Manager, Route Sales

CONA Services•Victoria, TX

About The Position

The Route Sales Manager identifies sales opportunities, maximizes profitability, maintains merchandising standards, and oversees order replenishment activities within an assigned territory. The role leads a team of four to six Merchandisers or Order Replenishment Merchandisers, coordinating sales and merchandising work across a designated geographic area. The manager builds trusted relationships with customer management teams, develops and sells customer plans, evaluates outlet opportunities, and uses merchandising ideas, promotions, and product recommendations to grow sales and beverage category profitability. The role works with cross-functional Coca-Cola Southwest Beverages resources to develop customer business plans, resolve execution issues, track performance, and assess promotional results. The position also trains and develops team members, collaborates with Field Sales, monitors account standards and back-room management, serves as the main point of contact for ordering and delivery issues, and manages merchandising labor and operating expense budgets.

Requirements

Bachelor’s degree or equivalent experience; a high school diploma is required.
At least 3 years of experience in consumer products or direct store delivery sales.
Experience managing people and budgets.
At least 2 years supervising sales staff.
Strong presence and persuasive presentation skills.
Intermediate computer and database application skills, with the ability to multitask across multiple customer accounts.
Strong attention to detail and follow-up skills.
Excellent planning and organization skills.
Ability to operate a manual or powered pallet jack or lift product.
Valid driver’s license and a driving record meeting MVR policy guidelines.
Personal vehicle for use during working hours.
Current vehicle liability insurance.

Nice To Haves

Packaged goods experience; beverage experience is an asset.
Bilingual ability, preferably Spanish.

Responsibilities

Lead Merchandisers and Order Replenishment Merchandisers in maintaining merchandising standards, replenishing orders, and executing PIcOs across an assigned territory.
Maximize profitable sales by understanding customer and channel needs and building trusted relationships with customer management teams.
Sell customer plans, including annual CMAs, strategic and tactical pricing plans, and promotional plans.
Evaluate outlet opportunities and collaboratively sell solutions while overcoming customer objections.
Help customers reach sales potential through creative merchandising ideas.
Recommend brands, packages, and equipment suited to customer and consumer needs while leveraging national and local marketing initiatives.
Execute channel and customer promotions and programs using national brand ideas and consumer insights to increase consumer preference and customer activity.
Sell in and implement promotional strategies for new brands and packages.
Coordinate with Coca-Cola Southwest Beverages cross-functional teams and segment resources to develop and implement customer business plans that support category profit, volume, and sales growth.
Resolve execution issues and remove barriers.
Track daily, weekly, and monthly call activity and performance against goals and expectations.
Conduct post-promotion analysis and make necessary adjustments.
Organize time and territory to maximize face-to-face selling opportunities.
Train, evaluate, and develop Merchandisers and Order Replenishment Merchandisers, building capabilities for future career advancement.
Supervise daily sales and coordinate merchandising and order replenishment activities with Field Sales teams.
Serve as the main point of contact for ordering, transmissions, missed deliveries, dispatch, hot shots, off-day deliveries, and CSTs.
Build relationships with store managers and outlet team members.
Visit accounts routinely to monitor merchandising and order replenishment standards and back-room management.
Manage merchandising labor and OPEX budgets.