What are the responsibilities and job description for the Specialist On Off Premise Sales position at The HEINEKEN Company?
About The Role
The Specialist position works alongside distributor partners to ensure the successful sale, volume growth, distribution, brand presence and positioning of the HEINEKEN USA portfolio in the assigned channels or geographies. As the primary retail-facing representative for our brands, the Specialist must build high-quality business relationships with key retail accounts, and influential distributor personnel based in the creation of mutual value. Additionally, the Specialist will create high quality consumer engagement and experiences for our brands by delivering best in class programming within targeted on or off premise accounts.
Key Responsibilities
This position is not eligible for relocation assistance.
The Specialist position works alongside distributor partners to ensure the successful sale, volume growth, distribution, brand presence and positioning of the HEINEKEN USA portfolio in the assigned channels or geographies. As the primary retail-facing representative for our brands, the Specialist must build high-quality business relationships with key retail accounts, and influential distributor personnel based in the creation of mutual value. Additionally, the Specialist will create high quality consumer engagement and experiences for our brands by delivering best in class programming within targeted on or off premise accounts.
Key Responsibilities
- Collaborate with distributors to win in market through planning, training, executing, and reviewing results to ensure distributor personnel’s sales focus is aligned with HEINEKEN USA strategies.
- Drive sales volumes and other KPIs at accounts by selling in target distribution, executing programming, and driving Excellent Outlet Execution (EOE) embedment against consumer drivers within assigned accounts, geographic territory, and respective distributor partners. To include:
- Monitor and maintain competitive pricing, distribution, visibility, shelf space and displays in off premise accounts
- Monitor and maintain competitive pricing, distribution, visibility, and feature activity in on premise accounts.
- Ensure appropriate distribution and monitor/maintain features in on premise accounts.
- Manage local/regional chains that are not covered by Regional/National Sales Manager
- Manage local events to increase the awareness of HEINEKEN USA brands.
- Effectively leverage sales resources such as sponsorships (Major League Soccer, etc.), sampling, POS, etc. for maximum value.
- Build and maintain excellent value-based relationships with key retailers and market influencers. Be viewed as an expert in our field and a trusted partner.
- Build multi-level relationships throughout each distributor and establish regular, clear, and open lines of communication including actions taken, market changes/trends, innovation launches, and programming or market opportunities.
- Collaborate with internal HEINEKEN USA team in Regional Marketing, Chain Sales, or other required departments to ensure alignment and execution at key accounts and throughout the assigned geographic area.
- Ensure third party agency vendors are being utilized effectively and adhering to the HEINEKEN USA code of conduct.
- Collect and utilize objective data on market execution, driving accountability, and building the story of HEINEKEN USA’s value proposition for each account and distributor.
- Ensure Heineken USA brands adherence to quality standards within geographic territory.
- Utilize effective pre-planning and route planning to meet call requirements set by Market Manager, spending minimum of 4 days per week in market working with distributors and/or key accounts.
- Consistently allocate/align efforts to focus on those opportunities generating the greatest value or return.
- Conduct required administrative tasks: recap meetings, attend regular one-on-one meetings with Market Manager, manage assigned budgets and reports, and track expenses.
- Bachelor’s Degree (or relevant experience)
- Minimum 1-3 years of relevant experience
- Passion for winning/drive for success
- Program management & activation skills
- Ability to drive execution standards
- Value based selling experience
- Exposure to retail environment preferred
- Bilingual preferred (Spanish)
- Experience with the following software preferred:
- Excel & PowerPoint
- Power Bi
- Sales Reporting Software / Syndicated Data Physical Requirements:
- Must be able to lift up to 32 lbs
- Frequent stooping, reaching, bending, twisting required
- Must be able to walk, stand, sit in vehicle for extended periods
- Must be flexible to work evenings and occasional weekends
- Must have a valid driver’s license
- Must obtain a valid solicitor’s permit (upon hire)
This position is not eligible for relocation assistance.