On-Premise Sales Representative

Job Title: On-Premise Sales Representative

Reports to: National Sales Director

Position Purpose:

Increase the availability, visibility, velocity, and volume of 21 st Amendment beers via making sales

calls on On-Premise retail accounts, educating distributor sales teams and consumers.

Responsibilities and Essential Functions:

Territory Planning and Management: Develops, with the Area Sales Manager or National

Sales Director, a territory management structure that ensures that markets, On-Premise

accounts, distributors and consumers are touched with the appropriate frequency. Market

times always includes a prepared visit plan that uses anecdotal, VIP, or syndicated data,

visits to a defined list of planned accounts, time spent with distributor reps in work-with

settings, and consumer interactions (events, tastings, etc). The On-Premise Sales

Representative is always 100% prepared to sell at all times with samples and support

materials. Specific activities include:

? New Business: Sells in new distribution to all targeted on-premise accounts.

? Velocity: Sells in volume-enhancing signage and programs to accounts and

merchandises products where legal.

? Education: Educates distributors, retailers, and consumers in the territory on all

general brewery and brand knowledge via distributor sales meeting presentations,

work-withs, 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 match brewery Style Guide standards.

? Communication: Writes brief market visit recap emails to Area Sales Managers and

distributors weekly that list achievements and needed follow-up help.

? Relationships: Develops and maintains strong relationships with distributor and retail

people.

? Knowledge: Knows brewery products in detail, has Cicerone Level 1 Certification and

TIPS training within three months of hire date, and has a good understanding of local

alcoholic beverage laws and industry dynamics.

? Market Ethics: Acts professionally at all times, is responsible with alcohol, and avoids

unsavory sales tactics.

? Special Projects: Periodically executes specific strategic programs as needed and

requested by the National Sales Director to include surveys (pricing, distribution,

execution, quality), crew drives, and more.

Core Deliverables:

1. 80% of time (4 out of every 5 days each week) should be spent with accounts, distributors, or consumers.
2. Review VIP data weekly to identify sales opportunities.
3. Be ready with selling tools in car and sales bag at all times.
4. Achieve consistently satisfactory progress against quarterly Go-to-Market objectives.
5. Document all sales calls after each call, in the company CRM system.
6. Execute 4 distributor work withs per month and/or 30 distributor work-with sales calls per quarter. Work with days should be followed by a professional follow up email.
7. Deliver sales recaps to distributors and direct managers weekly via email.
8. Deliver expense reports on time, follow expense guidelines, and stay under budgeted expense spending.

Position Requirements

• Extensive knowledge of all 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)

Accountability

• Weekly In-Person or Phone meetings with Area Sales Managers to monitor results, assist with planning and target accounts lists.
• Top 25 Customer Calls and Ride-with responsibilities for territory.
• Implement Quality Control programs and Style Guides.
• Special event planning and execution at targeted accounts.

21st Amendment Employee Perks:

• Competitive Wages
• Vacation, Sick & Holiday Pay
• Benefits: Medical, Dental, Vision, Basic Life AD&D, Voluntary Life AD&D, LTD
• EAP (Employee Assistance Program)
• 401K Program
• Job Growth and Training

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