Area Sales Manager

FLSA: Exempt

Reports To: Off Premise Sales Manager

JOB SUMMARY
The Area Sales Manager is responsible for leading, managing, and directing the assigned sales team, as well as developing sales, and merchandising results within the assigned accounts/territory.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Duties/Responsibilities:
1. Accountable for management and direction of assigned sales employees of Gulf Distributing Holdings.

2. Conduct proper training and applicable documentation for assigned Sales Team members.

3. Perform performance reviews for assigned team members as directed by the Company.

4. Direct, monitor, and improve sales team results: Revenue, quality, business plan targets, distribution, pricing, displays, space, position, and POS.

5. Actively participate in all Safety and/or Sales meetings, calls and trainings.

6. Spend at least 90 percent of your time in the market working with your employees and making key account calls.

7. Sell and merchandise all beer, non-alcoholic, and other products in accordance with the standards of GDH.

8. Conduct meetings with assigned Sales Team communicating goals, targets, direction, follow-up, and results.

9. Ensure direct reports complete daily calls and assignments with applicable required documentation.

10. As needed call back accounts to assist or complete the sales/merchandising efforts for GDH products.

11. Have a working knowledge of all assigned sales routes and fill in during sick and vacation times.

12. Complete and analyze weekly sales team recaps identifying opportunities and train to correct for efficiencies.

13. Communicate opportunities for sales route re-alignments that are necessary to improve customer service.

14. Assist and communicate with Delivery department for daily delivery sequencing, times, and loads.

15. Monitor all accounts receivable for assigned accounts area ensuring collection in a timely manner.

16. Review & manage daily adjustments ensuring proper sales, delivery, and merchandising duties.

17. Ensure the Sales Team are trained and utilize appropriate sales tools, and technology.

18. Complete, maintain, and communicate assigned daily/weekly/monthly sales reporting, and tracking.

19. Sell and merchandise all beer, non-alcoholic, and other products in accordance with the standards of GDH.

20. Promote the sales of GDH products via personal selling efforts and regular contact with assigned accounts.

21. Call on and set up new accounts prior to opening and review and act upon non-buying accounts monthly.

22. Conduct and recap sales calls on key accounts to ensure close working relationships with owners and managers.

23. Ensure monthly sales features are executed, including selling required case deals, building authorized displays, and maintaining monthly promo pricing on displays and shelf strips.

24. Conduct regular work-with sessions with sales team to observe, coach, and improve their performance.

25. Assist with GDH product cooler and hot shelf resets.

26. Assist in the delivery and setup of cold equipment for GDH products.

27. Actively participate in all incentive and PFP programs.

28. Maintain a positive working relationship with the owners, managers and employees of your assigned accounts.

29. Be aware of all competitive activity and opportunities to increase sales in your assigned accounts.

30. Report to your Manager and/or Chain Team all new competitive activity in your accounts.

31. Check and communicate pricing on all competitive products to ensure parity.

32. Work with your assigned accounts to ensure Modular integrity and improve shelf & floor position when available.

33. Pursue new placements and lower PTC’s on all promotions or EDLPs on the products you sell and merchandise.

34. Request competitors’ shelf space for new placements or for expanding your existing placements.

35. Advise and train the retailers in the proper methods of selling, merchandising, and pricing of the GDH products.

36. Demonstrate a sincere interest in the business success of each account that is assigned to you.

37. Maintain open and clear communications with the owners, managers, and other employees of GDH.

38. Ensure proper stock rotation is in effect in all your assigned accounts.

39. Utilize the Company’s Move Beer and Quality Control Policies and Procedures.

40. Always be aware of code dates and have product that is out-of-date swapped.

41. Ensure that all packages are sellable and have damaged product swapped or re-packed.

42. Properly operate, protect from damage, and return all equipment that have been issued.

43. Ensure your vehicle is clean and orderly, serviced at regular intervals, and repaired when necessary.

44. Dress and maintain your personal appearance in a professional manner and according to company policy.

45. Conduct all your activities within the guidelines of all company policies and procedures.

46. Report immediately to your Manager of any traffic violations, on or off duty, that may affect your insurability.

47. Conduct all of your activities in accordance to the local, state and federal liquor control regulations.

48. Report all accidents and injuries immediately to your Manager.

49. Perform all work activities in accordance with the safe work practices, policies and procedures.

50. Where applicable, may be required to obtain state liquor and spirits licensing, including the completion of all required paperwork with the state agency, and providing a copy of the license once obtained.

51. All other duties as assigned.

Learning Organization and Staff Training
1. Actively participates in internal and external training opportunities.
2. Exhibits enthusiasm for learning and personal growth.

Community Partnership
1. Represents GDH Mission and Values and follows GDH Mission and Values within the community at all times.

Technology
1. Effectively uses assigned equipment (laptop, iPad and provided Software)

QUALIFICATIONS
1. Preferred bachelor’s degree.
2. At least 5 years of industry-related experience, including three years in sales management required.
3. Knowledge of and demonstrated experience with transportation management software. Prior use of VIP or similar software package.
4. Personable, highly organized, strong leadership skills, detail oriented.
5. Access to reliable transportation. If driving an automobile while on company business, must possess a valid driver’s license in your state of residence and auto insurance. Must be able to pass a background check, MVR, and drug screen.
6. Demonstrated ability to:
• Work effectively with internal and external individuals, including other professionals in the community.
• Work effectively as a member of the leadership team.
• Effectively communicate to various internal and external audiences in both person and through various electronic media.
• Manage time and work effectively with minimal supervision.
• Effectively manage multiple priorities simultaneously.

WORKING CONDITIONS / PHYSICAL DEMANDS
1. Frequently (50%+ of time) required to walk and talk or hear.
2. Frequently (50%+ of time) required to stand; sit; use hands to finger, handle, or feel object, tools, or controls; and reach with hands and arms.
3. Frequently (50%+ of time) lift and/or move up to 50 pounds.
4. Frequently (50%+ of time) Specific vision abilities required by this job include close vision, color vision and depth perception.
5. Occasionally (less than 25% of time) exposed to moving mechanical equipment and fumes or airborne particles. The noise level in the work environment is usually quiet.
6. Frequently (more than 50% of time) travel throughout the GDH sites.
7. Occasional (less than 25% of time) weekend and/or overtime work, primarily at start-up or when taking on new business.

Equal Employment Opportunity Policy: Gulf Distributing Holdings, LLC is committed to offering equal employment opportunity without regard to age, color, disability, gender, gender identity, genetic information, marital status, military status, national origin, race, religion, sexual orientation, veteran status, or any other legally protected characteristic.