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21st Amendment Brewery – Sales & Marketing Representative – San Francisco / San Jose

21st Amendment Brewery

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*THIS ROLE MUST LIVE IN MARKET (SAN JOSE OR SAN FRANCISCO)* / *NO RELOCATION ASSISTANCE PROVIDED AT THIS TIME*

 

Position Purpose:

Increase the availability, visibility, velocity, and volume of 21st Amendment beers via making sales calls on retail accounts and educating distributor sales teams and consumers.

Responsibilities & Essential Functions:

Account Management-100% of time

The Sales & Marketing Representative acts as the primary face of our business in the assigned territory

  • Territory Planning and Management: Develops, with the Area Sales Manager or Region Manager, a territory management structure that ensures that markets, distributors, accounts, and consumers are touched with the appropriate frequency. Market times always includes a prepared visit plan that uses anecdotal, VIP, or syndicated data, visits to a defined list of planned accounts, time spent with distributor reps in work-with settings, and consumer interactions (events, tastings, etc). The Brewery Sales & Marketing Representative is always 100% prepared to sell at all times with samples and support materials. Specific activities include:

    • New Business: Sells in new distribution to all on- and off-premise accounts.

    • Velocity: Sells in volume-enhancing signage and programs to accounts and merchandises products where legal.

    • Education: Educates distributors, retailers, and consumers in the territory on all general brewery and brand knowledge via distributor sales meeting presentations, work-withs, retail staff educations, consumer tastings and events.

    • Quality: Physically inspects all products in all settings for freshness and ensures all brewery collateral in the market match brewery Style Guide standards.

    • Communication: Writes brief market visit recap emails to distributors weekly that list achievements and needed follow-up help.

    • Relationships: Develops and maintains strong relationships with distributor and retail people.

    • Knowledge: Knows brewery products in detail, has Cicerone Level 1 Certification and TIPS training within three months of hire date, and has a good understanding of local alcoholic beverage laws and industry dynamics.

    • Market Ethics: Acts professionally at all times, is responsible with alcohol, and avoids unsavory sales tactics.

    • Special Projects: Periodically executes specific strategic programs as needed and requested by the Territory Manager to include surveys (pricing, distribution, execution, quality), crew drives, and more.

Core Deliverables:

  • 80% of time (4 out of every 5 days each week) should be spent with accounts, distributors, or consumers.

  • Review VIP data weekly to identify sales opportunities.

  • Make 40 or more sales calls per week. Be ready with selling tools in car and sales bag at all times.

  • Achieve consistently satisfactory progress against quarterly Go-to-Market objectives.

  • Document all sales calls after each call, in the companys CRM system.

  • Execute 2+ distributor work withs per month and/or 30+ distributor work-with sales calls per quarter. Work with days should be followed by a professional follow up email. **Covid dependent on work with availability.**

  • Deliver sales recaps to distributors and direct manager weekly via email.

  • Deliver expense reports on time, follow expense guidelines, and stay under budgeted expense spending.

    • Position Requirements

    Skills

    • Extensive knowledge of all product lines and the beverage industry in the assigned territory, specifically local microbreweries and competing distributors.

    • Proficient verbal, written, and group communication skills.

    • Good decision making and problem-solving skills.

    • Cicerone Level 1 certification (within 3 months of hire date)

    Accountability

    • Execute surveys (pricing, execution, or special projects) 2+ times per year at each region wholesaler

    • Phone meetings with Sales & Marketing Representatives to monitor results and assist.

    • Quarterly market visits with a scheduled Skill Development Day with each direct report.

    • Top 25 Customer Calls and Ride-with responsibilities for territory.

    • Implement Quality Control programs and Style Guides.

    • Event Ambassador hiring and management, or as assigned.

    Knowledge & Skill Set Needed:

    • Extensive knowledge of product lines and the beverage industry in the assigned territory, specifically local microbreweries and competing distributors.

    • Proficient verbal, written, and group communication skills.

    • Good decision making and problem-solving skills.

    • Cicerone Level 1 certification within 3 months of hire date

    • Territory: San Francisco & San Jose areas

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