Manager, Route Sales Northpoint

CONA Services•Houston, TX

10d

About The Position

The Route Sales Manager identifies sales opportunities, maximizes profitability, maintains merchandising standards, and oversees order replenishment within an assigned territory. The role leads a team of four to six Merchandisers or Order Replenishment Merchandisers (ORMs), ensuring merchandising standards and replenishment activities are carried out across a designated geographic area. The manager builds customer relationships and develops and sells customer plans, including annual CMAs, pricing strategies, and promotions. The position works with customers and internal teams to promote beverage category profit and volume, implements brand and package introductions, resolves execution issues, and monitors sales performance. It also develops and evaluates the merchandising team, coordinates daily sales and replenishment activities with Field Sales, serves as the primary contact for ordering and delivery issues, visits accounts, and manages merchandising labor and operating expense budgets.

Requirements

Bachelor’s degree or equivalent experience with a high school diploma.
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 driving record within MVR policy guidelines.
Personal vehicle available 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 to maintain merchandising standards and execute order replenishment and PIcOs within an assigned territory.
Identify and maximize profitable sales opportunities by understanding customer businesses and building trusted relationships with customer management.
Sell customer plans, including annual CMAs, strategic and tactical pricing plans, and promotional plans.
Evaluate outlet opportunities, collaborate with customers, and overcome objections.
Help customers reach sales potential through creative merchandising ideas.
Recommend brands, packages, and equipment that meet 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 system resources and cross-functional team members to develop and implement business plans that meet customer needs and grow category profit, volume, and customer sales.
Resolve execution issues and remove barriers.
Track daily, weekly, and monthly call activity and performance against assigned goals.
Analyze promotional results and make necessary changes.
Arrange time and territory proactively to maximize face-to-face selling opportunities.
Train, evaluate, and develop Merchandisers and ORMs, and build their 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.