Breakthru Beverage Group

  • Field Sales Manager

    Company
    Allied Beverage Group
    # of Openings
    1
    Category
    Sales/Trade
    Location
    US-NJ-Elizabeth
    ID
    2020-12059
    Type
    Regular Full-Time
  • Overview

    The Field Sales Manager for the F&B South Division has primary responsibility for developing, directing and supervising a team of 7-14 Sales Representatives.  This responsibility is divided into three major areas:  sales planning and administration for sales team: directing and controlling the activities of Sales Representatives; personnel development, training, and motivation. 

     

    The demographic area for this position will cover the following counties: Atlantic, Burlington, Camden, Gloucester and Mercer. 

     

    Field Sales Managers are also charged with responsibility for key account development as assigned by the Division Sales Manager.  This position requires interfacing with the Customer Service, Credit, Warehouse, and Purchasing Departments, as well as Suppliers and Customers.

    Responsibilities

    Sales Planning and Administration

    • Recommend to management deployment, territory assignment, routing, etc. of Sales Representatives.
    • Establish territory and account objectives with the team’s representatives in accord with corporate and divisional goals
    • Specific Brand
    • Shelf and cold box management
    • Floor management
    • Product Mix
    • Distribution, including new item sales
    • Account development
    • Sales promotion, merchandising and marketing (including wine lists and well items for on-premise accounts).
    • Frequency of account call
    • Plan, with Sales Representatives, specific account strategies and tactics.

    Directing and Controlling Sales Activities:

    • Schedule and make regular field contacts with each member of your sales team minimum of 2-3 days a week.
    • Maintain up-to-date coverage planner for each Sales Rep’s run.
    • Ensure the Sales Rep’s maintenance of active and up-to-date files for each account
    • Insure that Sales Rep’s reports (including account and activities) are submitted and reviewed in a timely and accurate manner.
    • Insure that weekly and monthly performance reviews are conducted and appropriate actions are taken.
    • Conduct formal reviews semi-annually.
    • Conduct Team Meetings to communicate and reinforce divisional sales priorities, issues, and opportunities.
    • Effective use of sales data and sales reports to monitor and direct the efforts of each Representative. Analyze performance of Sales Reps in the following areas:
      • Sales skills
      • Distribution levels
      • Out of stock conditions
      • Coverage and coverage productivity
      • Objectives accomplished
      • Distribution and use of display and point of sales material
      • Sales volume

    Personnel Development and Training:

    • Implement orientation training program for all new Sales Reps
    • Communicate training progress reports for each field contact.  NOTE: Training objectives along with a suggested plan of action.        
    • Reinforce every aspect of the Allied Beverage Sales Training and Development Program in the field using field coaching and counseling.
    • Determine performance needs for all sales personnel.
    • Participate in sales meetings and training sessions as requested by management.
    • Conduct periodic workshops to enhance the team’s skill development or sales priority success.

    Key Account Development:            

    • Field Sales Managers are responsible for calling on specific accounts as assigned.  Objectives of the key account calls are as follows:
    • To gain in-depth knowledge of retailers’ commercial behavior and personality and the role played by our brands and our company.
    • To present major programs and services offered by Allied Beverage i.e., Priority Focus Brands, new product presentations, food menu marketing, drink menu lists, promotions, wine lists and wine by the glass concepts.
    • To build positive trade relations with assigned accounts.
    • To optimize the position of our brands within the accounts, including correcting any unfavorable conditions, through direct action as well as in coordination with the Sales Reps.

    Field Supplier Surveys:

    • Field Sales Managers are responsible for establishing and visiting a geographically concise group of a minimum of ten accounts that can be seen in one day by a supplier.  The accounts should be inspected prior to the supplier survey.  The objectives of the inspection are:
      • To evaluate the Sales Rep’s in-field execution in terms of brand standards for that suppliers’ brands.
      • To identify objectives, by account, so that the Sales Rep. may correct any deficiencies in brand standards prior to the market survey.
      • To verify that the Sales Rep. has taken agreed-upon, corrective actions in the account prior to supplier survey. 

     

    Administrative:

    • Review weekly diver reports to track progress on the following:
      • Priority focus brands
      • MSA 3
      • Dollar volume by Sales Rep.
      • Individual initiative markers for the division.
      • Complete a field contact at the end of each work-with. Review with Sales Rep., distribute one copy to manager, retain one for your file, and give one to the Sales Rep.
      • Complete other special reports as assigned by division Sales Manager.
    • Maintain files by:
      • Sales Rep.
      • Key Account
      • Sales Rep. route book 

    Accountability:

    • The Field Sales Manager is responsible for management and development of his team.  He is accountable and responsible for insuring that Sales Representatives meet all requirements outlined in Sales Rep. position profile in the Local 2-D contract.
    •  
    • At all times, the Field Sales Manager must remember that he is a leader, a manager, an administrator, and trainer (see attached addendum).  As a member of sales management, he must be aware that he is also responsible indirectly for corporate profits as well as building goodwill and ensuring a continued improvement of the corporate image.  He is the prime motivator of his people.

     

    Below are general company policies the FSM must follow:

    • Attendance at trade association affairs is required as directed by management.
    • Vacations must be taken only during specified periods. Approval is required.
    • Field Sales Managers must never violate any state, federal or municipal law.
    • Nothing should be done that would damage the reputation of or undermine our customer’s confidence in the company.
    • Drinking to excess during business hours is not permissible.
    • Proper business attire and neat professional appearance is required.
    • Field Sales Managers must know and follow all company policies and procedures.
    • Make sure all Sales Reps are working under the full guidelines of the ABC.

    Financial Responsibilities:

    • Maintain expenses within the annual budget.
    • Make sure credits, breakers and distressed products are submitted and reviewed for accuracy and legitimacy.

    Qualifications

    Education, Certifications and/or licenses:

    • Bachelor’s degree in related field and/or equivalent training and work experience.
    • Ability to hold a Solicitor’s Permit is required.
    • Must have a valid driver’s license and be able to operate a motor vehicle.

     

    Experience:

    • A minimum of 5 years related experience and/or training; or equivalent combination of education and experience.

     

    Knowledge/Skills:

    • An understanding of wine and spirits is required.
    • Must be a results oriented professional with excellent verbal/written communication skills using diplomacy and discretion as well as strong customer service skills.
    • Ability to multi-task, work independently and/or within a team, pay attention to detail and meet deadlines.
    • Experience and proficiency in intermediate Excel, basic Word, Outlook , PowerPoint, AS400 (System i), and Diver
    • Strong interpersonal/communication skills

     

    Allied Beverage Group offers a competetive compensation plan which includes Health Insurance & Perks

    • Medical, Dental, Vision, 401K plan, Life Insurance, Long Term Disability, Flexible Spending Account, Employee Assistance Program, Pet Insurance Plan, etc. 
    • Referral bonus, Associate recognition, discounts with several vendors, etc. 

    EEO Statement

    Allied Beverage Group is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information and other legally protected characteristics.

     

    Options

    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share on your newsfeed