Division Sales Manager

Description

SUMMARY 
The primary responsibility of the Division Sales Manager (DSM) is to provide effective leadership, training, motivation, and supervision within their division.  The DSM is also responsible for maintaining budgets and achieving forecasted goals such as revenue, volume, market growth, MBO achievement, distribution goals, and other company objectives by performing the following duties.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
Personnel Management
•    Interview and select the best candidates for open positions.
•    Provide direct on-the-job training for Territory Managers to ensure all personnel are properly trained and performing to standards.
•    Conduct ride-withs regularly with TMs, Account Managers, Sales Consultants, and, with other personnel, such as merchandisers as needed or per company guidelines.
•    Conduct annual performance reviews to communicate performance issues, achievements and opportunities to employees.
•    Understand and manage compensation plans within the Division.
•    Handle any discipline or performance issues according to company policy, maintaining proper documentation.
•    Conduct regular division meetings to communicate upcoming programs, events, issues, or opportunities.
•    Work with personnel regarding the implementation of changes in procedures and systems.
•    Ensure compliance with training guidelines and requirements.

Administrative
•    Understand the general budgeting process and how it affects the performance measurement of the Division.
•    Submit a monthly actual vs. plan status report to the General Sales Manager.  
•    Complete all personnel paperwork as required by company policy or procedure.
•    Have proficiency in all systems used in management of the business.
•    Utilize available tools/technology to identify market trends and opportunities.
•    Submit weekly/monthly reporting as required.

Sales and Service
•    Represent company in a professional manner and provide excellent customer service.
•    Formulate a plan to increase sales and distribution of all targeted brands.
•    Work towards, create and outline processes in achieving the goals of the Brand Playbooks 
•    Execute against the monthly divisional MBO’s.
•    Assist TMs and team in maintaining company standards in all accounts:
•    Maintain positive working relationships and teamwork with other divisions and departments.
•    Ensure the execution and timely implementation of all sales programs in division.
•    Conduct the required work-withs in your division.  
•    Follow-up on all customer complaints in assigned area to ensure problems are resolved to prevent reoccurrence.
•    Work with the Delivery Manager to ensure divisional routing is correct and efficient and to resolve delivery issues.  
•    Responsible for compliance with the company's Product Freshness Rotation Policy.
•    Maintain accurate market wide surveys.
•    Adhere to dress code and be properly groomed.  
•    Obey all Federal, State, and local laws.
•    Maintain safe driving record and comply with company policy.
•    Perform other duties as assigned.  

COMPTENCIES REQUIRED
•    Analytical – Synthesizes complex or diverse information; uses intuition and experience to complement data.
•    Problem Solving – Identifies and resolves problems in a timely manner; develops alternative solutions; uses reason even when dealing with emotional topics.
•    Technical Skills – Strives to continuously build knowledge and skills; Shares expertise with others.
•    Interpersonal – Listens to others without interrupting; remains open to others’ ideas and tries new things
•    Oral Communication – Speaks clearly and persuasively in positive or negative situations; responds well to questions; participates actively in all company meetings.
•    Team Work – Puts success of team above own interests; able to build morale and group commitments to goals and objectives; recognizes accomplishments of other team members.
•    Change Management – communicates changes effectively; monitors transition and evaluates results.
•    Leadership – Exhibits confidence in self and others; inspires and motivates others to perform well; accepts feedback from others.
•    Managing People – Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates’ activities; makes self available to staff; continually works to improve supervisory skills.
•    Business Acumen – Understands business implications of decisions; demonstrates knowledge of market and competition; aligns work with strategic goals.
•    Cost Consciousness – Works within approved budget; contributes to profits and revenue.
•    Organizational Support – Follows policies and procedures; supports organization’s goals and values; benefits organization through outside activities.
•    Judgement – Displays willingness to make decisions; supports and explains reasoning for decisions.
•    Motivation – Sets and achieves challenging goals; measures self against standard of excellence.
•    Professionalism – Treats others with respect and consideration regardless of their status or position.
•    Safety and Security – Observes safety and security procedures.
QUALIFICATIONS  
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE 
Associate's degree (A. A.) or equivalent from two-year college or technical school; or three to five years related experience and/or training; or equivalent combination of education and experience.

COMPLEXITY OF DUTIES
Wide variety of duties involving an overall general knowledge of inter-related company operations, policies, and procedures and their application to cases not previously covered. Duties require considerable judgment, originality and creative thinking to work independently towards general results; to apply logical thought processes to define problems, collect and interpret data, establish facts, and draw valid conclusions; to devise new and modify and adapt existing methods, techniques and procedures in order to meet new or unusual requirements and to make related decisions guided by precedent and within limits of established policies.

SUPERVISION RECEIVED
Under specific direction where definite objectives or goals are established requiring the use of a wide range of procedures and the employee plans and arranges own work and coordinates the work with others, referring only unusual cases to supervisor or others.

RESPONSIBILITY FOR ERRORS
Probable errors may be serious involving losses such as improper costs, failure to take discounts, overpayment, loss or holding up of productions, waste of material, damage to equipment, loss of employee, supplier, or customer goodwill, etc.  Errors could result in confusion and delay causing lost time in more than a limited phase of company operations.  Errors would become apparent in normal business cycles, however, correcting and adjusting could involve considerable expense.  Most of work performed is not directly verified or checked.

CONTACT WITH OTHERS
Involves regular contacts with suppliers, customers, or the public where improper handling may affect results, where tact, judgment and proper behavior are required to avoid friction or dissatisfaction and maintain harmonious relationships but where the primary responsibility rests with the next higher level of supervision.

CONFIDENTIAL DATA
Work with some confidential data such a product costs, individual wage and salary rates or schedules which, if disclosed, might have adverse internal or minor external affect.

MENTAL / VISUAL / AUDITORY DEMAND 
Flow of work and character of duties involves moderately complex or exacting work, requiring mental and attention in such typical tasks as computations, correspondence, etc.

WORK ENVIRONMENT  
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Good working conditions.  Occasional exposure to noise, dust, heat, weather, etc.  Some elements present which makes conditions less desirable than usually found in an office.

SUPERVISORY RESPONSIBILITIES 
Direct supervision of a department involving responsibility for results in terms of costs, methods, and personnel where the “complexity of duties” factor in itself warranged a rating of third degree or less.  Supervising more than 10 but seldom more than 25 persons.  Responsible for the overall direction, coordination, and evaluation of this unit.  Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

CERTIFICATES, LICENSES, REGISTRATIONS  
ABC Beer permit required.
Cicerone Certified Beer Server

LANGUAGE SKILLS
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.  

MATHEMATICAL SKILLS 
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.  Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.  

PHYSICAL DEMANDS  
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear.  The employee frequently is required to stand, walk, and reach with hands and arms.  The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl.  The employee must occasionally lift and/or move more than 100 pounds.  Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus.  Ability to travel to accounts and special events.

A job description, by its nature, can't include every aspect of the job.  Because of this, any function that would reasonably fall under the responsibility of the Division Sales Manager is assumed and it is expected that the Division Sales Manager will act accordingly.  The Division Sales Manager will be expected to perform any other task not included in this job description requested by management.
 

Qualifications

Salary : $65,000 - $88,000