Field Sales Manager

Mass. Bay Brewing Company


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POSITION OVERVIEW

The Field Sales Manager is responsible for maximizing on-premise and off-premise sales through distribution, display activity and incentive programming. The ideal candidate will have the ability to oversee the entire sales territory and effectively manage the Harpoon Distributing Company (HDC) Sales team. This includes but is not limited to hands-on training, periodic evaluation, goal setting, tactical planning, managing an expense budget, coaching and mentoring. In conjunction with the HDC leadership team, the Field Sales Manager develops and executes an annual sales plan. Success is measured by the ability to build and lead a high-performing team that consistently meets or exceeds goals.

 

IDEAL CANDIDATE

A hands-on, assertive leader who thrives on producing optimal results from their team. The ideal candidate is passionate about bringing out the best in each team member, has a sense of urgency when successfully accomplishing goals in real time, is capable of not only working hard but working smart, and inspires and motivates by owning all aspects of their responsibilities.

 

JOB DUTIES

Responsibilities include but are not limited to:

Supervision and Staff Development (60%)

  • Overall supervision of Mass. Bay Brewing Company's (MBBC) HDC Sales Representatives
  • Conducting annual reviews, quarterly progress reports, personal position objectives, benchmarking performance vs. objectives, and conducting skill development days
  • Accompanying HDC Sales Representatives on daily sales routes (12 days/month) and coaching them on the following:
    • Sales technique
    • Call planning and opportunity assessment (including optimal use of data)
    • Problem solving and conflict resolution
    • Relationship building
  • Ensuring HDC Sales Representatives complete all territory administration and planning routines on a timely and accurate basis
  • Ensuring that hiring SOPs are followed accordingly, resulting in the most highly skilled HDC Sales Representatives
  • Conducting team meetings, training sessions and team building activities
  • Ensuring all HDC Sales Representatives are maximizing their MBBC resources including Brew Crew event/tasting requests

Administrative (25%)

  • Overseeing and managing the HDC sales budget on a regular basis to ensure appropriate spending
  • Payroll and ADP approvals
  • Expense report review and authorization
  • Creating brand, market and pricing strategies with action plans within the HDC territory
  • Working with both the President and Vice President of MBBC to develop pricing strategy in the market

Leadership (15%)

  • Responsible for ensuring quality assurance and brand standards
  • Cultivating positive relationships with all members of management, HDC Operations and Sales teams
  • Analyzing and developing sales opportunities and strategies from route accounting software and CRM tool
  • Driving the development of business in on-premise and off-premise chains in conjunction with the chains' teams
  • Effectively communicating the short-term and long-term growth and profit potential of MBBC’s products within the HDC territory
  • Genuinely engaging in MBBC’s strategic goals and supporting MBBC’s stated values

 

REQUIREMENTS/EXPERIENCE/SKILLS

  • 4+ years of successful management in beverage sales, national accounts or wholesale distribution a plus
  • 3+ years of proven experience managing and developing a team
  • Strong understanding of distributor workings, national accounts, brand building and people development
  • Ability to manage, coach, develop and motivate a team and influence customers to accomplish goals
  • Excellent oral and written communication skills; public speaking skills
  • High levels of energy and self-motivation
  • Organized, self-disciplined, detail oriented and sociable
  • Comfortable working in a fast-paced, dynamic industry
  • Team player and community advocate
  • Significant analytical skills for market analysis
  • Familiarity with CRM, route accounting systems and sales analysis reporting

 

PHYSICAL DEMANDS/WORK ENVIRONMENT

  • Office and field work
  • Must have reliable transportation and a valid driver's license with an acceptable driving record based on MBBC's insurance requirements
  • Variable hours including evening and weekend work; accessibility to accounts and internal team
  • Frequent account hospitality activities
  • Ability to lift 35 lbs.

 

TO APPLY- Please apply directly through our Careers page using the link provided below:

https://harpoonbrewery.clearcompany.com/careers/jobs/d6af9ba3-d292-90a7-0108-abb0693d7926/apply?source=1073602-CS-20458

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