East Bay Territory Manager

SUMMARY

This position is responsible for managing all RRBC accounts in the counties of Napa, Marin, Alameda, and Contra Costa, as well as additional territories as assigned. Primary duties include account management, with a focus on increasing sales, identifying, and securing potential new account partners, and strengthening our presence within our existing footprint. This role also involves cultivating strong relationships with account partners while maintaining Russian River Brewing Company’s standard for quality and freshness. Candidates must reside within the assigned territory.

DUTIES AND RESPONSIBILITIES

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time.

• Establish and maintain strong relationships with RRBC’s valued account partners.
• Visit on- and off-premise account partners at least three days a week with the requirement to visit all active accounts each quarter.
• Monitor and analyze sales data and market trends to accurately schedule your route efficiently.
•  Log account visits and company-approved expenses in CRM daily.
• Respond promptly and professionally to customer feedback, complaints, and inquiries.
• Collect orders from account partners, enter them into Encompass, and coordinate with the warehouse and driver team to create efficient delivery routes.
• Be available to drivers and the driver supervisor throughout the day for any delivery or account-related questions.
• Work with the AR team to collect payments and ensure ABC compliance.
• Submit weekly and monthly sales and activity reports.
• Regularly audit on- and off-premise accounts for quality assurance.
• Follow up on complaints and ongoing issues such as bootlegging, beer mishandling, or other quality control, or legal concerns.
• Observe and comply with all state and federal laws regarding the sale, sampling, merchandising, and promotion of RRBC products.
• Represent RRBC at festivals and events.
• Prepare and deliver presentations to sales teams.
• Embrace and communicate RRBC’s company culture.
• Perform all other duties, as assigned.

KNOWLEDGE, SKILLS, AND ABILITIES

• Craft beer/wine/spirit/food enthusiast; Cicerone certification a plus
• Experience with Encompass or another RAS a plus
• Experience with Lilypad or another CRM programs a plus
• Principles and processes for providing excellent customer service
• Business math and its application to distribution techniques
• Effective time management and organization skills
• Excellent communication skills
• Good judgment with the ability to make timely and sound decisions
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
• Use common sense in all daily activities
• Work as a team member
• Maintain a high level of attention to detail

QUALIFICATIONS

·        Passion, enthusiasm, focus, creativity, and a positive outlook

·        Commitment to excellence and high standards

·        Working knowledge of Craft Beer and the greater Bay Area beer scene

·        Must be able to speak, read, write, and understand the primary language(s) used in the workplace

·        Creative, flexible, and innovative team player

REQUIREMENTS

·        Minimum 3 years of experience in supplier and distributor sales; preferably in the assigned territory

·        Familiarity with office suite including Outlook and Excel

·        Current/valid Driver’s License with a clean driving record

·        Must be at least 21 years of age

·        Requires occasional weekend and/or evening work

PHYSICAL DEMANDS & WORKING CONDITIONS for Outside Sales Employees:

In the role of outside sales, employees encounter specific physical demands and working conditions, including:

Driving long distances: Outside sales employees often travel extensively to meet clients and prospects, requiring long hours behind the wheel and navigation of varied routes and locations.

Loading and unloading: Sales positions may involve the delivery of products and promotional items such as posters, taps, coasters, and other marketing materials. Employees may need to load and unload these items from vehicles, occasionally lifting or carrying items weighing up to 55 pounds and manipulating or moving items up to 155 pounds with or without assistance.

Customer interaction: Outside sales employees engage in direct interaction with clients and prospects, conducting sales presentations, negotiating deals, and addressing customer inquiries and concerns. This requires strong interpersonal skills, effective communication, and the ability to build and maintain client relationships.

Product demonstration: Sales employees may be required to demonstrate product features, benefits, and usage to potential customers, showcasing the value proposition of the company's offerings and driving sales opportunities.

Time management: Outside sales positions require effective time management skills to balance client meetings, travel time, administrative tasks, and sales targets. Employees must prioritize activities to maximize productivity and meet sales objectives.

Weather conditions: Sales employees often work outdoors and may be exposed to various weather conditions, including rain, heat, or cold. Adaptability to changing weather conditions and proper attire for comfort and safety are essential.

Vehicle maintenance: Employees are responsible for the maintenance and upkeep of their vehicles used for sales activities, including regular inspections, fueling, and minor repairs. Ensuring the safety and reliability of vehicles is crucial for uninterrupted travel and sales operations.

Promotional events: Sales employees may participate in promotional events, trade shows, or product launches to increase brand awareness and generate sales leads. This may involve setting up booths, distributing marketing materials, and engaging with event attendees.

Physical stamina: Outside sales positions can be physically demanding, requiring employees to be on their feet for extended periods, lift and move heavy items, and withstand the rigors of travel and client meetings.

Shift flexibility: Sales positions may require flexibility in working hours to accommodate client schedules, which may include evenings, weekends, and holidays to maximize sales opportunities.

In summary, outside sales employees play a crucial role in driving revenue and expanding the customer base for the company. This role involves a combination of driving, customer interaction, product demonstration, and promotional activities, requiring strong interpersonal skills, effective time management, and adaptability to various working conditions.