BevForce
FoodForce
BeautyForce
HerbForce
PetForce
Summary:
Drive market growth by working with our Distributors to actively manage annual business plans including volume, retail distribution and relevant, in-market events and promotions. The Distributor Manager focuses on external KPI’s (engaging with distributors by being visible, communicative, and aligning on priorities) while also motivating and growing the sales acumen of our Field Service Representatives and will represent our beverage alcohol portfolio including: SweetWater Brewing Company, Montauk Brewing Company, Alpine Beer Company, Green Flash Brewing Company, Shock Top, Blue Point Brewing Co., Breckenridge Brewery, 10 Barrel Brewing Co., Redhook Brewery, Widmer Brothers Brewing, Square Mile Cider Company and lastly Hiball, a no alcohol, clean energy seltzer made with zero sugar, zero calories, and organic caffeine.
Responsibilities:
- Winning at Wholesaler Management
- Responsible for leading your Team to deliver against agreed upon performance measurables:
- Work with the Area Sales Managers (ASM) to develop and assign quarterly goals via the National Execution Plan (NEP)
- Distribution / Depletions / in-Market execution / QA / POS standards / budget management and activation
- Oversee and provide direction on indexing comparative sales data to identify sales and distribution opportunities and set/track benchmarks for attainable distribution in all classes of trade.
- Oversee strategic growth of all brands within the assigned geography
- Be visible
- Responsible for leading your Team to deliver against agreed upon performance measurables:
- Achieve in-Market Performance Standards
- Drive Team to achieve agreed upon standards of execution against brand initiatives: i.e. chain programming, independent retail, and on-premise distribution and activation
- Integrate with Sales Director and Area Sales Manager to plan and execute core marketing initiatives leverage opportunities to general market consumer conversion to Tilray beer brands
- Conduct in-market work-withs with FSR’s to develop selling skill sets and survey in-market execution.
- Work with Sales Directors, ASMs, and assigned distributors on strategic planning for the launch of new products
- Attend and actively participate in samplings, local beer festivals, and events
- National Account Management
- Work with the National Account team to integrate market specific On and Off-Premise programs.
- Align with distributors to achieve agreed upon lift prior to chain programming windows
- Drive Team to achieve in-market activation and display execution during ad periods
- 90% achievement target during ads
- Communicate execution of chain programming as assigned. Follow up on performance with the commercial team and key distributor personnel
- Coaching and Managing FSRs / Performance and Development
- Develop multi-faceted strengths of each FSR by challenging them to exceed goals in all channels
- Complete the annual Tilray goal setting process (Plan 2 Grow – P2G), and review bi-annually. Provide clear, concise directional feedback to each individual with the goal being to identify strengths, developmental opportunities, and focus on these opportunities for improvement through leadership and in-market training.
- Spend a minimum of three days a week at retail working with FSRs and distributor sales teams
- Leadership of Distributor Management Teams
- Training and conducting impactful / Distributor Team meetings, presentations, work-withs, ability to translate data
- Coaching / developing selling skills acumen of Tilray Beer brands
- Managing ability to grow entire portfolio / Smart Incentives
- Engaging with leadership at assigned distributors to gain share of mind
- Execute crew drives to engage with the distributor sales teams at retail
- Facilitate New Product Launches
- Attend / oversee new product launch kick-off meetings
- Monitor 30/60/90/120 day execution / distribution / sales goals
- Build confidence in new brands launches with impactful distributor meetings
- Budget Management / R.O.I. Discipline
- Stay within quarterly and annual T/E budgets in the assigned geography by Wholesaler and FSR
Administration Details:
- Completion of weekly, monthly and quarterly admin tasks of internal recaps via VIP, managing your work calendar, T&E reporting via Concur,
- Provide ASM and Sales Directors a monthly recap of sales and distribution measurables against goals and identify cure plan strategies to close gaps.
Job Requirements:
- 3-5 years of experience in Wholesaler Management
- 1-2 years of experience managing a team to successful completion of goals
- Bachelor’s degree preferred
