What are the responsibilities and job description for the On Off Premise Sales Specialist position at The HEINEKEN Company?
About the Specialist Role
The Specialist works with distributor partners to ensure successful sales, volume growth, distribution, brand presence, and positioning of HEINEKEN USA portfolio in assigned channels or geographies. As the primary retail-facing representative for our brands, the Specialist builds high-quality business relationships with key retail accounts and influential distributor personnel based on mutual value creation.
Key Responsibilities:
- Collaborate with distributors to win in market through planning, training, executing, and reviewing results to align distributor personnel's sales focus with HEINEKEN USA strategies.
- Drive sales volumes and other KPIs at accounts by selling target distribution, executing programming, and driving Excellent Outlet Execution (EOE) embedment against consumer drivers within assigned accounts, geographic territory, and respective distributor partners.
- Monitor and maintain competitive pricing, distribution, visibility, shelf space, and displays in off-premise accounts.
- Monitor and maintain competitive pricing, distribution, visibility, and feature activity in on-premise accounts.
- Ensure appropriate distribution and monitor/maintain features in on-premise accounts.
- Manage local/regional chains not covered by Regional/National Sales Manager.
- Organize local events to increase awareness of HEINEKEN USA brands.
- Effectively leverage sales resources such as sponsorships (Major League Soccer, etc.), sampling, POS, etc., for maximum value.
- Build and maintain excellent value-based relationships with key retailers and market influencers.
- Be viewed as an expert in our field and a trusted partner.
- Build multi-level relationships throughout each distributor and establish regular, clear, and open lines of communication including actions taken, market changes/trends, innovation launches, and programming or market opportunities.
- Collaborate with internal HEINEKEN USA team in Regional Marketing, Chain Sales, or other required departments to ensure alignment and execution at key accounts and throughout the assigned geographic area.
- Ensure third-party agency vendors are being utilized effectively and adhering to the HEINEKEN USA code of conduct.
- Collect and utilize objective data on market execution, driving accountability, and building the story of HEINEKEN USA's value proposition for each account and distributor.
- Ensure HEINEKEN USA brands adhere to quality standards within geographic territory.
- Utilize effective pre-planning and route planning to meet call requirements set by Market Manager, spending minimum of 4 days per week in market working with distributors and/or key accounts.
- Consistently allocate/align efforts to focus on those opportunities generating the greatest value or return.
- Conduct required administrative tasks: recap meetings, attend regular one-on-one meetings with Market Manager, manage assigned budgets and reports, and track expenses.
Basic Qualifications/Requirements:
- Bachelor's Degree (or relevant experience)
- Minimum 1-3 years of relevant experience
- Possession for winning/drive for success
- Program management & activation skills
- Ability to drive execution standards
Preferred Qualifications:
- Value-based selling experience
- Exposure to retail environment preferred
- Bilingual preferred (Spanish)
- Experience with the following software preferred:
- Excel & PowerPoint
- Power Bi
- Sales Reporting Software / Syndicated Data
Physical Requirements:
- Must be able to lift up to 32 lbs.
- Frequent stooping, reaching, bending, twisting required
- Must be able to walk, stand, sit in vehicle for extended periods
- Must be flexible to work evenings and occasional weekends
- Must have a valid driver's license
- Must obtain a valid solicitor's permit (upon hire)
Compensation & Benefits:
- Base Salary Range: $67,800 – $101,600 Annual Bonus
- Benefits - Medical/Dental/Vision Matching 401k Plan
- Vacation – 20 Days Paid Vacation & Unlimited Wellness Days
- $200 Monthly Beverage Allowance
Salary : $67,800 - $101,600
