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Territory Manager-Washington D.C., Icelandic Glacial
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Date: 7/10/2008
We will only consider candidates with 3 or more years of sales/management experience in the beverage industry.
POSITION DESCRIPTION:
The Territory Manager Position is a leader within the organization and is a key contributor to the development of our business within a specific business geography. This position will be home based in the D.C. area and will report to the Northwest Regional Manager.
The Territory Manager motivates and influences to gain buy-in from assigned distributors. The Territory Manager is also the point person calling on local and regional retail customers. The Territory Manager develops a targeted monthly plan to achieve distribution and volume goals. Time is spent generally as follows: 80% focus on Distributor/ Retail Customer Field Activities; 10% focus on Strategic Planning; 10% focus on Headquarter Interface.
KEY RESPONSIBILITIES:
Build and execute on-premise sales strategies:
Develop a targeted monthly volume and distribution plan to achieve overall objectives by region/route. Gain buy-in from assigned distributors.
Secure and expand distribution in assigned trade channels by setting benchmarks and calling on accounts both independently and with distributor personnel.
Assist in the development and implementation of programs and in guiding distributor organization to achieve the objectives.
Develop and maintain strong customer relationships at all levels to maximize opportunities for expanded distribution and execution throughout account base.
Ability to develop, implement and execute sales presentations to secure sales and distribution in local market accounts.
Analyze monthly distributor depletion reports to identify opportunities, under performing accounts or potential loss of distribution within the account.
Coach, train and motivate distributor personnel to achieve monthly and annual sales, distribution through scheduled and unscheduled meetings, route rides, trade surveys and monthly reports.
Ability to manage and participate in Special Events to include working nights and weekends when necessary.
Participate in out of market crew drives as necessary due to business need.
Schedule and influence containers as needed by analyzing trends and actual sales.
Manage use of POS, wearables and all other resources to achieve objective within budget.
Lead development and execution of plans and strategies designed to sell volume and build share.
Create consistent programming in partnership with AB designed to win.
Lead communication process to wholesaler network with the territory.
Represent the organization while interfacing with senior personnel AB and various customers.
QUALIFICATIONS:
Sales experience in the beverage industry
Excellent oral and written communication skills are essential in order to work with all levels within the company, manage vendors, and deliver projects simultaneously within tight deadlines
3-5 years sales experience
Excellent working knowledge of Microsoft Excel, Outlook, PowerPoint and solid grasp of web technologies
Must be able to handle various tasks simultaneously, organize, prioritize, make decisions and work efficiently and effective under deadlines.
Must routinely exercise independent judgment and be able to work and think strategically.
EDUCATION:
Bachelor Degree a must
Travel required:
35%
Location: Washington D.C. Area
Compensation: $50-65K + bonus DOE, plus full benefit package
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