On Premise Area Sales Manager

Full Time - Area Sales Manager - Denton, TX

Job Description:

This position is accountable for supervising and training their Account Managers in their

managing and establishing relationships with current and future retailers in assigned

territory to ensure the successful sale 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.

Job Duties:

• Sell in new brands or packages as directed by management
• Sell in features and specials to accounts that currently do not have any
• Maintain excellent rapport with all On-Premise outlets and outlet management
  
  

teams

• Works with Retailers and Sales Staff on ways to increase sales of our products
• Make quarterly sales calls to the top 10 On-Premise chain decision makers
• Sell in new brands or packages as directed from brewery representative/upper
  
  

management

• Conduct four power sell days each month with the Account Managers, SMS or
  
  

Draught Team members. Power Sell Days will be recapped with the Sales

Manager and Respective Employee the following day

• Call on local venues (TMS, PHP, DPBP, DSC) to ensure that all inventories are
  
  

maintained, product is rotated and opportunities are covered

• Present new products, new mandates and authorization, pricing and programs to
  
  

all retail outlets. Notify accounts of upcoming price changes/increases

• Ensure all mandatory packages are being carried by all chain outlets. Check all
  
  

chain accounts for mandatory programs/promotions to ensure compliance, if

gaps exits or an account is not compliant then report reasons to the Sales

Manager

• Plan, execute and recap all chain mandates/authorizations for the on-premise
  
  

chain accounts on the Chain Account Program sheet

• 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 product 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 route drivers, sales merchandising specialists and
  
  

account managers daily to meet the wants and needs of your accounts. i.e. price

sign location, rotation issues, delivery times, etc. Communicate features on

promo execution to Account Manager, Chain Sales manager and Sales Manager

• Report special needs of accounts to Sales Manager and/or General Manager
• Communicate daily with other On-Premise sales staff to stay current with market
  
  

activity. Be aware of competitive activity and report findings to other On Premise sales staff

• Promotes additional sales through the selling and building of features and the
  
  

placement of POS for all brands carried by each account. Place current POS with

correct prices in accounts where allowed

• Make sure that proper POS placement (where allowed) is executed to give MOD
  
  

and their products the best visibility at retail

• Be knowledgeable of all specials in each account and book POS to support them
• Work with the Account Managers and Merchandising Specialist to keep current
  
  

themed litho POS within each account

• Pay attention to special events, features, etc. to ensure ample product is on hand
  
  

to support. ie: Homecoming, Super Bowl, St. Patrick’s Day

• Complete sign request forms completely and legibly
• Manage account base allocation of POS to be used in chain accounts,
  
  

independents and/or special use. Assist in pre-staging of current themed POS

for use by Account Manager and SMS. 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 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 at 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, assist w/ resets as needed. Insure that all Account Managers place

all pricing items allowed by retailers

• Monitor your Account Managers weekly progress of monthly incentive set forth
  
  

by our Supplier Partners in order to achieve the goals that are set

• Complete Daily Calls Sheets of daily activities, opportunities, issues and other
  
  

relevant information. Follow up as needed

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

Manger or General 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 by Miller of Denton and our Supplier Partners
• Assist the Account Managers in maintaining current account information (owner,
  
  

phone, address and TABC license) on all accounts. Report changes to the Sales

Manager

• Report to Sales Manager regarding account’s service level vs. needs.
  
  

Considering volume and/or visibility

• Monitor close date and out-of-date product found at retail as stated in the
  
  

company policy manual

• Monitor product quotas set monthly and distribution goals for Account Managers
  
  

to promote overall business and to measure performance

• Identify and put together a target distribution list by account, by route for new
  
  

and existing products based on the intrinsic value(s) of the product

• Assist in the planning and set up procedures as it relates to Special Events
• Assist in the scheduling of promotional teams (In-House and Supplier), making
  
  

sure that all promotional material is available for promotional teams, recording

hours and other activities observed during promotions

• Be available for Supplier ride-withs
• 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
• Be able to create new procedures and processes as deemed necessary including
  
  

new and better ways to communicate with the On-Premise Sales staff

• 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 man power needs and request to Sales Manager and General 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

• Maintain a current TABC license, CDL license and maintain a driving record in
  
  

such a fashion as to be covered by our insurance carrier

• Knowledgeable of all Pre-Sell routes, SMS routes, Line Cleaning schedules and
  
  

Delivery routes

• Run routes for extra delivery as needed. Must be able to run route for absent
  
  

keg route drivers and know all aspects of driver duties when necessary

• Runs routes for absent account managers when needed. Must be
  
  

knowledgeable with all aspects of daily account manager duties, including the

hand-held computer system

• Maintain a working knowledge of draft beer system (cleaning) and refer needs to
  
  

Draught Tech

• Utilize information from training seminars, training films and in-house training to
  
  

expand product knowledge and to improve performance

• Develop plans at the beginning of each month based on target packages,
  
  

draught placements, features and incentives to achieve goals set. Work with

Account Managers to achieve goals

• Develop and execute plans in order to comply with all of our Supplier Partners’
  
  

market programs

• Have a positive attitude about 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
• Attends 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.

Qualifications:

• High school diploma or GED required.
• An understanding of alcoholic beverage industry
• Ability to work with computer programs 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 solve problems

• 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 geographic areas; familiarity with assigned territory
• Possess a valid Texas drivers license and have an acceptable MVR
• Carry automobile insurance per company policy
• Valid TABC License
• Pass background and drug screens
• Prior beer industry experience preferred.
  
  

Supervisory Responsibility:

This position has supervisory responsibilities – Account Managers