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Field Sales Manager
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Reference Number: MJB3803

Job Title:

Field Sales Manager


Responsible for managing all aspects of the brand in the assigned market as well as oversee and implement wholesaler planning, programming, and account execution. Ultimately responsible for delivering the annual sales plan in the given market and acting as the conduit for multiple wholesaler performance for depletion volume.

Job Duties:

Execute all aspects of sales plan with wholesaler network. Present brand plans, pricing and promotion, and programming according to parameters of business plan. Monitor and analyze assigned territory budgets. Responsible for on-going and consistent communication with wholesalers to include monitoring of product levels and increasing of actual shipments and depletions. Work with direct reports on a regular basis in the field. Provide coaching, best practice sharing, training and constructive feedback. Identify development needs on an individual basis. Ensure expectations both quantitative and qualitative are set and reviewed on an on going basis. Responsible for all monthly review performance meetings. Responsible for brand execution at the market level. Brand standards to include pricing, shelf placement, cold box placement, display draft and bottle placement. Monitor and track marketing programs. Control operating and A&P expenses and manage budget and expenses appropriately. Keep abreast of competitive trends and report appropriate developments. Monitor and evaluate performance management on a monthly basis for direct reports. Capability of calling on tier 2 chain stores and C-stores and must have the presentation skills to sell-in distribution and feature activity. Recap retail manager weekly performance and provide leadership, direction and feedback on performance. Monthly Focus: 12 days (60% of time) managing retail execution, surveying (with and without the wholesaler), evaluating distribution, display and ad feature execution. In addition, evaluate Retail Manager selling skills. 4 days (20% of time) managing all wholesaler issues and meeting to include programming, pricing, forecasting, new product launches and ABP meetings, as well as all internal issues at wholesaler, kick-off meetings and POS management. 4 days (20% of time) managing all administrative requirements due on a monthly basis (forecasting, fiscal responsibility, distribution tracking, program execution tracking and performance management) as well as all local initiatives.

Background Requirements:

Bachelor’s degree or equivalent experience 5(+) years of sales experience with 3(+)years sales management experience 2(+) years experience working with wholesalers in beverage category Strong analytical and math skills Strong computer skills, Office (Excel, PowerPoint and Word)- including the ability to do quality presentations Excellent written and verbal communications skills Fact based selling and ability to establish rapport Clear understanding of performance management, leadership skills Self motivated, creative and imaginative Ability to travel as necessary High energy and a passion to win

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