JOB TITLE: DIRECTOR, BUREAU OF BUSINESS DEVELOPMENT, PLCB

JOB CODE: 02388

DEFINITION: This is responsible administrative work planning and directing the outbound sales and marketing activities of wholesale business for the Pennsylvania Liquor Control Board (PLCB).

The employee in this job is responsible for directing and evaluating all outbound sales activities for large scale licensees and licensed retailers. Work includes developing, directing, and overseeing all policies and procedures for business development and relationship management activities within the bureau. Work includes reviewing and analyzing various activity and forecasting reports in conjunction with establishing sales goals and profit growth targets; overseeing and directing activities with internal and external stakeholders in order to coordinate wholesale business activities; directing and overseeing sales promotions; and ensuring the proper allocation of resources in order to maximize profits. Work also includes reviewing and analyzing business trends and seasonal sales spikes and making respective adjustments to sales forecasts. Work is performed with considerable independence and is reviewed by an executive 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 the servicing of accounts and relationship management for all large scale customers.

• Establishes all policies and procedures for outbound sales activities.

• Directs the integration of customer purchasing policies and procedures with PLCB policies and procedures.

• Reviews sales activity reports to ensure appropriate follow up activities are occurring.

• Directs the promotion of various sales incentives and special offers.

• Reviews the integration of Supply Chain, Marketing, and Operations in order to identify gaps in service.

• Reviews sales history and data trends in order to establish periodic sales goals and sales forecasts.

• Directs and reviews all travel activities for the Bureau.

• 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 principles and practices of public administration.

• Ability to analyze policies and procedures.

• Ability to communicate effectively orally.

• Ability to communicate effectively in writing.

• Ability to establish and maintain effective relationships.

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

• Six years of professional experience in outside sales or wholesale buying experience, and a bachelor’s degree;

or

• An equivalent combination of experience and training.