Off Premise Sales Representative

Sales Representative

The Sales Representative maintains a strong retail focus to align with company sales objectives, including volume, distribution, market share, and customer service. The position is responsible for growing our portfolio in an assigned territory or market. This may require specific additional qualifications for market channels. The Sales Representative reports to the Area Sales Manager. The Sales Representative position is an exempt role and is not eligible for overtime calculations under FLSA.

Primary Objectives

• Regular call frequency to assigned retail accounts to sell volume, increase distribution, merchandise, and monitor price and shelf management
• Consultative information-based selling
  • Product features and benefits
  • Styles of products and understanding of product portfolio
  • Profit margin analysis
• Sales Execution
  • Deliver against volume targets
  • Achieve distribution/new package gains
  • Achieve monthly PFP (Pay for Performance) objectives
  • Execute supplier/company programs such as market surveys
• Market Execution
  • Cold box management
  • Warm shelf management
  • Display execution
  • Packout of backroom stock
  • "First Position" placement for brands in portfolio
  • Point of sale and pricing communication
  • Product rotation (first in first out)
  • Measures to prevent "out of stocks"
  • Decisions regarding retail inventory levels using past sales history, changes in climate, competitive activity and special promotional activities.
• Key Customer Planning
  • Establish/maintain relationships
    • Build business relationships with BUSCH selling skills and present sales presentations using sales histories
  • Create localized plans to drive growth
  • Understand target consumer by account
  • Meet key customer needs
• PTC (Price to the Consumer) Management
  • Manage appropriate price based on cost of goods
  • Drive aggressive features based on retailer margin
  • Communicate competitive price changes to ASM
• Understanding of technology and tools
  • MOBILITY/Surveys
  • Encompass & Encompass Mobile
  • Microsoft Outlook
  • Tablet/iPad
• 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
  • Frequently communicate with direct manager and sales team
  • Complete daily paperwork and company documents
  • Communicate company credit and accounts receivable processes
  • Collaborate with the accounting department in the collection of past due balances
  • Provide feedback to management regarding promotional activities, market data, and competitive activity
• Attend weekly meetings
  • Discuss issues/opportunities at store level
  • Rollup competitive trade activity
• All other tasks as assigned by management

Operational Functions

• Follow company safety policies and procedures
• Follow policies and procedures pertaining to company vehicle

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

• Attendance
• 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 the Operations Department.

• Product knowledge
• Executive, management, and company staff meetings and seminars
• Continued education programs
  • Sales certification training
  • Selling skills
  • Mobility/Encompass Training

Sales Representative Requirements

• Knowledge and experience in sales and company objectives
• Excellent oral and written communications skills to interact with customers
• Above average presentation skills
• Excellent interpersonal skills
• Excellent computer skills in sales programs
• Excellent organizational skills
• Ability to handle cased beer and meet physical demands of role
• Ability to work with minimal supervision
• Ability to work a flexible schedule to complete job duties
• Ability to anticipate and solve practical problems or resolve issues
• Enthusiastic team player interested in positive company growth
• Clean, valid driver's license for a minimum of 60 months and ability to safely operate a motor vehicle

Education and Experience

• Bachelor's degree or equivalent in Business or Marketing is preferred
• Sales experience in beverage or CPG company is preferred

Certificates, Licenses, Registrations

• ABC Permit for the purpose of peddling alcoholic products where necessary

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 provided 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 to and manage packaged items of up to 35 lbs. freehanded and up to chest height. Lifting weights over this limit requires 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.