What are the responsibilities and job description for the Chain Sales Manager position at Revolver Brewing Llc?
Sales Manager – Off & On Premise Chain
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President of Revolver Brewing
Job Summary
Produce greater distributor alignment, share of mind, and retail execution that leads to better sales trends in target chain accounts through a “customer-facing” sales manager model. Meet and exceed volume, distribution, feature and DSOF goals. Conduct weekly sales meetings with assigned customers, Molson Coors CAEs, and distributor chain teams. Develop and maintain selling relationship with assigned customers and Molson Coors/Distributor counterparts. Drive brand building initiatives through the execution of nationally and locally developed programming and promotions. Build individual capabilities that support the job profile.
JoJob Requirementsb Responsibilities
Area of Responsibility
Key Outputs
(what this position delivers)
1.
Builds the business through “customer-facing” alignment.
- Achieves volume/ distribution/merchandising & promotion targets leveraging company and distributor resources.
- Drives fair share of customer share of mind and executional efforts measured in enhanced visibility through “Best in Class” BTL retail execution.
- Implements the appropriate qualitative and quantitative measures for brand health and channel/customer volume.
2.
Distributor management and relationship
- Accountable for influencing distributor chain team’s performance and execution within assigned customer base.
- Coordinates and aligns with distributor chain organizations.
- Develops strong relationships with Molson Coors CAEs
- Responsible for the assigned customer volume and distribution plan with distributor chain teams
3.
Leads and supports external resources
- Executes consistent hands-on partner training (category skills, selling skills, and competencies).
- Effective communication of monthly, trimester and annual volume and executional goals. Follow up measurement and reporting.
- Executes weekly work-withs and sales meetings with assigned customers, Molson Coors CAEs, and distributor chain teams.
- Problem solving/issue resolution/inventory management as required.
4.
Retail Execution
- Drive volume growth, meeting and exceeding targets.
- Successfully sell improved distributor and Off & On -premises presence as per goals.
- Drive Revolver priority initiatives.
- Set up and execute programs and promotions in key off premise customers.
- Leverage account knowledge and relationships with distributors to prioritize and recommend brands and promotions that drive volume and distribution growth based on customer needs.
- Showcase innovation and alliance activation in key accounts in the assigned area.
5.
Fiscal Responsibility, Budget Management, and Planning
- Manages total volume responsibility against monthly, quarterly, and annual plans.
- Maintains fiscal discipline and adherence to corporate guidelines.
- Responsible for management of assigned T&E and tactical budgets.
- Maintains sound investment and spending practices that deliver volume, distribution, merchandising, and promotion targets within assigned budgets.
- Provides input and direction into planning unit annual & trimester business plans.
- 30 – 60 Day account planning and outlooks
6.
Individual Development
- Become Certified Cicerone within 1 year.
- Ongoing training through Revolver resources and individual study in the areas of distributor economics, beer math, sales
capabilities, and cross-functional training within Revolver Brewing.
Knowledge, Skills & Abilities
Requirements
Preferences
Education and experience
- Bachelor’s degree (or)
- 4-5 years sales experience in a fast-paced competitive multinational organization
- Direct or distributor sales experience
- Selling experience in CPG
- Demonstrated leadership experience
- Key customer (i.e. liquor board) multi-channel selling experience
- Knowledge of the CPG, brewing process, beer styles an asset
Skills and knowledge
- Leadership & influence
- Initiative
- Selling Ability
- Customer Focus
- Collaboration
- Negotiation - Persuasion
- Planning and Organization
- Initiative
Other Requirements
- Strong communication and technology skills
- English essential. Bilingual language (i.e. /French/Spanish) adventitious
- Strong interpersonal and communication skills
- Solid analytical skills – basic finance/business skills
- Effective problem solving
- High energy team player with strong social skills
- Must be willing to work nights and weekends (nontraditional corporate hours)
Other Requirements
Competencies
Competency: Analytical Thinking
Understanding a situation by breaking it apart into smaller pieces or tracing the implications of a situation in a step-by-step way. Makes multiple causal links; sees several potential causes or outcomes of events. Anticipates several consequences of actions, or multiple-part chains of events. It includes organizing the parts of a situation in a systematic way; making systematic comparisons of different features or aspects; setting priorities on a rational basis; identifying time sequences, causal relationships, or ‘if...then’ relationships.
Competency: Builds Business Relationships
Ability to identify, build and maintain relationships or alliances that are of short- and long-term significance to the business success of Revolver. These relationships may be both internal and external to Revolver including distributors, customers, people in other functional/regional areas within Revolver, joint venture partners and other key industry groups. It includes utilizing these relationships to create long-range opportunities to drive business growth or enhance customer service. Develops a strategy and takes actions to influence a variety of stakeholder groups that are critical to Revolver’s success.
Competency: Business Acumen
Identifies and understands the financial levers that drive Revolver, distributors, and retailers’ businesses to maximize volume and ROI. General understanding of industry knowledge including opportunities,
risks and upcoming challenges. Familiarity with our competition. Understands the relationship importance of volume, profit, share and its impact on immediate and long-term ramifications. Ability to utilize this information in making decisions that positively impact the employee’s realm of responsibility.
Competency: Execution
Takes ownership of one’s own work, driving to completion. Delivering on commitments. Setting and exceeding challenging goals. Managing multiple priorities. Ability to build a game plan with milestones and executing against those milestones. Rallying troops. Ability to gain commitment. Always focused on getting the job done despite obstacles.
Competency: Problem Solving
Ability to respond to problems in a timely and accurate way by drawing on own judgments as well as available resources to identify the most effective way to handle specific situations. Ability to identify barriers and apply systematic set of procedures to determine root cause of issue. Collects evidence and implements the most appropriate course of action. Demonstrates ability to recognize fallacies, false premises and generalizations based on insufficient evidence. Once the problem is identified, this includes the ability to offer solutions and recommendations to resolve the present problem as well as prevent the problem from recurring in the future.
Competency: Selling Skills (Impact & Influence)
Ability to persuade, convince, negotiate with, or influence others. It is based on the desire to have a specific impact or effect on others. Tailor presentation activities and discussions to appeal to the interest and level of others. Looks for the win-win opportunities. Uses the appropriate subject matter experts to gain additional information. Sells own ideas by tying them to values, needs, aspirations and goals of others.