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Field Sales Manager

2 months ago

Florida, United States MIKE'S HARD Full time

Job Summary:

The Sales Manager, Field Sales is responsible for overseeing all aspects of sales operations for MIKE'S HARD brands in assigned markets. This includes managing distributor planning, programming, and account execution to deliver the annual sales plan. The Sales Manager will act as the conduit for all distributor functions relating to the Company business.

Key Responsibilities:

  • Execute all aspects of sales plan with distributor network, presenting brand plans, pricing, and promotion according to business plan parameters.
  • Monitor and analyze assigned territory budgets, ensuring effective resource allocation.
  • Establish and maintain ongoing communication with distributors, tracking product levels, and increasing actual shipments and depletions.
  • Develop and manage WABP (Workforce Allocation and Budget Planning) plans.
  • Ensure brand execution at the market level, adhering to brand standards, including pricing, shelf placement, cold box placement, display, draft, and bottle placement.
  • Track and monitor marketing programs, ensuring alignment with business objectives.
  • Manage operating and A&P expenses, maintaining budget and expense control.
  • Depending on market size, may have direct reports, providing guidance and support.
  • Stay informed about competitive trends and report relevant developments.

Monthly Focus:

  • 12 days (60% of time) managing retail execution, surveying (with and without the wholesaler), evaluating distribution, display, and ad feature execution, as well as evaluating Retail Manager selling skills.
  • 4 days (20% of time) managing all wholesaler issues and meetings, including programming, pricing, forecasting, new product launches, and ABP meetings, as well as internal issues at the wholesaler.
  • 4 days (20% of time) managing all administrative requirements, including forecasting, fiscal responsibility, distribution tracking, program execution tracking, and performance management, as well as local initiatives.

Requirements:

  • 5+ years of sales experience.
  • 3+ years' experience working with distributors/wholesalers, 3+ years' experience in the beverage category.
  • Strong analytical and math skills for budgeting, analysis, etc.
  • Microsoft Office (PowerPoint, Word & Excel) – ability to develop and present.
  • Ability to travel as necessary.
  • Bachelor's Degree preferred.

Core Values:

  • Sense of Urgency: We value sense of urgency because we are a fast-paced company in a fast-paced industry. You act as if there is no tomorrow and get it done today.
  • Authenticity: We value authenticity because we need to stay real. You are authentic, diplomatic, respectful, thoughtful, and always have the best intentions.
  • Simplicity: We value simplicity; why use 50 words when you can use 5? You thrive in ambiguity, are comfortable with change, and bring simplicity to complex situations or grey areas.
  • Humility: We value humility; there is no room for egos here. You're not stubborn, you listen, take feedback/direction, and respond quickly to changing direction. We are a team that supports each other.
  • Trust: We value trust because unless we are both trusted and trusting, we will not succeed as a team. You put trust in others and do your best to never let anyone down.