On Premise Area Sales Manager

Fisher59•Denton, TX

1d•Onsite

About The Position

This position is accountable for supervising and training their Account Managers in their managing and establishing relationships with current and future retailers in assigned territory to ensure the successful sale and volume growth by increasing the availability and visibility of our brands through customer relations and service, quality control, proper merchandising and promotions. Accountable for developing outstanding internal and external customer relationships.

Requirements

High school diploma or GED required.
An understanding of alcoholic beverage industry
Ability to work with computer programs associated with the performance of the position.
Must be a results oriented professional with excellent verbal/written communication skills; uses diplomacy and discretion
Ability to work well with all levels of the organization, to organize, prioritize, negotiate, manage, motive others and solve problems
Ability to multi-task, work independently and/or within a team, pay attention to detail and meet deadlines
Highly professional, with ability to interface well with internal and external contacts
Have strong customer service and interpersonal expertise
Decision making, thoroughness and time management a must
Knowledge of geographic areas; familiarity with assigned territory
Possess a valid Texas drivers license and have an acceptable MVR
Carry automobile insurance per company policy
Valid TABC License
Pass background and drug screens

Nice To Haves

Prior beer industry experience preferred.

Responsibilities

Sell in new brands or packages as directed by management
Sell in features and specials to accounts that currently do not have any
Maintain excellent rapport with all On-Premise outlets and outlet management teams
Works with Retailers and Sales Staff on ways to increase sales of our products
Make quarterly sales calls to the top 10 On-Premise chain decision makers
Sell in new brands or packages as directed from brewery representative/upper management
Conduct four power sell days each month with the Account Managers, SMS or Draught Team members. Power Sell Days will be recapped with the Sales Manager and Respective Employee the following day
Call on local venues (TMS, PHP, DPBP, DSC) to ensure that all inventories are maintained, product is rotated and opportunities are covered
Present new products, new mandates and authorization, pricing and programs to all retail outlets. Notify accounts of upcoming price changes/increases
Ensure all mandatory packages are being carried by all chain outlets. Check all chain accounts for mandatory programs/promotions to ensure compliance, if gaps exits or an account is not compliant then report reasons to the Sales Manager
Plan, execute and recap all chain mandates/authorizations for the on-premise chain accounts on the Chain Account Program sheet
Maintains an up-to-date Task & Duty processes notebook for this position to be utilized by backup personnel in case of extended or unexpected absences
Ensure proper rotation is in effect in all your assigned accounts
Require all product with expired dates to be returned to the warehouse for disposal
Ensure all Account Managers have up to date information in Encompass/iPad and they use it as a selling tool in all accounts
Ensure there is a constant and adequate supply of paper and permanent POS available for your accounts
Communicate with delivery route drivers, sales merchandising specialists and account managers daily to meet the wants and needs of your accounts. i.e. price sign location, rotation issues, delivery times, etc. Communicate features on promo execution to Account Manager, Chain Sales manager and Sales Manager
Report special needs of accounts to Sales Manager and/or General Manager
Communicate daily with other On-Premise sales staff to stay current with market activity. Be aware of competitive activity and report findings to other OnPremise sales staff
Promotes additional sales through the selling and building of features and the placement of POS for all brands carried by each account. Place current POS with correct prices in accounts where allowed
Make sure that proper POS placement (where allowed) is executed to give MOD and their products the best visibility at retail
Be knowledgeable of all specials in each account and book POS to support them
Work with the Account Managers and Merchandising Specialist to keep current themed litho POS within each account
Pay attention to special events, features, etc. to ensure ample product is on hand to support. ie: Homecoming, Super Bowl, St. Patrick’s Day
Complete sign request forms completely and legibly
Manage account base allocation of POS to be used in chain accounts, independents and/or special use. Assist in pre-staging of current themed POS for use by Account Manager and SMS. Verify / identify account’s special needs for thematic POS in advance. Pre-book – execute – document where permanent POS is needed to be competitive. i.e. Company standards
Inform Sales Manager of any competitive activity that affects pricing, packaging, or any other situation that may directly affect the company. Report price parity / discrepancies with competitive brands/packages to Sales Manager. Track competitive price letters with frontline and discounts (quantity drops). Be sure pass through pricing is reflected at retail (PTC) for all our products on promotion. Monitor / report actual price off features w/ a quantity discount buy
Manage and sell window sets, window positions and window signage to increase our opportunities to sell additional brands and cases. Make sure that all chain accounts are scanned into our database for sales use, do preliminary box sets for future use, assist w/ resets as needed. Insure that all Account Managers place all pricing items allowed by retailers
Monitor your Account Managers weekly progress of monthly incentive set forth by our Supplier Partners in order to achieve the goals that are set
Complete Daily Calls Sheets of daily activities, opportunities, issues and other relevant information. Follow up as needed
Turn in daily, weekly and monthly paperwork on time as designated by the Sales Manger or General Manager
Maintain updated sales and distribution information by sales route for all brands and packages. Weekly review new package placements
Execute retail surveys as requested by Miller of Denton and our Supplier Partners
Assist the Account Managers in maintaining current account information (owner, phone, address and TABC license) on all accounts. Report changes to the Sales Manager
Report to Sales Manager regarding account’s service level vs. needs. Considering volume and/or visibility
Monitor close date and out-of-date product found at retail as stated in the company policy manual
Monitor product quotas set monthly and distribution goals for Account Managers to promote overall business and to measure performance
Identify and put together a target distribution list by account, by route for new and existing products based on the intrinsic value(s) of the product
Assist in the planning and set up procedures as it relates to Special Events
Assist in the scheduling of promotional teams (In-House and Supplier), making sure that all promotional material is available for promotional teams, recording hours and other activities observed during promotions
Be available for Supplier ride-withs
Supervisors will be responsible for extra delivery as needed, must be able to fill in for absent Merchandisers or when extra Merchandisers are needed.
Must have a working knowledge of each sales route and with handheld computer system (Encompass) to fill in for absent Account Managers for vacations, sick days and holiday weeks
A weekly work plan will be submitted and turned in weekly before you begin each workweek. A recap of your weekly work plan will be submitted each week with what was accomplished for that week
Set sales goals and objectives for the sales staff as directed by management
Be able to create new procedures and processes as deemed necessary including new and better ways to communicate with the On-Premise Sales staff
Train and develop all personnel to ensure professionalism on the job
Ride with each Account Manager per month to observe and improve their performance and to increase your contact with retail accounts
Report man power needs and request to Sales Manager and General Manager for hiring purposes
Try to come up with new plans and ideas to make daily duties more efficient throughout the company
Work with retailers on ways to increase sales. Meet with store owner/manager/director on each visit to address orders and any issues. Demonstrate a sincere interest in the business success of each of your accounts
Maintain a current TABC license, CDL license and maintain a driving record in such a fashion as to be covered by our insurance carrier
Knowledgeable of all Pre-Sell routes, SMS routes, Line Cleaning schedules and Delivery routes
Run routes for extra delivery as needed. Must be able to run route for absent keg route drivers and know all aspects of driver duties when necessary
Runs routes for absent account managers when needed. Must be knowledgeable with all aspects of daily account manager duties, including the hand-held computer system
Maintain a working knowledge of draft beer system (cleaning) and refer needs to Draught Tech
Utilize information from training seminars, training films and in-house training to expand product knowledge and to improve performance
Develop plans at the beginning of each month based on target packages, draught placements, features and incentives to achieve goals set. Work with Account Managers to achieve goals
Develop and execute plans in order to comply with all of our Supplier Partners’ market programs
Have a positive attitude about all of your fellow employees when in discussions with retailers
Ensure you and your employees abide by all company policies and procedures
Conduct performance appraisal on all employees reporting to you
Attends company meetings as requested. Attend vendor meetings and travel in the market with their representatives