The House Account Manager of The Estates Group will provide leadership and direction to achieve established goals and sales objectives through field sales team.
Plan their own time and activities as well as those of their assigned sales team to ensure achievement of company and supplier sales and objectives.
Coordinate and monitor the activities of sales representatives, brand development specialists and Key Account Specialists.
Work in the field with sales team a minimum of four full days a week.
Analyze program execution and plans work-with schedule based upon needs.
Utilize available resources to maximize results within area of responsibility.
Skillfully direct assigned sales team as necessary to ensure the achievement of company and supplier sales objectives.
Provide leadership and direction in the field while maintaining brand standards.
Convey knowledge of key customer’s business operations and the ability to coordinate multiple and diverse options for selling the company’s products to each.
Have extensive knowledge of the brands and knowing in-depth features and benefits of each compared to the competition and convey that information to their sales team.
Conduct field training of new and current sales representatives, brand development specialists and key account specialists in accordance with the company’s training program.
Correct specific sales team performance deficiencies through individual counseling, training and/or motivating actions.
Develop and maintain control books for each direct report.
Conduct meetings as needed to effectively communicate objectives, programs, strategies, policies and procedures to assigned sales team.
Follow and demand that assigned personnel adhere to the federal, state and local laws and regulations governing the sale of alcohol beverage products.
Organize the structure and utilization of sales representatives in assigned areas and ensure that all sales representative positions and territories are appropriately staffed to achieve company and supplier objectives.
Attract, develop and thus retain sales team.
Coordinate and monitor the schedules of their sales team to concentrate on in-field activities.
Ensure that the structure of all sales territories provide the account coverage and service frequency levels consistent with actual potential sales volume and reasonable customer requirements.
Monitor pricing and programming within respective area of responsibility.
Submit required or requested reports promptly and accurately as directed by management.
Maintain reliable and up-to-date sales performance and personnel records.
Impart knowledge of the major responsibilities, accountabilities, and organization of the sales function to sales team.
Establish and maintain productive supplier and customer relationships.
Provide continuity with the customer.
Communicate all sales issues and opportunities for their respective area of responsibility.
This position is required to serve as information resources for, and conduits between, the field and VP Sales Manager.
EXPERIENCE/TRAINING/EDUCATION: A Bachelor’s degree in related field from an accredited four year college or university; or equivalent experience.
3 to 5 years of management experience in the beverage alcohol industry.
COMMUNICATION SKILLS: This position requires the ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. This position further requires the ability to write reports, business correspondence and procedure manuals. This position also requires the ability to effectively present information and respond to questions or groups of managers, customers, and employees.
MATHEMATICAL SKILLS: This position requires the ability to work with mathematical concepts such as probability and statistical inference. This position also requires the ability to supply concepts such as fractions, percentages, ratios, and proportions to practical situations.
REASONING ABILITY: This position requires the ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. This position requires the ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Certificates, Licenses, Registrations: Must possess valid California State driver’s license, reliable vehicle and clean DMV record.
Proficient in Microsoft Office (Excel, Word, PowerPoint, etc.) environment.
Excellent communication, negotiation, analytical, conflict management and leadership skills.
Proven track record of successful sales and management skills.
Ability to work with management, direct reports and customers throughout the business and industry at every level.
Ability to train and develop managers.
JOB SPECIFIC COMPETENCIES
Sales Function: Knowledge of the major responsibilities, accountabilities, and organization of the sales function and sales information systems.
Sales Tasks & Activities: Knowledge of processes, tools, techniques and theory behind selling the organization’s products or services.
Knowledge of Customers & Sales Channels: Knowledge of key customer’s business operations and the ability to coordinate multiple and diverse options for selling the company’s products and services to each. Knowledge of and ability to utilize customer profile and information.
PHYSICAL REQUIREMENTS – (These are required to perform the key responsibilities of the job with or without accommodations)
Must be able to lift up to 50 pounds repeatedly
Must be able to walk, stand, climb, balance, reach with hands and arms, stoop, kneel, crouch or crawl on a daily basis
Must be able to drive a reliable vehicle from account to account