Sales Representative

Alliance Beverage Distributing•Battle Creek, MI

About The Position

Sales Representatives solicit orders for all products in their book from retail accounts and sell business-building ideas for those products. They apply in-store and on-premise merchandising principles, recommending their use to retail customers. They manage their territory to help suppliers, the distributor, and retail accounts achieve the best possible sales from the products they represent. The role includes developing customer relationships, pursuing new business, presenting sales proposals, maintaining accounts and product quality, submitting accurate orders, and executing distribution, merchandising, pricing, promotion, and point-of-sale standards. Representatives plan and monitor monthly market activity against quarterly goals, communicate territory issues and opportunities, and continue developing product, sales, and industry knowledge while following company policies and procedures. The job is performed in a vehicle and at customer locations where products are sold.

Requirements

Computer literate.
A four-year college or university program certificate, or two to four years of related experience and/or training, or an equivalent combination of education and experience.
Ability to calculate figures and amounts such as discounts, profit margins, and percentages.
Ability to present information effectively and respond to questions from managers, customers, and the public.
Ability to work and make decisions effectively in situations that can arise and change quickly.
Ability to solve practical problems and deal with a variety of concrete variables where only limited standardization exists.
Ability to receive a Michigan Liquor Control Card.
Valid Michigan driver's license and adequate auto insurance.
Ability to bend and lift products weighing up to 165 pounds.
Ability to see products and distinguish colors and numbers.
Ability to communicate effectively with customers, supervisors, and coworkers.
Ability to stand, walk, and move in and out of a vehicle throughout the day.

Responsibilities

Establish and develop rapport with customers.
Handle customer complaints, delinquent payments, and similar customer matters.
Identify and pursue new opportunities and customers.
Present fact-based, profit-centered sales proposals, answer questions, provide supporting proof, and overcome objections.
Sell new items, brand extensions, advertising features, displays, and promotions to on- and off-premise accounts.
Communicate territory problems, issues, and opportunities to the Team Leader and drivers.
Check company email and voicemail regularly and respond appropriately.
Keep account shelves and back rooms orderly and organized, and maintain proper inventory levels.
Submit complete, accurate orders on time.
Maintain acceptable quality ratings; use dot rotation and the move policy correctly; manage damaged product and stay within the unsalable pickup budget.
Maintain product distribution according to company standards, keeping product properly faced and clean.
Pre-plan each month, monitor progress, and adjust activity to meet quarterly goals; update company goals and display tracking daily.
Place and maintain the appropriate number, position, and size of displays, include products in the mix according to standards, and use creative, current point-of-sale materials.
Achieve appropriate price points based on competitive and promotional conditions.
Promote products clearly and accurately with current point-of-sale materials and communicate the selling message to consumers.
Develop product knowledge, selling skills, and industry knowledge; follow and uphold company policies and procedures.

Benefits

Competitive pay.
Health benefits, including three medical plans: a free plan for the employee and family with a company HSA contribution, a low-cost plan with an HSA contribution, and a low-deductible plan with an FSA option.
Low-cost dental plan.
Low-cost vision plan.
Other ancillary benefits.
401(k) plan with company match.
Company-paid life insurance.
Company-paid accidental death and dismemberment insurance.
Company-paid short-term disability.
Paid time off.
Paid sick time.
Paid parental leave.
Mileage reimbursement for use of the employee's own car.
Option of a company phone or reimbursement for use of the employee's own cell phone.
Opportunity for advancement, with positions filled internally to support career growth.
Employee product discounts.