Chain Sales Manager

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.

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

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,