support activities for the PLCB. Work involves directing external sales engagement and marketing activities of the PLCB’s wholesale business, and developing and revising policies related to business development, relationship management, and wholesale operations. Work includes developing, implementing, and administering sales and service initiatives for wholesale business and directing the PLCB’s Licensee On-line Order Portal (LOOP) functions. Supervision is exercised over professional and technical staff. Work is performed with considerable independence and is reviewed by an administrative supervisor through conferences and reports for overall program effectiveness and adherence to Commonwealth laws and PLCB regulations and policies.

EXAMPLES OF WORK: (NOTE: The examples of work are representative of the work, but every position classified to this job may not perform all examples of work listed. Conversely, this is not an all-inclusive list of work examples.)

• Directs sales and service activities for the PLCB’s wholesale and licensee business.

• Advises executive staff on wholesale operations matters and the servicing of licensees and licensed retailers.

• Directs the development of policies and procedures for wholesale operations.

• Directs the development of external business partnering with large scale licensed retailers.

• Establishes wholesale sales goals and directs the implementation of strategic wholesale sales initiatives.

• Directs the analysis of business trends and seasonal sales spikes to make respective adjustments to sales forecasts for wholesale customers.

• Establishes and reviews policies and procedures affecting the operation of on-line portal-based sales for licensees and wholesale buyers.

• Reviews the integration of internal stakeholders to identify gaps in service.

• Evaluates wholesale sales program performance and implements corrective actions when necessary.

• Analyzes various activity and forecasting reports to establish sales goals and profit growth targets.

• Directs and oversees sales promotions for wholesale customers.

• Directs relationship management activities for wholesale customers and professional associations of licensees.

• Performs the full range of supervisory duties.

• The employee in this job may participate in the performance of subordinates’ work consistent with operational or organizational requirements.

• Performs related work as required.

ENTRY LEVEL KNOWLEDGES, SKILLS, AND ABILITIES:

• Knowledge of the principles and practices of sales activities and behaviors.

• Knowledge of the principles and practices of retail business operations.

• Knowledge of the principles and practices of customer service.

• Knowledge of the use and functionality of enterprise resource planning software.

• Knowledge of the use and functionality of Microsoft Office Suite software.

• Knowledge of the principles and practices of employee supervision.

• Ability to analyze and interpret policies and procedures.

• Ability to communicate effectively orally.

• Ability to communicate effectively in writing.

• Ability to establish and maintain effective working relationships.

MINIMUM EXPERIENCE AND TRAINING: (NOTE: Based on the Entry Level Knowledges, Skills, and Abilities)

• Six years of professional experience in business or supply chain management that includes two years of supervisory experience, and a bachelor’s degree;

or

• An equivalent combination of experience and training that includes two years of supervisory experience in business or supply chain management