Area Sales Manager - TN and VA

Tilray Brands, Inc.•Home Office (US-TN), TN

About The Position

The Area Sales Manager drives market growth by working with distributors to manage annual business plans covering volume, retail distribution, and relevant in-market events and promotions. The role represents Tilray’s beverage alcohol portfolio, including SweetWater Brewing Company, Terrapin Beer Company, Shock Top, Breckenridge Brewery, and other Tilray-owned brand families. The preferred candidate is based in Nashville, Tennessee, or the surrounding areas. A car allowance is provided. The Area Sales Manager leads wholesaler and sales team performance, develops core brands and new products, ensures effective in-market execution, and manages budgets and return on investment. The role also completes recurring administrative tasks and provides the VP of Sales with monthly performance recaps and strategies to address gaps against goals.

Requirements

5–7 years of experience in wholesaler management.
3–5 years of sales experience on both the distribution and supplier sides.
3–5 years of experience managing a team to successfully complete goals.

Nice To Haves

Bachelor’s degree preferred.
Candidate preferably based in Nashville, Tennessee, or surrounding areas.

Responsibilities

Lead trimester annual business plan scorecard performance and planning reviews, and oversee monthly wholesaler business review and planning meetings.
Lead the team in meeting agreed performance measures for distribution, depletions, in-market execution, quality assurance, point-of-sale standards, and IMIA budget management and activation.
Oversee wholesaler incentive ROI analysis and use comparative sales data to identify sales and distribution opportunities and set and track attainable distribution benchmarks across classes of trade.
Train the team in effective wholesaler management and oversee strategic growth of core brands.
Drive execution of brand initiatives and coordinate with Marketing and managers on core marketing initiatives and opportunities to convert general-market consumers to Tilray beer brands.
Drive in-market activation and display execution during advertisements, targeting 95% during ads, 50% during TPRs, and 25% for non-ad displays.
Conduct in-market work-withs to develop selling skills and survey execution.
Coordinate with the National Account Manager on market-specific on- and off-premise programs and with the Business Development Director on new-market launches.
Oversee strategic planning and launches of new products, including launch kick-off meetings and monitoring execution, distribution, and sales goals at 30, 60, 90, and 120 days.
Develop sales representatives across on- and off-premise channels, and complete performance and development reviews every six months with feedback and leadership and in-market training.
Lead wholesaler management teams through training, meetings, presentations, and work-withs; develop selling skills, portfolio growth, use of incentives, and new-product development.
Monitor wholesaler quality assurance audit results, with three audits per wholesaler per year.
Manage quarterly and annual IMIA and travel and entertainment budgets statewide by wholesaler and sales representative; analyze ROI and apply sound judgment to brand imagery.
Complete monthly administrative tasks, including work calendar, travel and expense report, VIP report analysis, account visitation logs, and MDM incentives.
Provide the VP of Sales with a monthly recap of sales and distribution performance against goals and strategies to close gaps.