Market Manager - Northern Indiana

High Level Position Overview

The purpose of this role is to manage relationships between brewery and On/Off Premise accounts within assigned territory. This role will be responsible for profitably managing business results (volume, share, profit) among assigned accounts/chains. Manages assigned distributor relationships and collaborates on the development of annual business plans. Additionally, this role will perform various sales support activities as assigned to contribute to the overall success of the sales & marketing departments.

This role reports to the Vice President of Sales and Marketing.

Specific Responsibilities

Account Management (35% )

• Nurture and support relationship building between independent accounts, chain buyers and the Upland sales ecosystem

• Acquire and execute feature events to support Upland brand priorities (BOM, Tap Takeovers, Off-Premise Tastings and Displays)

• Collaborate with distribution partner(s) to execute against acquired commitments

• Coordinate with the Vice President of Sales & Marketing to support rate of sale and acquire additional placements in existing accounts

• Acts as a steward for the Upland brand out in the world through merchandising and POS support.  

• Perform minimum of 30 documented account visits per week

• Perform order management for assigned list of national distribution accounts 

Sales Prospecting (35%)

• Actively prospect and execute new placements within new and existing accounts in the On and Off Premise

• Stay current with emerging opportunities within assigned territories

• Collaborate with the Vice President of Sales and Marketing to establish sales targets and strategies. Acquire support from distribution partners for strategic initiatives.

Promotional and Sales Activities (20%)

• Perform monthly on-site sales activities to support rate-of-sale, build brand awareness and foster community support.

Productivity and Performance Management (10%)

• Utilize existing tools for reporting, communication and performance tracking.

• Utilize existing data tools to stay current with craft market trends.

Core Required Upland Brewing Company Competencies

• Acts with integrity and responsible ethical behavior.

• Displays personal accountability.

• Recognizes that action is motivated by the company’s best interest and not by personal ego or agenda.

• Initiative to challenge the status quo and not settle for “good enough”.

• Willingness to fail with the promise to evaluate and learn from all mistakes.

Position Specific Competencies

• Excellent time management and organizational skills.

• Capable of collaborating with stakeholders and project managers across multiple departments.

• Ability to understand and foresee how both major and minor business decisions would affect company financials, brand strength and sales performance.

Required Education, Skills, and Experience

• Bachelor’s Degree in Marketing, Business or equivalent experience in sales

• Experience utilizing CRMs and other Technologies

• Expertise in Google Suites (GMail, Sheets, Docs, Calendar, Google Meet)

• Excellent interpersonal and communication skills

Performance Measures

• Brand market share within assigned territories within syndicated data reports

• YOY growth in sales and placements within assigned territory

• ROI associated with Sales Expenditures

• Project management and execution (on time/on budget)

Working Conditions and Physical Demands

• Heavy exposure to personal computers and software applications.  Must be able to use a computer and the Internet.

• Reliable transportation and active drivers license

• Must be able to speak English and communicate with other people both written and verbally.

• Ability to lift and/or move up to 50 pounds. Employee to employ traditional lifting methods.

• Vision abilities required by this job include close vision, distance vision, and the ability to adjust focus.

• Ability to work near moving mechanical parts.

• Ability to work in an environment with moderate noise level.