Area Sales Manager

Position: Area Sales Manager

Department: Field Sales

Region:  Mid-Atlantic

Market:  Philly Metro

Description:

The primary role of the Area Sales Manager (ASM) is to grow distribution and volume for all Recover 180 products in conjunction with distributor partners while managing all aspects of day-to-day business within assigned territory. This position will be accountable for driving Recover 180 initiatives and tracking established Key Performance Indicators (KPIs); includes managing distributor communication and frontline relationships, any direct reports and/or third-party service providers, report generation and maintenance of POS assets.

GENERAL PRIORITIES & RESPONSIBILITIES

DISTRIBUTOR PARTNER (DP) SALES PRIORITIES

• Distributor Partner (DP) sales and sales management responsibility for Recover 180 in assigned Market(s).
• Front-line contact for assigned DP.
• Execute provided sales forecasts and budgets for Market(s).
• Align with DP General Manager and Sales Management team to maximize sales volume, execute agreed upon programs, ensure execution of all retail chain authorizations, implement Recover 180 pricing architecture, national & regional priorities and incentive programs.
• Work collaboratively with DP and share best practices, acting as a major contributor/peer leader when compared to other DP vendor representatives.
• Regularly participate in DP sales meetings to communicate current promotional activity, new programs and program success stories; develop “share of mind” and brand awareness with sales team.
• Schedule regular monthly Route Rides with DP sales team members to ensure focus, increase retail account base and sell in Recover 180 programs.
• Support RSM/DSM as we monitor DP floor inventory of Recover 180 products to ensure an adequate supply is on distributor floor to meet forecasted monthly sales goals as well as POS inventory.
• Be present in your primary market of responsibility in sufficient time and duration to fulfill DP obligations and drive Company initiatives.
• Periodically leave assigned territory to assist other markets with crew drives as requested by your Manager.
• Competitive review and analysis of market activities and communication of such to your Manager.

RETAIL SALES PRIORITIES

• Open new accounts, grow distribution & case volume of Recover 180, independent of DP sales team; this includes:
• Pre-sell using DP Non-Buy reports; place orders through pre-determined system with DP.
• Cut in product, merchandise & price shelf when opening new accounts.
• Merchandise product both on shelf and on display (help build and maintain space).
• Reset store shelves to improve brand space.
• Complete minimum number of daily retail sales call (established by Manager).
• Open minimum number of monthly New Accounts (established by Manager).
• Expand “in-store” points of distribution within each retailer; goal is to place all authorized SKUs in the cold box, warm shelf and gain incremental displays (i.e., sidestacks, endcaps, etc).
• Gain minimum number of monthly incremental Retail Displays (established by RSM).
• Support RSM/DSMs relationships with “Influencer” or “Key” retail accounts.
• These are strategically located chain or independent retailers that are “influencer accounts” based on location/visibility, status in the market, volume potential or other criteria that make these accounts strategically important.
• Develop and maintain relationships with assigned Regional Chain Accounts.
• Develop and maintain store level relationships with National Chain Accounts as well as support National Accounts program execution.
• When working the Retail trade, be present in the Trade in your primary market of responsibility prior to the morning rush hour or as directed by your Manager.

ADMINISTRATIVE PRIORITIES

• Support RSM/DSMs processing and management of assigned DP “billback” reports monthly.
• Weekly recap of all activity to be sent to Manager using assigned format.
• Meet established deadlines for T & E reports, Retail Call schedule, depletion reports, etc.
• Communication and Recap of DP promo/incentive programs.
• Any other administrative work as requested by Manager.

QUALIFICATIONS

• Undergraduate degree or equivalent preferred.

·       Must have Beverage/DSD Distributor Management experience or CPG Experience (2+ years).

• Experience with nonalcoholic beverage industry preferred.
• Retail account management experience preferred.
• Exceptional oral/written communication ability.
• Ability to manage and analyze sales data; trade/business analytics.
• Proficient computer literacy including MS Office software, standard email clients and Internet search capability.

·       Ability to travel 50%-60% on work-related travel.

·       Valid driver’s license in state of residence & clean driving record.

• Authorized to work in US on a permanent basis.

PHYSICAL WORK ENVIRONMENT

• Use hands and fingers to handle, lift or otherwise manipulate product bottles and cases.
• Reach with hands and arms.
• Speak, hear, and understand instructions.
• Frequently transition between walking and sitting.
• Occasionally stand and stoop, kneel, crouch, or crawl.
• Regularly lift and/or move up to 50 pounds.
• Use specific vision abilities including: close vision, distance vision, peripheral vision, depth perception, and focus adjustment.