Territory Sales Representative

3 weeks ago

Cambridge, Massachusetts, United States Best Day Brewing Full time
Role Overview

The Territory Sales Representative is a key member of the Sales Department, responsible for leading the creation and execution of a weekly sales route that delivers target volumes for the Territory as set forth in the annual business plan.

Key Responsibilities
  • Know Your Business: Train and educate yourself regarding Best Day Brewing's product portfolio and related merchandise and marketing materials and programs.
  • Be and stay informed regarding the Region's annual business plan.
  • Educate yourself regarding existing and potential distributor(s) product portfolios, territories, and ways of working.
  • Educate yourself regarding existing and potential retailer(s) product offerings, physical locations, customer profiles, and ways of working.
  • Stay informed about industry trends nationally, competitor landscape and activities within the Territory, and market dynamics & customer preferences within the Territory that may impact the business generally and the Region's sales plan specifically.
  • Regularly monitor the Territory's sales performance against the Region's annual business plan and provide a monthly standardized report to the Regional Sales Director regarding the same.
  • Regularly monitor marketing performance within the Territory (including, but not limited to, by distributors and at specific accounts), analyze data and identify areas of improvement and implement corrective actions in light of such data, and report the same to the Regional Sales Director.
  • Audit accounts for pricing surveys using available software to document price points on the shelf and communicate the same to the Regional Sales Director in monthly reports.
  • Know and adhere to dollar budgets applicable to the Role.
  • Communicate on a daily basis with the Regional Sales Director to ensure issues within your Territory are resolved on a timely basis.
Deliverables
  • Deliver the target volumes and distribution goals as stated in the Region's annual business plan for the Territory.
  • Complete an average of 55 sales calls per week (utilizing VIP Karma to build the route) that are likely to drive sales, through, e.g., winning placements or display space, putting up point of sale and other promotional materials, booking or holding demos, and other product sampling activities.
  • Input (on a daily basis) a summary of each completed sales call into VIP Karma, including detailed notes and photos regarding accomplishments, insights, and the buyers complete contact details (e.g., buyer name, email address, phone number, ideal visit time).
  • Emphasize or introduce Best Day Brewing products gaining placements within the Territory to retail accounts within the Territory.
  • Implement activity plan for each key distributor within the Territory, ensuring clear and measurable objectives to deliver the distribution and ROS targets.
  • Support execution of all marketing programs within retail accounts located in the Territory.
  • Support all chain programs (distribution/promotions/programming) in the Territory.
  • Place POS (Point of Sale) items in retail accounts within the Territory as directed by.
  • Conduct promotions and demos at natural food stores and premier speciality groceries and other premier accounts located within the Territory.
  • Attend industry events, trade shows, and conferences held within the Territory or sponsored by the Territory's distributor(s) or partners on behalf of Best Day Brewing.
  • Grow Your Business: Identify and prospect sales opportunities at potential & existing customer accounts and pursue gaining placements at such accounts that advance the Region's annual business plan through persuasive and effective selling techniques.
  • Regularly and consistently connect with key distribution and retail partners located within the Territory (e.g., sales reps, area sales managers, district managers, brand managers, and office staff) to foster long-term relationships and expand Best Day Brewing's market share within the Territory by enhancing sales capabilities and drivers, presenting material and educating on Best Day Brewing's product portfolio as needed.
  • Deliver an average of 10 cases of samples per month to strategic brand and property partners (identified by the Director of Dawn Patrol or the Director of Strategic Partnerships and Events) located within the Territory.
Requirements
  • Follow the Best Day Way (as provided and updated from time to time) as applicable.
Our Ideal Candidate

A self-starting doer with a growth-mindset and a fun-loving, hard-charging, thirsty soul plus a healthy disregard for the impossible who is consistently hungry, humble, and people smart.

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