Area Sales Manager Off-Premise

Area Sales Manager - Off Premise - Lawton, OK

Performance-based bonus contingent upon the achievement of company goals and objectives.

Job Description:   

This position is accountable for supervising and training his/her Account Managers in managing and establishing relationships with current and future retailers in assigned territory to ensure the successful sales and volume growth by increasing the availability and visibility of our brands through customer relations and service, quality control, proper merchandising and promotions.    Accountable for developing outstanding internal and external customer relationships.  

 Qualifications: 

• Minimum 2 years of Account Manager or Beverage Supervisor experience, REQUIRED

• Ability to work with computerprograms associated with the performance of the position. 

• Must be a results-oriented professional with excellent verbal/written communication skills; uses diplomacy and discretion 

• Ability to work well with all levels of the organization,to organize, prioritize, negotiate, manage, motive others and solveproblems 

• Ability to multi-task, work independently and/or within a team, pay attention to detail and meet deadlines 

• Highly professional, with ability to interface well with internal and external contacts 

• Have strong customer service and interpersonal expertise  

• Decision making, thoroughness and time management a must 

• Knowledge of geographicareas; familiarity with assigned territory 

• Possess a valid Texas drivers license and have an acceptable MVR 

• Carry automobile insurance per company policy 

 Job Duties: 

• Supervisor will be expected to maintain excellent rapport with the account base as well as chain account store managers, pricing clerks, back-door personnel, etc. 

• Make assigned accounts daily and/or weekly as directed by management 

• Sell in new brands or packages as directed by brewery representative/upper management 

• Maintains an up-to-date Task & Duty processes notebook for this position to be utilized by backup personnel in case of extended or unexpected absences 

• Ensure proper rotation is in effect in all your assigned accounts 

• Require all products with expired dates to be returned to the warehouse for disposal 

• Ensure all Account Managers have up to date information in Encompass/iPad and they use it as a selling tool in all accounts 

• Ensure there is a constant and adequate supply of paper and permanent POS available for your accounts 

• Communicate with delivery and merchandising departments daily using Encompass to meet the wants and needs of your accounts. i.e. display location, rotation issues, delivery times, etc. 

• Promotes additional sales through the selling and building of displays and the placement of POS for all brands.  Place current POS with correct prices in accounts where allowed 

• Manage account base allocation of POS to be used in chain accounts / independents.  Assist in pre-staging of current themed POS for use by Account Manager, Merchandisers.  Verify / identify account’s special needs for thematic POS in advance.  Pre-book – execute – document where permanent POS is needed to be competitive. i.e. Company standards 

• Inform Sales Manager of any competitive activity that affects window position, pricing, packaging, or any other situation that may directly affect the company.  Report price parity / discrepancies with competitive brands/packages to Sales Manager.  Track competitive price letters with frontline and discounts (quantity drops).  Be sure pass-through pricing is reflected in retail (PTC) for all our products on promotion.  Monitor / report actual price off features w/ a quantity discount buy 

• Manage and sell window sets, window positions and window signage to increase our opportunities to sell additional brands and cases.  Make sure that all chain accounts are scanned into our database for sales use, do preliminary box sets for future use, and assist with w/ box resets as needed.  Ensure that all Account Managers place all pricing items allowed by retailers. i.e. shelf-tags, window stickers, price cards, retailer price cards, etc. 

• Monitor your Account Managers’ progress weekly on monthly incentive set forth by our brewers to gain new sales and new package placement 

• Turn in daily, weekly and monthly paperwork on time as designated by the Sales Manager.

• Maintain updated sales and distribution information by sales route for all brands and packages.  Weekly review new package placements 

• Execute retail surveys as requested.  Including but not limited to Miller of Denton Rotation Audits, POS Surveys, display penetration, quality and price reduction (follow through) 

• Report to Sales Manager regarding account’s service level vs. needs.  Considering volume and/or visibility 

• Monitor out-of-date products found on the routes described in our policy statement (AIS form) 

• Monitor product quotas set monthly and distribution goals for Account Managers to promote overall business and to measure performance 

• Supervisors will be responsible for extra delivery as needed, must be able to fill in for absent Merchandisers or when extra Merchandisers are needed.   

• Must have a working knowledge of each sales route and with handheld computer system (Encompass) to fill in for absent Account Managers for vacations, sick days and holiday weeks 

• A weekly work plan will be submitted and turned in weekly before you begin each workweek.  A recap of your weekly work plan will be submitted each week with what was accomplished for that week 

• Set sales goals and objectives for the sales staff as directed by management  

• Create new forms and procedures as deemed necessary that can assist your team in daily tasks 

• Come up with new ways to better communicate with Sales, Drivers, and Merchandisers 

• Train and develop all personnel to ensure professionalism on the job 

• Ride with each Account Manager per month to observe and improve their performance and to increase your contact with retail accounts 

• Report manpower needs and request to Sales Manager for hiring purposes 

• Try to come up with new plans and ideas to make daily duties more efficient throughout the company 

• Work with retailers on ways to increase sales.  Meet with store owner/manager/director on each visit to address orders and any issues. Demonstrate a sincere interest in the business success of each of your accounts 

• Have a positive attitude towards all of your fellow employees when in discussions with retailers 

• Ensure you and your employees abide by all company policies and procedures 

• Conduct performance appraisal on all employees reporting to you 

• Attend company meetings as requested.  Attend vendor meetings and travel in the market with their representatives 

This list is not all inclusive but rather an overview of the role’s primary work duties.