On Premise, Sales Manager

4 months ago

Vancouver, Canada Peter Mielzynski Agencies Full time

Overview:
Manage the strategic planning and execution of all dedicated on premise sales people in the region or territory. Leverage the strategic value of the on premise channel to build brands, improve ROI and drive net sales value in order to deliver the annual plan and beat the competition. Lead, coach and develop team capabilities and skill set in order to win in the on premise channel. Working with brand teams and internal partners, lead channel planning for independent on premise customers as a whole to deliver on brand and company strategy at customer level via programs that recognize brand strategic and tactical objectives.

**Department: Sales**

**Reports To: Sr. Director, Sales Execution West**

**Region/Territory: Alberta and BC**

**Responsibilities**:
**Results Driven/Initiating Action**:
***

Drive execution against commercial plans at the District level based on aligned expectations on Call Coverage, Distribution and Execution to drive value and volume performance on a daily, weekly, monthly and annual basis. Manage a plan for new account prospecting based on targeted account segments. Lead or support customer negotiations for larger strategic accounts as assigned.

Ensure Customer Called On Universe is constantly reviewed to prospect, quantify and qualify all new accounts visited to determine potential fit with brand portfolio and obtain and communicate updated market competitive information. Strong liaison with National/Regional key accounts to determine Called On status and managing any ‘surge coverage’ priorities that may arise.

Plan and manage trade-spending budgets for the OP channel in your geography to ensure optimal ROI and impact.

**People Management**:
Deliver In Market Coaching to train, coach, lead and motivate direct reports to deliver maximum impact in the market and effectively lead by clearly communicating roles and responsibilities, expectations and deliverables. Perform team management through regular weekly cadence and effective team meetings.

Support ongoing training and development of on premise Territory Managers through continued instruction during regularly scheduled in-field accompaniment, market surveys, Learning Bar compliance (PMA Way Standards), annual talent management process and observance in sales teams meetings.

**Strategic Planning**:
Lead channel program planning and execution planning with brand and internal stakeholders for your team (dedicated on premise) as well as dual Territory Manager group. Create brand and portfolio channel plans that

makes best use of resources and deliver brand objectives. Ensures all tools are in place to support attainment of goals and objectives.

**Problem Solving & Resolution**:
Constant inspection, challenge and support to ensure progress on Call Coverage, Distribution, Volume, Profit, and Execution (KPI, MES & BFSEE) key metrics with ongoing assessment of District & Individual action plans to close any gaps. Provide creativity and improvisation, as required specific to vacancies, changing policies, Brand or supplier demands etc. Results driven despite hurdles & ongoing noise.

**Communicating with Impact**:
Develop and maintain strong relationships with key Customer contacts as well as key internal stakeholders to provide on-going and current assessments of results by channel, key account and individual customer. Ability to translate priorities, actions plans and expectations via weekly Sales Meeting cadence. Effectively organizes all aspects of work in order to achieve high quality output and traffic projects and work under pressure in a multi-task environment.

**Analytical Acumen**:
Ability to evaluate distribution of brands in key purchasing areas within accounts and grow distribution of brands into existing accounts, including new products, and new sizes of existing products. Additionally, analysis of execution, sales results, ROI and value share growth.

**Must be able to**:

- Live and demonstrate the Company Values.
- Demonstrate and exhibit high levels of professionalism with internal and external customers
- Travel within territory up to 40% of the time.
- Travel globally as required.

Qualifications:

- 4-5 years’ experience in a similar role managing on premise customers in beverage alcohol industry
- Excellent organizational and communication skills (written and verbal)
- Strong sales background with solid understanding of company selling procedure
- Demonstrate sound judgment and problem solving skills
- Excellent leadership capabilities with strong presentation and interpersonal skills
- Strong organizational and multi-tasking capabilities
- Proficient in MS Office
- Track record in coaching, people management and team development
- Capable of seeking out new ideas, exhibit initiative and be proactive
- Managing complex customer relationships
- Strong competitive intelligence within the marketplace
- Excellent Negotiation and Persuasive Selling Skills
- Knowledge of Liquor Board Regulations, m

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