Territory Manager

SUMMARY
The primary responsibilities of the Territory Managers (TM) are to provide effective leadership, training, motivation, and supervision within their area. TM is also responsible for managing their sales consultants to achieve the goals and objectives of the company. The Territory Manager is expected to have excellent working relationships with all store level management personnel.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Represent company with professionalism, integrity, and a commitment to exceptional customer service.
• Lead and manage a team of Sales Consultants to consistently meet and exceed company standards across all assigned accounts.
• Recruit, interview, and assist in the hiring of top talent to fill open sales positions.
• Provide comprehensive training, coaching, and continuous development to enhance team performance and individual growth.
• Conduct regular market rides to evaluate sales execution, provide feedback, and identify opportunities for improvement.
• Mentor all team members and support their advancement within the organization.
• Establish clear goals and expectations for each account.
• Facilitate regular team meetings to communicate new programs, initiatives, and procedural updates.
• Develop and implement strategic sales and merchandising plans to expand product distribution and drive revenue growth.
• Ensure flawless execution of monthly divisional initiatives by providing clear direction and actionable feedback.
• Build and maintain strong relationships with key account managers; resolve service issues promptly and professionally.
• Monitor product freshness and enforce rotation policies to prevent out-of-date inventory in the market.
• Ensure team compliance with safety protocols and complete required safety observations.
• Complete all administrative responsibilities, reports, and personnel documentation in a timely manner.
• Demonstrate proficiency in Microsoft Teams, Excel, PowerPoint, Word, VIP, and other business systems.
• Leverage data analytics tools to identify market trends and uncover growth opportunities.
• Collaborate with delivery and operations teams to optimize routing and resolve service-related issues.
• Ensure full compliance with all required training and development programs for self and team.
• Uphold company dress code and grooming standards, maintaining a professional appearance at all times.
• Maintain a clean driving record and adhere to company vehicle policies.
• Ensure compliance with all applicable federal, state, and local laws and regulations.
• Perform additional duties as needed to support overall business objectives.

COMPETENCIES REQUIRED

• Analytical - Synthesizes complex or diverse information; uses intuition and experience to complement data.
• Problem Solving - Identifies and resolves problems in a timely manner; develops alternative solutions; uses reason even when dealing with emotional topics.
• Technical Skills - Strives to continuously build knowledge and skills; Shares expertise with others.
• Interpersonal - Listens to others without interrupting; remains open to others' ideas and tries new things.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; responds well to questions; participates actively in all company meetings.
• Teamwork - Puts success of team above own interests; able to build morale and group commitments to goals and objectives; recognizes accomplishments of other team members.
• Change Management - communicates changes effectively; monitors transition and evaluates results.
• Leadership - Exhibits confidence in self and others; inspires and motivates others to perform well; accepts feedback from others.
• Managing People - Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates' activities; makes self available to staff; continually works to improve supervisory skills.
• Business Acumen - Understands business implications of decisions; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Cost Consciousness - Works within approved budget; contributes to profits and revenue.
• Organizational Support - Follows policies and procedures; supports organization's goals and values; benefits organization through outside activities.
• Judgement - Displays willingness to make decisions; supports and explains reasoning for decisions.
• Motivation - Sets and achieves challenging goals; measures self against standard of excellence.
• Professionalism - Treats others with respect and consideration regardless of their status or position.
• Safety and Security - Observes safety and security procedures.

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION
Knowledge of a specialized or technical field such as cost or general accounting, business administration, logistics, management, economics, human resources, marketing, supply chain management, sales, technical purchasing. Equivalent to high school plus additional broad specialized training equal to 2 years of technical college OR apprenticeship training.
Degree: 3, Points: 45

EXPERIENCE
Over 3 years up to and including 5 years.
Degree: 5, Points: 100

COMPLEXITY OF DUTIES
Duties are diversified and involve an intensive knowledge of a field within the organization requiring the use of a wide range of procedures. Must apply principles of rational systems to solve practical problems. Required independent thinking and use of judgment to interpret and analyze facts and circumstances surrounding individual problems or transactions, and to determine appropriate action to be taken within the limits of standard or accepted practice.
Degree: 3, Points: 45

SUPERVISION RECEIVED
Under specific direction where definite goals and objectives are established requiring the use of a wide range of procedures and the employee plans and arranges own work and coordinates work of others, referring only unusual cases to supervisor or others.
Degree: 3, Points: 20

RESPONSIBILITY FOR ERRORS
Errors are usually detected in succeeding operations and generally confined to a single department or phase of company activities. Error could cause some internal confusion and delay or cause customer or supplier complaints but could be detected and adjusted with little difficulty. Corrections would involve backchecking by others and would involve some moderate monetary losses. Most work verified or checked by systems and procedures, or supervision.
Degree: 2, Points: 10

CONTACT WITH OTHERS
Regular contacts throughout the normal working with the other persons, departments, vendors, customers, etc., on matters involving corrections or adjustment where proper behavior and tact are necessary to avoid friction and to maintain the flow of work.
Degree: 3, Points: 20

CONFIDENTIAL DATA
Work with some confidential data such as product costs, individual wage and salary rates which, if disclosed, might have adverse internal or external effect.

Degree: 3, Points: 15

MENTAL / VISUAL / AUDITORY DEMAND
Moderately complex, exacting work, requiring mental and visual attention in such typical tasks as advanced math, etc.
Degree: 3, Points: 15

WORKING CONDITIONS
Good working conditions. Occasional exposure to noise, dust, heat, etc. Some elements present which makes conditions less desirable than usually found in an office.
Degree: 2, Points: 10

CHARACTER OF SUPERVISION
Immediate supervision over a unit, section, or department where most of the time is spent assigning, reviewing, checking work, eliminating ordinary difficulties, where procedures are standardized.
Degree: 2, Points: 10

SCOPE OF SUPERVISION
Responsible for supervising more than 10 and seldom over 25 persons.
Degree: 3, Points: 20

TOTAL POINTS: 310 GRADE: 7

CERTIFICATES, LICENSES, REGISTRATIONS
ABC Beer Permit, valid driver's license and MVR within CDC/CPB Driving Points Policy, and Cicerone Certified Beer Server.

LANGUAGE SKILLS
Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

MATHEMATICAL SKILLS
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.

PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to walk; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee frequently is required to stand; climb or balance; and stoop, kneel, crouch, or crawl. The employee is occasionally required to sit. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus.

A job description, by its nature, cannot include every aspect of the job. Because of this, any function that would reasonably fall under the responsibility of the Territory Manager is assumed and it is expected that the Territory Manager will act accordingly. The Territory Manager will be expected to perform any other task not included in this job description requested by management.

Minimum Qualifications
A candidate who does not meet the following minimum qualification will not be considered for this position.

• Equivalent to high school plus additional broad specialized training equal to 2 years of technical college OR apprenticeship training.
• Over 3 years' experience in beverage or related field
• Cicerone Certified Beer Server
• Internal candidates must have a recommendation from their manager or department head.