Territory Manager

About Peter Mielzynski Agencies LTD “PMA” and the Mission

PMA Canada’s Mission is to become The Best Drinks Company in Canada. We represent an enviable portfolio of leading premium spirits, wines and beer brands including: Glenfiddich, Grants, Gibson’s, Hendricks,Two Oceans, Jägermeister, Innis & Gunn and many more. 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

Be Proud

We are proud of our brands, our heritage, and our commitment to service excellence in everything we do.

Be Responsible

We are responsible and accountable for our work as individuals and collectively as one team.We collaborate across all aspects of our business.

Be Entrepreneurial

We foster a forward thinking and innovative culture that recognizes the need for innovation and continuous improvement.

Be Professional

We value integrity, transparency, delivering on our commitments and having constructive debate within a team working culture.

Be Sustainable

We always do the right thing for our business, for each other and our community.

Embrace Difference

We embrace our differences and work together to make us stronger.

Think Long Term

We understand our actions today need to drive long-term success and this gives us a competitive advantage.

About the Territory Manager Role

Reporting to the Sales Manager | Alberta Independents North, the Territory Manager will develop the PMA Portfolio in the Northern Alberta which may include on and off premise outlets within the Greater Edmonton area as well as rural communities in Northern Alberta assigned, 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. The territory does require extensive day travel as well as occasional overnight trips.

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 On and Off Premise Outlets
• Actionable Individual Development Plans for Own Role

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 (Preferred)
• Provincial Beverage Alcohol Regulatory Standards (Preferred)
• Canadian Beverage Alcohol Industry Rival Ways of Working (Preferred)
• Effective Working Knowledge of On and Off Premise Operating Rhythms
• Effective Working Knowledge of Sales Force Automation Tools
• Effective Working Knowledge of MS Excel and MS PowerPoint
• ProServe Certified
• WSET Certified (Preferred)

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
• Previous experience dealing with restaurants, bars and other OP venues as well as retail (liquor) stores would be beneficial
• Well Demonstrated Track Record of Managing Stakeholders
• Pos