Sales Representative (Beer)

Description

PURPOSE OF POSITION:

The Sales Representative will be responsible for servicing Summit Beverage customers by selling products and meeting each of their specific needs. Individuals are responsible for the sale, distribution, placement, and merchandising of products in retail accounts throughout their assigned territory. Responsibilities include customer relations, accounts receivable collections, maintaining a weekly schedule of appointments, and accomplishment of monthly goals.

RESPONSIBILITIES:

Sales Representatives are accountable for growing total territory revenue versus the prior year. The individual will achieve growth targets put forth by management and meet monthly targets on assigned brands. These goals will be achieved by performing the following:

• Pre-plan sales objectives and run route as efficiently as possible.
• Call on accounts according to established frequency.
• Observe accounts for sales opportunities.
• Inspect work and work back stock for proper pricing, rotation, and positioning.
• Merchandising duties.
• Ensure compliance with Company’s product quality assurance standards (i.e. outdated, damaged, unsellable).
• Maintain sufficient inventory levels (including call-ins).
• Maintain accounts receivable for each assigned account.
• Deliver factual and persuasive sales presentations, Close sales calls effectively.
• Document and maintain accurate records (route books, re-cap forms, etc.) for each sale call.
• Maintain customer logs for profiling customer needs.
• Meet or exceed sales volume and profitability commitments.
• Meet or exceed distribution goals.
• Recommend and perform resets as needed and/or directed.
• Execute all ad features; Execute displays greater than competition.
• Learn Summit Beverage products and take initiative to improve overall beer and wine knowledge.
• Adhere to all applicable Federal, state, and local regulations regarding the merchandising of alcoholic beverages.
• Adhere to Company policies and procedures.
• Properly maintain company property such as company vehicles.
• Investigate and resolve all customer complaints in a timely fashion.
• Maintain appropriate dress/appearance per Company standards.
• Punctual for all account calls, scheduled meetings, presentations, staff trainings, and meetings.
• Display exceptional communication (supplier, management, customer).
• Demonstrate accuracy and thoroughness in all areas of responsibility to ensure quality of work.
• Establish and maintain effective working relationships.
• Show sound judgment, decision-making, and accountability.

Requirements

KNOWLEDGE, SKILLS, AND ABILITIES (KSAs)

• Strong beverage industry and company product knowledge.
• Write formal reports, business correspondence, and presentations.
• Ability to exercise initiative and judgment in interpreting policies and procedures, delegating responsibilities, monitoring administrative activities, and evaluating the performance of staff and contracted vendors.
• Ability to establish and maintain effective working relationships with staff, vendors, other governmental agencies, and the public.
• Ability to promote positive public relations and to convey the objectives of the facility to various groups and individuals.
• Excellent computer skills.
• Excellent time management skills.
• Excellent budgeting skills.
• Excellent interpersonal and communication skills.
• Ability to work on own initiative.
• Ability to handle wide range of tasks.
• Understand and effectively communicate Summit Beverage's organizational mission and goals.

QUALIFICATIONS

Any combination equivalent to the following education and experience that would provide the necessary knowledge, skills and abilities would qualify. A typical way to obtain the knowledge, skills and abilities would be:

• Bachelor's degree from an accredited college or university
• Three to five (3-5) years direct sales experience preferable in a wine and/or beer sales environment or a similar industry
• Five (5 ) years of industry specific experience in a wine and/or beer sales environment or similar field.
• Must possess and maintain a valid driver's license and be insurable under the Company’s vehicle policy.

Physical and Other Requirements:

This position may require 8-to-10-hour days, flexible or after standard business hours. The ability to work onsite in the office/customer accounts is expected. This position may be exposed to extreme weather conditions when traveling between accounts. The noise level in environments varies by account but is typically moderate.

• Seeing: Must be able to use general office equipment / computer and read reports, pricing tags, product labels, read and interpret documentation. Must be able to see while driving at all times of the day. (75-100% of the time)
• Hearing: Must be able to effectively communicate with fellow employees and account contacts. In a varied of noisy environments. (75-100% of the time)
• Standing/Walking (50-74% of the time)
• Sitting at desk/while driving (25-49% of the time)
• Climbing/Stooping/Kneeling (25-49% of the time)
• Lifting/Pushing/Pulling: (Routinely lift approx. 35-55lbs. Occasionally up to 75lbs (25-49% of the time)
• Grasping/Feeling/Hand Dexterity (75-100% of the time)
• Driving & Travel (25-49% of the time)