On-Premise Sales Representative

Overview:

We are seeking a dynamic and results-driven Sales Representative that will focus specifically in the on-premise market. This role requires a strong understanding of the beverage industry coupled with a successful track record in catering to the needs of on-premise account owners and decision makers.

Responsibilities:

• Foster and maintain strong relationships with on-premise accounts, suppliers and internal teams to promote and sell our suite of products.
• Identify key decision-makers within on-premise establishments and effectively present the unique attributes and advantages of our products.
• Collaborate closely with buyers, beverage directors, and venue managers to curate beverage programs that reflect the clientele's tastes and elevate their offerings.
• Organize regular samplings, interactive product presentations, and tailored educational sessions designed to engage and educate staff and customers on beverage selections.
• Develop and execute strategic sales plans to drive product placement, boost sales volume, and optimize revenue in assigned territories.
• Work in tandem with the marketing team to create customized sales collateral, exclusive promotional campaigns, and innovative sales approaches tailored for the upscale hospitality sector.
• Provide comprehensive and timely reports on sales performance, market insights, and client feedback to guide decision-making and refine sales strategies.

Note: Regular samplings and staff training sessions are essential components of this role to ensure continuous education and product knowledge enhancement within the on-premise market segment. This job description outlines key responsibilities and qualifications but may evolve to adapt to changing business needs and upscale hospitality sales trends.

Primary Objectives:

Call Frequency

• Responsible for regular call frequency on assigned retail accounts primarily to sell volume, increase distribution, merchandise monitor price and shelf management

Consultative Information Based Selling Techniques

• Selling product features and benefits.
• Styles of products and a full understanding of entire product portfolio.
• Profit margin analysis.

Sales Execution

• Delivering against volume targets.
• Achieving distribution / new package and draught gains.
• Achieve quarterly PFP (Pay for Performance) Objectives.
• Executing supplier, company programs, and incentives including market surveys. 

Qualifications:

• Proven success in beverage sales within the on-premise.
• Deep expertise and appreciation of beer and wine, including tasting profiles, pairings, and trends within the on-premise market segment.
• Exceptional communication, negotiation, and relationship-building skills.
• Capability to work autonomously while collaborating effectively with internal teams.
• Proficiency in CRM tools, Microsoft Office Suite, and utilization of sales analytics.
• Possession of a clean, valid driver's license and willingness to travel within the specified territory.

Education and Experience:

• A Bachelor’s degree or equivalent in Business or Marketing is preferred.
• Sales experience in beverages or a CPG company is preferred.

Certificates, Licenses, Registrations:

• Sales Representatives are required to possess and maintain an ABC Permit for the purpose of selling alcoholic products where necessary.

Physical Demands:

These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job. Reasonable accommodation may be made to enable people with disabilities to perform the described essential functions of the job.

While performing the responsibilities of the job, the employee is required to speak and hear. The employee is often required to sit and use their hands and fingers, to handle or feel. The employee is frequently required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl.  The employee is required to lift and manage packaged items freehanded and over personal threshold limits, using an appropriate lift system or lift truck. 

Work Environment:

While performing the responsibilities of the job, these work environment characteristics are representative of the environment the Sales Representative will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job.

While performing the duties of this job in the office environment, the employee is occasionally exposed to moving mechanical parts and vehicles. The noise level in the work environment can be moderate to loud. While performing duties of this job in the field environment, the employee will be exposed on a regular basis to moving mechanical parts, motor vehicles and traffic.  

Exposure while in customer locations cannot be projected.  These conditions may vary, and the employee will receive adequate training to recognize and avoid hazards that cannot be described as expected.  

The Sales Representative assumes other responsibilities as assigned by Zone Managers, General Managers, VP’s, and ownership.  These responsibilities and objectives include but are not limited to:

• Attendance Expectations
• Quality Image and Appearance
• Professionalism