Territory Manager

6 days ago

Calgary, Alberta, Canada PMA Canada Full time
Salary:

About Peter Mielzynski Agencies LTD "PMA" and the Mission

PMA Canada's Mission is to become Canada's Best Premium Beverage Alcohol Growth Partner. We strive to be recognized as 'Agents for Growth' focused on three core areas of People, Partnerships and Performance. We represent an enviable portfolio of leading premium spirits, wines and beer brands. We are a privately held company founded in 1979 by Peter Mielzynski Sr., and to this day we pride ourselves on building brands and providing Service Excellence for our Suppliers, Customers & Consumers.

Company Values

Teamwork: Share and communicate knowledge and skills with others, can recognize other's best practices and apply them to daily activities. Actively involved in the overall business and team's activities

Professionalism: Show proper preparation, responsiveness, accountability, and responsibility for their actions. Improves self through personal development. Conduct themselves with honesty, ethics, and integrity.

Leadership: Energize employees and provide a path to career success, company objectives and growth. Display a conscientious work ethic, coach, and mentor staff, be proactive and not reactive to potential issues.

Creativity: Show initiative to succeed, share ideas, opens to change, and learn from successes and failures.

Enthusiasm: Bring energy, passion, positive attitude and demonstrate strong commitment to PMA

About the Territory Manager Role

Reporting to the Sales Manager | Alberta Independents South & Saskatchewan, the Territory Manager will develop the PMA Portfolio in the assigned on premise outlets which are subject to change from time to time. The role will have accountability for Delivery of Objectives in particular: Minimum Outlet Execution Standards, Minimum Outlet Inventory Levels and Territory Depletions vs Target.

Key Deliverables

  • Annual Depletions (Stock Movement from W/H into Outlet) Outcome vs Target by Brand Expression for Assigned Outlets
  • Minimum Execution Standard (MES) Outcomes vs Target by Brand Expression within Assigned Outlets
  • Shopper Conversion Driver (SCD) Outcomes vs Target by Brand Expression within Assigned Outlets
  • Up-to-Date Journey Plans for Coverage of Assigned Outlets
  • Weekly 1:1 MES | SCD Status vs Target Review Sessions with Sales Manager
  • Monthly Scorecard on Territory Key Business Metrics
  • Monthly Price Audit | Competitive Gaming Report within Assigned Outlets
  • Minimum Inventory Levels by SKU within Assigned Off Premise Outlets
  • Actionable Individual Development Plans for Own Role
  • Investment Control within Budget by Brand Expression & Banner

Behavioural Competency Requirements

  • Accountability
  • Customer Centricity
  • Transparency
  • Inspection of Expected Results
  • Ownership of the Business
  • No Blame Fixing

Management Competency Requirements

  • Outcome Orientation
  • Business Performance Management & Reporting
  • Interpersonal Effectiveness
  • Workflow Management
  • Financial Acumen
  • Judgement & Decision Making
  • Rapid Capability Building
  • Strategic Thinking & Awareness

Functional Competencies Requirements

  • Commercial Plan Implementation & Course Correction
  • Commercial Opportunity Identification & Conversion
  • Journey Planning | Efficient Outlet Route Planning
  • Effective Relationship Development (Outlet Decision Maker)
  • Effective Rapport Building (Outlet Staff Members)
  • Commercial Acumen
  • Persuasive Selling
  • Negotiation & Influencing

Knowledge Competency Requirements

  • RTC | The PMA Way of Selling
  • Provincial Beverage Alcohol Regulatory Standards
  • Canadian Beverage Alcohol Industry Rival Ways of Working
  • Effective Working Knowledge of On Premise and Retail Outlet Operating Rhythms
  • Effective Working Knowledge of Sales Force Automation Tools
  • Effective Working Knowledge of MS Excel and MS PowerPoint
  • Smart Serve Certified
  • WSET Certified

Experience & Other Requirements

  • Minimum 3 Years of Territory Management Experience (Beverage Alcohol or CPG)
  • Well Demonstrated Track Record of Working in a Team Environment with Strong Sales Initiative and Focus on Delivering Results
  • Well Demonstrated Track Record of Managing Stakeholders
  • Post Secondary Degree in Business
  • Hybrid Working Environment
  • Minimum 90% of Time in Field including Ability to Travel Overnight within Territory or District as Required
  • Valid Driver's License with Fully Insured & Reliable Personal Vehicle (Car Allowance Provided)
  • Must be Legally Able to Work in Canada
  • Must be of Legal Drinking Age

Physical Demands

  • Carrying & Lifting 45-65 pounds
  • Immediate reaching to perform various duties
  • Overhead Reaching to perform various duties
  • Standing & Walking for periods of time to perform various duties
  • Squatting or Bending to perform various duties as assigned

PMA Canada is committed to providing equal opportunity and accessibility in its recruitment process. If you are selected for further consideration and require accommodation to participate in this recruitment process, please advise your Talent Acquisition partner


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