Area Sales Manager - Mid-Atlantic/Northeast

Job Title: Area Sales Manager – Mid-Atlantic/Northeast

Reports to: National Sales Director

*Location ideally based in NJ, NY or PA

Position Purpose:

Increase the availability, visibility, velocity, and volume of 21st Amendment beers via making direct sales calls on retail accounts, working with and leveraging distributor sales teams, educating consumers and collaborating with distributor leadership to plan and review the business needs.

Responsibilities and Essential Functions:

Account Management

• Territory Planning and Management: Develops, with their Manager, a territory management structure that ensures that markets, distributors, accounts, and consumers are touched with the appropriate frequency. Market times always include a prepared visit plan that uses anecdotal, VIP, or syndicated data, visits to a defined list of Core Accounts, time spent with distributor reps in work with settings, and consumer interactions (events, tastings, etc). The Area Sales Manager is always 100% prepared to sell at all times with samples and support materials.
• Specific activities include:
• Availability: Sells in new distribution and maintains current distribution across all on- and off-premise accounts.
• Visibility and Velocity: Sells in volume-enhancing signage and programs to accounts and merchandises products where legal. Calls on off-premise stores during ad periods to ensure distributor display execution is in place.
• Education: Educates distributors, retailers, and consumers in the territory on all general brewery and brand knowledge via distributor sales meeting presentations, ride with responsibilities, retail staff educations, consumer tastings and events.
• Quality: Physically inspects all products in all settings for freshness and ensures all brewery collateral in the market matches brewery Style Guide standards.
• Communication: Writes brief market visit recap emails to distributors and Manager weekly that list achievements and needed follow-up help. Weekly schedule sent to National Sales Director.
• Relationships: Develops and maintains strong relationships with distributor and retail personnel.
• Market Ethics: Acts professionally at all times, is responsible with alcohol, and avoids unsavory sales tactics.
• Special Projects: Executes specific strategic programs and requested implementations by the National Sales Director to include surveys (pricing, distribution, execution, and quality), crew drives, and more.

Core Deliverables:

• Manage all aspects of assigned distributors’ business
• 80% of time should be spent with accounts, distributors, or consumers:

           - Execute distributor ride-alongs and/or sales calls with distributor team members as available

           - Make retail sales calls independently and with distributors. Be ready with selling tools from the car and sales bag at all times

           - Schedule regular distributor GSM’s to keep sales teams focused and updated

            - Plan and execute at least three distributor incentives per year

• 20% of time should be spent in planning, preparation and communication in support of time spent with accounts, distributors and consumers, including:
• Review VIP data daily to identify sales opportunities

            - Document all sales calls in iDIG Karma

            - Deliver sales recaps to distributors weekly via email

            - Deliver on Mondays, via email, any market visit recaps and weekly schedule to National Sales Director

            - Deliver expense reports on time, follow expense guidelines, and stay under budgeted expense spending

Distributor Collaboration

Acts as the primary manager of all distributor relationships in the assigned Territory

• Annual Market Plan: Creates, with Manager, an Annual Business Plan (ABP) with all distributors that includes a review of previous results, a brewery branding plan for the upcoming year, program plans, agreed-upon execution objectives, budget, and an overall execution calendar for the upcoming year. Presents the Annual Business Plan to each distributor.
• Business Reviews: Executes Business Reviews with distributors to monitor progress toward goals and solidify or update initiatives. Stays on top of budgets and regularly updates Execution Calendars. Business Review frequency is set by the Direct Manager.
• Distributor Knowledge: Has detailed working knowledge of each distributor partner’s organization, go-to-market system, and contract. Cultivates positive relationships with all members of the management and sales teams.
• Inventory: Monitors distributor inventories and forecasts/orders and provides recommendations as appropriate, based on inventory levels, ROS, age of on-hand product, etc.
• Reporting: Reports to Manager against the following metrics:

              - Budget tracking

              - Forecasting

              - Market depletion trends as monitored regularly in VIP

              - Distributor execution results vs. calendar objectives

              - Anecdotal market results

• Communication: Acts as main liaison between sales and marketing, operations, and logistics departments.
• Market Ethics and Legal: Always acts professionally, is responsible with alcohol, and avoids ‘gray area’ sales
• Core Deliverables:

              - Distributor visits with frequency determined by Manager.

              - Create, with Manager, and deliver an Annual Business Plan for all region wholesalers.

              - Conduct quarterly business reviews with all wholesalers.

              - Execute surveys (pricing, execution, or special projects) monthly.

              - Regular meetings with assigned On-Premise Representative, review targets and progress.

              - Implement Quality Control programs and Style Guides.

             - Event Ambassador hiring and management, or as assigned.

Requirements

Knowledge and Skill Set Needed:

• Extensive knowledge of product lines and the beverage industry in the assigned territory, specifically local microbreweries and competing distributors.
• Proficient verbal, written, and group communication skills.
• Good decision making and problem-solving skills.
• Cicerone Level 1 certification within 3 months of hire date.

21st Amendment Employee Compensation:

• Competitive Salary and Bonus package
• Vacation, Sick and Holiday Pay
• Benefits: Medical, Dental, Vision, Basic Life ADD, Voluntary Life ADD, LTD
• EAP (Employee Assistance Program)
• 401K Program
• Job Growth and Training

And of Course….A Monthly Beer Allowance and other perks!

21st Amendment Brewery provides equal employment opportunities (EEO) to all employees and

applicants for employment without regard to race, color, religion, sex, national origin, age,

disability or genetics. In addition to federal law requirements, 21st Amendment Brewery complies

with applicable state and local laws governing nondiscrimination in employment in every location

in which the company has facilities

COVID-19: 21st Amendment Brewery's top priority is the health and safety of our employees, their

families and communities where they live and work. As part of our commitment to health and

safety, we require all employees to be fully vaccinated against COVID-19. 21st Amendment

Brewery offers a reasonable accommodation process for individuals who are unable to meet our

vaccinations requirement due to a disability, medical condition or sincerely held religious belief.