What are the responsibilities and job description for the Area Sales Manager, CO/NM position at Confidential?
The objective of the ASM is to lead the executional efforts at both the Wholesale and Retail level within their local market, in effort to achieve the Distribution and Volume goals assigned against the Mark Anthony LRB portfolio. In addition, execute consumer facing opportunities aligned to the LRB strategic pillars. This role will be accountable to use objective tools, information, and feedback
Accountabilities:
- Lead Wholesaler(s) engagement by supporting the LRB go-to-market strategy and order/fulfillment process as well as any day-to-day distributor support activities.
- Conduct monthly meetings with Distributor/Broker leadership to benchmark results against quantitative targets and KPIs, developing action plans to deliver results, and close gaps.
- Deliver exceptional retail execution, at the store level, by driving distributor accountability, understanding competitive landscape, and leveraging strategic sales enablement tools (i.e., surveys, photos, etc.)
- Maintain presence in-trade and activate grassroots marketing (10-15% of time). Lean in on national and regional initiatives with the start-up nature of the business.
Key Metrics & Financial Targets:
- Volume 40% - deliver the market level LRB ABP Volume ambition
- Wholesaler execution 25%-meeting local distribution levels and display targets across entire wholesaler/broker universe of accounts
- Retail Execution 25%-meeting distribution and display targets across TSR owned and managed subset of accounts
- Investment 10% - maximizing in market managed funding to 100% usage, inclusive of our Wholesaler Partner support commitments.
Own:
- Market Level KPIs catered to LRB specific objectives
- Wholesaler/Broker execution within key accounts
- TSR owned and managed outlet performance, across top 75-100 accounts
Influence:
- External Sales teams to win share of mind, and prioritize LRB execution as an incremental focus point to Mark Anthony Brands
Veto:
- Wholesaler executional expectations that do not meet the needs and competitive measuring stick within the LRB dedicated space.
Critical Relationships:
- Regional Sales Manager – LRB (Direct Line Manager)
- Regional MABI Sr. FSMs/FSMs
- LRB National/Strategic Accounts
- LRB Marketing
- Key Account Retail Execution
- Wholesaler Large/Small format Channel Manager Stakeholder Engagement
- Grassroots Marketing Efforts Within Region
Skills Needed To Be Successful:
- Outstanding sales experience and track record in CPG industry (Beverage Preferred)
- Distributor and/or Supplier experience preferred
- 3 years’ experience displaying dynamic leadership skills to manage and motivate third party sales teams preferred
- Excellent communication skills, including presentation and training ability
- Must be proficient in Microsoft Excel and PowerPoint
Extraordinary Leadership Expectations:
- Daringly Disruptive - We disrupt the status quo, moving fast to seize opportunities and acting scrappy to stay ahead of industry giants.
