Area Sales Manager - Off-Premise, Chain

Description

Join the Frank Beverage Group Family of Companies! Frank Beverage Group is a family-owned and operated beer, wine and spirits distributor who stands for quality, excellence & a classic yet transformational brand that our customers can count on year after year. We hire exceptional people who will lead & make learning part of their own career journey. From distribution to marketing, from sales to service, inspiration can be found in many of our career positions.

Frank Beverage Group offers a great working environment & benefit programs to full time employees:

Great work and social environment

Paid Time-Off

Health Insurance

Dental Insurance

401k Savings Plan

Company Paid Life, Short Term and Long Term Disability Insurance

Flexible Spending Benefits

And more!

Beer Capitol in Sussex, WI now hiring for an Area Sales Manager.  The Area Sales Manager works directly with sales representatives and retailers to grow sales, and expand product placement in off-premise channels in assigned territories. 

Responsibilities:

1. Works with and monitors sales representatives on a daily basis on sales performance including stock rotation, product facing, code date, pricing, POS placement, display activity, cold and shelf position, features, menus, backbar placements, customer service and other assigned responsibilities. Interacts and may oversee merchandising. 

2. Assigns (distribution/revenue) goals to sales representatives and works with team to achieve sales goals. 

3. Assists in leading and actively participates in sales meetings and product presentations; conducts individual breakout meetings with team members. Establishes, builds and maintains relationships with key internal and external stakeholders including retailers and suppliers. 

4. Works the key on- or off-premise accounts, developing relationships and building brand presence and sales in an assigned area. 

5. Secures and expands distribution in an assigned trade channel by setting benchmarks and calling on accounts both independently and with sales representatives.

6. Coaches, trains, develops and motivates sales representatives to achieve monthly priorities, quarterly revenue goals, and distribution and feature/promotion goals.

7. Reviews monthly on- and off-premise team priorities and objectives to identify opportunities, underperforming accounts or potential loss of sales within an account.

8. Works with brand managers to execute brand sales and promotional plans.

9. Works with supplier representatives and leads team in the achievement of supplier goals.

10. Provides consistent and regular communications to external and internal stakeholders including sales leaders, sales teams, suppliers, and other internal departments.

11. Understands competitive landscape and products, competitive sets, go-to market strengths, pricing, and overall knowledge of competitive environment and industry trends.

12. Monitors competitive pricing and general price increases in the trade and escalates to stakeholders. Executes pricing surveys upon request. 

13. Reviews and communicates monthly promotions including incentives and merchandising with sales teams. 

14. Reviews and approves team expense reports. 

15. Maintains in-depth knowledge of sales compensation plans and communicates plans with sales team. 

16. Follows up on all customer complaints in close coordination with Sales Director to ensure problems are solved and to prevent reoccurrence.

17. Provides on-the-job training in selling skills, product rotation, merchandising, customer service, personal appearance, and other common affiliated skills. 

18. Works on special projects assigned by management.

19. Maintains professional and industry knowledge by attending educational workshops; reviews industry and professional publications; establishes personal networks and participates in industry events. 

20. Participates in management and sales planning meetings to review and discuss company and division strategic goals and best practices and cascades relevant information to team members. 

21. Identifies opportunities for sales process improvement and facilitates an organization of continuous process improvement. 

22. Provides sales route coverage for sales representatives as needed for PTO or other scheduling needs. 

23. May participate in chain headquarters calls. 

24. Monitors chain stores sales team's execution following a features advertisement to ensure displays and appropriate POS are properly positioned.

25. Consults with space planning team, reviews plans and participates in shelf resets.

26. Sells, merchandises, and builds displays. 

Requirements

 Knowledge, Skills and Abilities: 

1. Attention to detail

2. Good planning and organizational skills

3. Excellent verbal and written communication skills

4. Polished sales and presentation skills

5. Intermediate computer knowledge & skills 

6. Proficient in the use of basic and custom reporting of eoStar, route accounting software program and other industry applications; Basic eoStar knowledge, conduct inventory, navigate pricing, deal structures and submit orders and intermediate knowledge including tips, shortcuts available tools, functionality and reviewing sales history

7. Ability to direct and manage multiple priorities

8. Knowledge of business and management principles and leadership techniques

9. Able to handle change on-the-go

10. Results driven, energetic and proactive

11. Ability to coach, train, motivate, and influence others; demonstrated ability to develop and lead a team of people

12. Analytical skills

13. Ability to handle adversity and pressure

14. Knowledge of sales techniques and tactics including required steps of a sales call - PROFIT

15. Professional composure

16. Strong collaborations skills, demonstrated ability to balance the competing needs of various stakeholders

17. Ability to make decisions timely with appropriate amount of information available

18. Negotiation Skills

19. Maintains expert level knowledge of product portfolio and promotions

20. Knowledge of supplier quality assurance standards

21. Knowledge of supplier marketing guidelines and appropriate use of brands in displays and partnerships

22. Familiarity with key state and federal regulations governing alcohol distribution services such as legal drinking age, licensing, use of free goods and outdated product replacement.

23. Knowledgeable about assigned market; 1+ years' experience working in assigned market (preferred) 

Qualifications:

1. High School diploma or equivalent (G.E.D) required; Bachelor’s degree in related field preferred

2. Three years of On or off-premise experience and previous sales experience within the beverage industry preferred

3. Experience in the Consumer Product Goods (CPG) industry is preferred

4. Management experience preferred

5. Industry Professional Certifications Preferred

6. Off-Premise: Off Premise Sales Experience is preferred

7. Off-Premise: Understanding of category management preferred

8. On-Premise:  On Premise sales experience is preferred

9. A valid driver’s license, proof of insurance and reliable transportation 

10. Ability to acquire and maintain necessary liquor sales persons permit

11. May need to work evenings, weekends and holidays as necessary 

 Physical Demands: 

1. Must be able to lift, carry, push and pull up to 40 pounds on a regular basis and up to 160 pounds on an occasional basis

2. Ability to crouch reach and grasp

3. Ability to sit in car for extended periods 

We offer a professional, safe and friendly work environment as well as a comprehensive benefits package and competitive pay structure.

Frank Beverage Group is proud to be an Equal Employment Opportunity/ Affirmative Action Employer.