Sales Representative

Sales Representative

The Sales Representative is responsible maintaining strong retail focus to align with all company sales objectives, including but not limited to, Volume, Distribution, Market Share, and Customer Service.  The position is responsible for growing our entire portfolio in an assigned territory or market.  This may or may not require specific additional qualifications for market channels.   The Sales Representative reports to the Area Sales Manager.  The Sales Representative position is an exempt employee and is not eligible for overtime calculations under FLSA.

Primary Objectives:

• Call Frequency
  • Responsible for regular call frequency on assigned retail accounts primarily to sell volume, increase distribution, merchandise monitor price and shelf management

• Consultative Information Based Selling Techniques
• 
  
  • Selling Product Features and Benefits 
  • Styles of Products and A Full Understanding of Entire Product Portfolio
  • Profit Margin Analysis  

• Sales Execution

• Delivering against Volume targets 
• Achieving Distribution / New Package gains
• Achieve Monthly PFP (Pay for Performance) Objectives
• Executing Supplier / Company Programs Including market surveys

1. Market Execution 
   • Cold Box Management – Gaining Space
   • Warm Shelf Management – Gaining Space
   • Display Execution
   • Pack Out of Back Room Stock 
   • “First Position” Placement for Brands in Product Portfolio
   • Proper Point of Sale and Pricing Communication
   • Rotated Product (First in – First out) 
   • Establishing measures to prevent Out of Stocks.  Responsible for daily decisions regarding retail inventory levels using past sales history, changes in climate, competitive activity and special promotional activities.

1. Key Customer Planning 
   • Establish / Maintain Relationships
     • Build business relationships with BUSCH Selling Skills and present professional sales presentations using sales histories.
   • Creating localized plans to drive growth 
   • Understanding the target consumer by account
   • Meeting Key Customers Needs 

1. PTC (Price to the Consumer) Management 
   • Managing the Appropriate Price based on Cost of Goods 
   • Driving Aggressive Features Based on Retailer Margin
   • Communicate Any Competitive Price Changes to ASM Upon Discovery

1. Solid Understanding of Technology and Tools
   • MOBILITY / Surveys
   • Encompass Mobile
   • Encompass System for Reporting 
   • Microsoft Outlook for Email Efficiency 
   • Tablet Efficient – Presentations / Profit Calculator

• Segment/Chain Knowledge
  • Chain/KAM initiatives and Programming (i.e. MIR/Cross Merch)
  • Pricing Knowledge
  • Weekly Ad Sheet review

• Administrative Functions

• Communication and Customer Service
• 
  
  • Frequent communication with direct line manager and sales team
  • Responsible for daily paperwork and proper completion of all company documents
  • Responsible for the proper communication of company credit and accounts receivable processes. Work with Accounting Department in the collection of past due balances where necessary.
  • Provide feedback to management regarding promotional activities, market data and competitive activity.

• Solid Understanding of Technology and Tools
  • MOBILITY / Surveys
  • Encompass Mobile
  • Encompass System for Reporting 
  • Microsoft Outlook for Company Communication

• Attend Weekly Department Meetings
  • Discuss issues/opportunities at store level
  • Rollup competitive trade activity

• Operational Functions
  1. Vehicle & Safety Requirements
     • Follow Safety Policies and Procedures
     • Follow all policies and procedures pertaining to proper usage of a company vehicle.

The Sales Representative assumes other responsibilities as assigned by ASM’s, Assistant ASM’s, Sales Directors, VP’s, Branch Managers and ownership.  These responsibilities and objectives include but are not limited to:

• Attendance Expectations
• Quality Image and Appearance
• Professionalism

Development of the Sales Representative Position

A Sales Representative with proper development can expect opportunities to move into roles such as Assistant Area Sales Manager or Area Sales Manager.  Additional opportunities may exist in movement to the Operations Department.

• Product Knowledge – Must understand the entire Portfolio
• Participates in executive, management, and company staff meetings and attends other meetings and seminars. 
• Continued education programs when necessary.

• Sales Certification Training
• Selling Skills 
• Mobility / Encompass Training

Sales Representative Requirements

• Developed knowledge and experience in sales and company objectives. 
• Excellent oral and written communications skills (Interacts well with Internal & External Customers)
• Above Average Presentation Skills
• Excellent Average interpersonal skills. 
• Excellent computer skills in all sales programs. 
• Excellent organizational skills.
• Ability to work with minimum supervision.
• Ability to work a flexible schedule to complete all job duties.
• Reasoning ability - must demonstrate the ability to anticipate and solve practical problems or resolve issues.
• Enthusiastic, Team player interested in positive company growth.
• Clean, Valid Driver’s License

Education and Experience

• A Bachelor’s degree or equivalent in Business or Marketing is preferred.   
• Sales Experience Either In Beverage or A CPG Company is preferred.

Certificates, Licenses, Registrations

Physical Demands

These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job. Reasonable accommodation may be made to enable people with disabilities to perform the described essential functions of the job.

While performing the responsibilities of the job, the employee is required to talk and hear. The employee is often required to sit and use their hands and fingers, to handle or feel. The employee is frequently required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl.  The employee is required to lift and manage packaged items of up to 40 lbs. freehanded and over that threshold using an appropriate lift system or lift truck. 

Work Environment

While performing the responsibilities of the job, these work environment characteristics are representative of the environment the Sales Representative will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job.

While performing the duties of this job in the office environment, the employee is occasionally exposed to moving mechanical parts and vehicles. The noise level in the work environment can be moderate to loud. While performing duties of this job in the field environment, the employee will be exposed on a regular basis to moving mechanical parts, motor vehicles and traffic.  

Exposure while in customer locations cannot be projected.  These conditions may vary, and the employee will receive adequate training to recognize and avoid hazards that cannot be described as expected.