Tweet
This position will report to the Vice President of Sales , With an emphasis on brand building, customer relations, on and off-premise sales and promotion of Firestone Walker Brewing Co. and Nectar Ales. You will be responsible for management of your wholesalers and sales force on a daily basis. This will include sales meetings, ride withs, crew drives, POS, inventory management, and sales incentive programs. This position will also require promotion of products at occasional events, tastings, fairs, and festivals. Many of these events will occupy weekend time.
Essential duties of this position:
Primary Duties:
Daily management of Territory Sales and Marketing
Weekly work withs in the market with Distributor Sales managers and account reps
Summary of each ride with sent to SWA, RSM, and key sales manager within the distributor.
Overall Distributor Daily Management in territory.
Distributor programming
Development of key accounts
Manage chain execution with Sonny for Territory.
Key contact person representing FW to all distributor key personnel.
Training of Distributor sales teams and any new FW sales people for your market (if applicable)
Quarterly evaluation of each Distributor in your territory (performed at Quarterly review)
Management of all Territory Budgets and Spending in territory
Key role in marketing and promotional $$ spend, will work With SWA to budget and plan.
Market Development • Be able to achieve FW’s market plan and sales goals through distributor in given territories • Be able to achieve and/or maintain FW market standards in all territories.
• Develop key relationships with all key accounts by handling all reasonable brand support needs in account territories. • Know every decision maker in top 100 on and off-premise accounts in all your distributor territories.
Weekly perform distributor work-withs, promos, staff trainings, new bottle placements, new draft placements and merchandize accounts. Conduct distributor sales meetings monthly with agenda.
Distributor/Market Responsibilities: • Become a Key Business partner at the distributors by being recognized as one of the their best supplier territory managers based on contribution to the growth and prosperity of FW’s and distributor’s businesses • Conduct quarterly sales review meetings with distributor with your sales managers based on tracking yearly goals and what percentages we are to those goals
• Develop key events that feature FW and HBC brands. • Knowledge of who all key people at distributor(s) are such as the owner, President/GM, sales manager, supervisors, all sales people, merchandising manager, operations manager, events coordinator, draft manager, on premise managers, purchasing manager, and receptionist
This position will report to the Vice President of Sales for FW (SWA) ,
Additional Market and Distributor Responsibilities:
*
These duties will account for about 10% of the work week, or are integrated in the responsibilities already outlined:
Maintain strong distributor relationships.* This is one of your top goals to maintain and build productive relationship with distributor sales force.
Effective communication of sales and promotional activity, monthly chain activity, Post off info, key target accounts lists, new products, and promotional calendars.
Periodic ride-withs, and concentration days with distributor personnel, as directed/determined by the Territory Manager
Work with the rest of the FW team to develop the brand and execute/achieve the sales plan.
Travel to sales meetings
Participate in out of market sales blitzes
Become a Key Business partner at the distributors by being recognized as one of the their best supplier reps based on contribution to the growth and prosperity of FW’s and distributor’s businesses
Reporting:
*
Timely submission of required administrative reports
Weekly Sales Itinerary (to be submitted to VP of Sales ( by 8 am of*the preceding week) it should include proper format of schedule, past weeks activities, targeted accounts for new week, monthly and quarterly tracking of new and potential draft accounts.
Expense report-submitted monthly or by monthly due by the 10th of the following month
Call reports submitted when asked - may include chain display recaps,
Ride with recap is required on all distributor ride withs and must be sent to your territory manager, VP of sales, and key distributor sales personnel- used as a tool for you to follow up and also gives your distributor and snap shot of your day and most important-accountability for your placements, and or potential placements. It also will serve as a good record for any promised promotions, POS, etc. for distributor follow up.
Draft Placements- keep an updated list of all new draft placements and current draft accounts.
Incident tracking-Submitted on an as appropriate basis
Other reports as required:
It is expected that all basic administrative duties can be performed in 4 hours per month, and that generally, this will be done at the end of the month for recap and planning going forward for the next month. Weekly reports should also take no more than 45 minutes to complete, and should either be performed Sunday night or first thing Monday morning as they are due at 8 am on Monday.
Communication:
Check Voice mail 3 times per day (start, middle, end)
Check e-mail each evening-- we have lots of communication daily
Weekly phone meetings with the VP of Sales
Weekly priorities/goals
Itinerary changes-- please relay any changes to your Territory manager if there are any changes to your weekly plan that was submitted.
Daily objectives
All call backs to distributor and account personnel must be made within 24 hours
Any commitments made in the trade must be completed within a week from that commitment-- this includes POS, samples, follow up, wearables, etc..
*
Performance Standard:
Average 60 account calls per week
Average 15+ new draught sales calls per week
Average 4 promotions per week (this includes on-premise bar promotions and off-premise samplings)
Average 50% close rate on all sales calls
Complete weekly administrative reporting
Work to becoming the “ Preferred supplier” status in your distributor--the category expert and go to Supplier Rep.
Please Submit all resumes to Steve@firestonebeer.com by April 20,2012. Salary BOE
Essential duties of this position:
Primary Duties:
Daily management of Territory Sales and Marketing
Weekly work withs in the market with Distributor Sales managers and account reps
Summary of each ride with sent to SWA, RSM, and key sales manager within the distributor.
Overall Distributor Daily Management in territory.
Distributor programming
Development of key accounts
Manage chain execution with Sonny for Territory.
Key contact person representing FW to all distributor key personnel.
Training of Distributor sales teams and any new FW sales people for your market (if applicable)
Quarterly evaluation of each Distributor in your territory (performed at Quarterly review)
Management of all Territory Budgets and Spending in territory
Key role in marketing and promotional $$ spend, will work With SWA to budget and plan.
Market Development • Be able to achieve FW’s market plan and sales goals through distributor in given territories • Be able to achieve and/or maintain FW market standards in all territories.
• Develop key relationships with all key accounts by handling all reasonable brand support needs in account territories. • Know every decision maker in top 100 on and off-premise accounts in all your distributor territories.
Weekly perform distributor work-withs, promos, staff trainings, new bottle placements, new draft placements and merchandize accounts. Conduct distributor sales meetings monthly with agenda.
Distributor/Market Responsibilities: • Become a Key Business partner at the distributors by being recognized as one of the their best supplier territory managers based on contribution to the growth and prosperity of FW’s and distributor’s businesses • Conduct quarterly sales review meetings with distributor with your sales managers based on tracking yearly goals and what percentages we are to those goals
• Develop key events that feature FW and HBC brands. • Knowledge of who all key people at distributor(s) are such as the owner, President/GM, sales manager, supervisors, all sales people, merchandising manager, operations manager, events coordinator, draft manager, on premise managers, purchasing manager, and receptionist
This position will report to the Vice President of Sales for FW (SWA) ,
Additional Market and Distributor Responsibilities:
*
These duties will account for about 10% of the work week, or are integrated in the responsibilities already outlined:
Maintain strong distributor relationships.* This is one of your top goals to maintain and build productive relationship with distributor sales force.
Effective communication of sales and promotional activity, monthly chain activity, Post off info, key target accounts lists, new products, and promotional calendars.
Periodic ride-withs, and concentration days with distributor personnel, as directed/determined by the Territory Manager
Work with the rest of the FW team to develop the brand and execute/achieve the sales plan.
Travel to sales meetings
Participate in out of market sales blitzes
Become a Key Business partner at the distributors by being recognized as one of the their best supplier reps based on contribution to the growth and prosperity of FW’s and distributor’s businesses
Reporting:
*
Timely submission of required administrative reports
Weekly Sales Itinerary (to be submitted to VP of Sales ( by 8 am of*the preceding week) it should include proper format of schedule, past weeks activities, targeted accounts for new week, monthly and quarterly tracking of new and potential draft accounts.
Expense report-submitted monthly or by monthly due by the 10th of the following month
Call reports submitted when asked - may include chain display recaps,
Ride with recap is required on all distributor ride withs and must be sent to your territory manager, VP of sales, and key distributor sales personnel- used as a tool for you to follow up and also gives your distributor and snap shot of your day and most important-accountability for your placements, and or potential placements. It also will serve as a good record for any promised promotions, POS, etc. for distributor follow up.
Draft Placements- keep an updated list of all new draft placements and current draft accounts.
Incident tracking-Submitted on an as appropriate basis
Other reports as required:
It is expected that all basic administrative duties can be performed in 4 hours per month, and that generally, this will be done at the end of the month for recap and planning going forward for the next month. Weekly reports should also take no more than 45 minutes to complete, and should either be performed Sunday night or first thing Monday morning as they are due at 8 am on Monday.
Communication:
Check Voice mail 3 times per day (start, middle, end)
Check e-mail each evening-- we have lots of communication daily
Weekly phone meetings with the VP of Sales
Weekly priorities/goals
Itinerary changes-- please relay any changes to your Territory manager if there are any changes to your weekly plan that was submitted.
Daily objectives
All call backs to distributor and account personnel must be made within 24 hours
Any commitments made in the trade must be completed within a week from that commitment-- this includes POS, samples, follow up, wearables, etc..
*
Performance Standard:
Average 60 account calls per week
Average 15+ new draught sales calls per week
Average 4 promotions per week (this includes on-premise bar promotions and off-premise samplings)
Average 50% close rate on all sales calls
Complete weekly administrative reporting
Work to becoming the “ Preferred supplier” status in your distributor--the category expert and go to Supplier Rep.
Please Submit all resumes to Steve@firestonebeer.com by April 20,2012. Salary BOE