Territory Sales Manager - Nevada

FIRESTONE WALKER INC•Paso Robles, CA

6d•$90,000 - $105,000•Onsite

About The Position

As a Territory Sales Manager, (TSM) your role is ultimately charged with increasing the sales of the most awarded beers in America. You will oversee a territory with one high-volume distributor. A key aspect of the role and critical factor to your success is the business planning and relationship management for all distributors in the territory as well as growth of FW brands within each distributor. This position has direct local chain account responsibilities to secure distribution in existing and new accounts. The responsibilities of the position include, but are not limited to, the following activities: Achieve territory and individual distributor goals set forth in the Annual Business Plan each year Implement sales and marketing plans across the territory Weekly work-withs in the market with key wholesaler personnel Overall distributor daily management in territory including pricing, inventory, and revenue responsibilities Development, communication and tracking of all distributor programming Development of key accounts in collaboration with the National Accounts team Manage chain execution with the National Accounts Manager for the territory Be the key contact person representing FW to all important distributor personnel Training of distributor sales teams and any new FW salespeople for your market (if applicable) Evaluate each distributor in your territory every Trimester (performed at Trimester reviews) Ownership of all Territory Budgets and Spending in territory, including the planning and tracking process Develop and maintain strong, positive relationships with account staff and distributor sales personnel Travel to company sales meetings; participate in market focus days in other territories and work with other members of the FW team to execute/achieve the sales plan Maintain all sales goals and personal budgets outlined to you and your territory Achieve FW’s market plan, sales & revenue goals through distributor collaboration Follow and maintain monthly, trimester, and annual distribution and volume goals for each distributor Achieve and/or maintain FW market and quality standards throughout the territory Develop relationships with all distributors in the assigned territory Conduct distributor sales meetings monthly and each trimester Challenge the status quo with distributors and retailers Identify and prioritize opportunities for incremental volume at local and region level

Requirements

Minimum bachelor’s college degree or equivalent experience
3 years of beverage/consumer goods selling experience (preferred) and prior management experience
Must understand IRI, Nielsen, VIP, and other data sources to evaluate business and make recommendations to retailers and distributors
Strong oral communication skills: Ability to talk to others to convey information effectively; strong written communication skills
Strong persuasion skills: Ability to influence others decision making or persuading others to change their minds or behavior through superior skill and knowledge of all our beers and the craft beer community
Active listening skills - This is the key to all sales presentations, understanding your retailer can only be achieved by listening to their needs and then filling those needs
Excellent time management - able to be proactive and take initiative
Excellent organization and coordination - detail oriented & able to manage priorities and routine functions effectively and efficiently
Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do
Decision making skills – able to collect, assess, and interpret relevant information and make sound judgments
Negotiation skills - bringing others together and trying to reconcile differences
Competence with the use of a laptop and associated programs
Experience with the use of a CRM program such as VIP Karma, Lilypad or similar
A Valid Driver License with a good driving record, a reliable, registered, and insured vehicle, and ability to drive to and from accounts continuously
Available for three nights per month away from home supporting statewide enterprise
Available to work some nights and weekends
MUST RESIDE IN DESIGNATED TERRITORY (GREATER LAS VEGAS AREA)
MUST HAVE SUPPLIER OR DISTRIBUTOR EXPERIENCE PREFERABLY IN THE BEER DISTRIBUTOR NETWORK

Nice To Haves

Cicerone, or other Beer certification strongly preferred

Responsibilities

Achieve territory and individual distributor goals set forth in the Annual Business Plan each year
Implement sales and marketing plans across the territory
Weekly work-withs in the market with key wholesaler personnel
Overall distributor daily management in territory including pricing, inventory, and revenue responsibilities
Development, communication and tracking of all distributor programming
Development of key accounts in collaboration with the National Accounts team
Manage chain execution with the National Accounts Manager for the territory
Be the key contact person representing FW to all important distributor personnel
Training of distributor sales teams and any new FW salespeople for your market (if applicable)
Evaluate each distributor in your territory every Trimester (performed at Trimester reviews)
Ownership of all Territory Budgets and Spending in territory, including the planning and tracking process
Develop and maintain strong, positive relationships with account staff and distributor sales personnel
Travel to company sales meetings; participate in market focus days in other territories and work with other members of the FW team to execute/achieve the sales plan
Maintain all sales goals and personal budgets outlined to you and your territory
Achieve FW’s market plan, sales & revenue goals through distributor collaboration
Follow and maintain monthly, trimester, and annual distribution and volume goals for each distributor
Achieve and/or maintain FW market and quality standards throughout the territory
Develop relationships with all distributors in the assigned territory
Conduct distributor sales meetings monthly and each trimester
Challenge the status quo with distributors and retailers
Identify and prioritize opportunities for incremental volume at local and region level

Benefits

Health Insurance - 100% paid premiums for employee. Out of pocket family options are available.
Medical
Dental
Vision
Life insurance
Accrued PTO (rate of 13 days per year to start)
10 paid holidays per year
Paid Sick Leave
401(k) retirement plan including:
Company paid profit sharing
4% matching
Company Vehicle
Business Expense account
Cell phone allowance
Computer/internet allowance
Flexible Spending Account (FSA)
Company “Culturvation” initiatives inclusive of Service Awards
A hosted Orientation Week that includes visiting all 3 CA facilities, within 6 months of hire
Employee discounts on beer, merchandise, and meals