Market Sales Manager

North American Breweries•Philadelphia, PA

12d•$87,600 - $131,400•Hybrid

About The Position

The Market Manager is responsible for directing, motivating, developing capabilities, and managing wholesalers to achieve company targets and objectives. Specifically, the Market Manager will be responsible for the execution of sales and brand strategies with assigned wholesalers, while ensuring corporate brand standards are maintained at all times. As a brewery representative, the Market Manager is expected to be an authority on product knowledge, brand positioning and programming in the marketplace.

Requirements

College degree is preferred
2 years beverage experience preferred
Wholesaler management experience preferred
Valid Driver’s License
Operating motor vehicles or heavy equipment.
Adjusting or moving objects up to 25 pounds in all directions.
Moving about to accomplish tasks or moving from one worksite to another.
Assessing the accuracy, neatness and thoroughness of the work assigned.

Responsibilities

Increase effective product placement and share of marketplace within the distribution network
Inventory management to ensure product availability within assigned market
Budget and revenue management to ensure profitability targets are met or exceeded
Optimize deployment of point of sale resources to grow distribution, display, and share of mind in the market (including on-time ordering of all TM & chain program POS)
Review wholesaler inventory levels weekly to ensure proper days on hand. Communicate gaps and opportunities to ensure product availability
Manage wholesaler ordering, confirmation, and tracking. Oversee all FOB and PTR (QD's) for all brands and any price increases or post schedules in market. Keeping in mind gross contribution and the effect on quarterly goals
Provide direction to wholesaler to ensure execution of relevant chain and trade programming across market
Plan work week and month to include work-with days with wholesalers to execute ABP and foster trust
Conduct market surveys and analyze VIP and IRI to identify opportunities, measure execution, and hold wholesalers accountable (Pareto with Purpose, Pics of Success, Provide Market Recaps). Make sure PTC is correct at retail level (shelf tags, display POS with price, pricing gaps vs. competition pricing index)
Set up and/or attend promotional events to aid in the growth of FIFCO USA brands i.e. beer festivals, on premise promotions, off premise samplings, tournaments, crew drives, etc.
Directly engage key accounts to build relationships and execution in the market (Call Frequency i.e. Retail Entertainment)
Incentive (MBO) management - Externally work with wholesalers to set up sales incentives and retailers (where legal) as necessary to bring added value to brands and programming. Keeping within a budgeted amount to assure results and rate of sale for return on investment. Internally manage FIFCO incentives directed towards driving sales and fulfilling programming (include chain team for options)
Monthly business reviews with manager and wholesalers. Sales performance review monthly to identify gaps and plan to grow sales. Update, plan and drive execution against the Annual Business Plan with wholesalers.
Track launches of brands and programs (new POD's / INBI) to gain focus and performance using VIP (National Chain Tracker and Goals)
Use CRM tool on market days and follow procedures to log trade marketing and display activity for account calls (highlight cadence for NA/DM joint calls, capabilities for recaps – buyer, MPPM, market visit)
Present in front of wholesalers, retailers (indy vs. chain based opportunity), and sales teams – build (FIFCO USA standards) Power Point presentations, analyze VIP and IRI data to show gaps and areas for growth, showcase programs, new items and focus on SKUs to be able to ask for the sale and execution (ensure local FIFCO USA team is aligned and working towards same goal)
Evaluate quarterly/trimester goals, make plan to achieve goals through preparation, incentives, market days, and communication (including national accounts)
Timely submission of expenses and wholesaler invoicing; troubleshoot invoicing questions or issues