Account Manager - On Premise (Lawton, OK)

About the role

This position is accountable for building our business in terms of market share and sales volumes within an assigned sales territory. The role involves continually seeking out new business opportunities through shelf and cold box management, pricing, point of sale merchandising, promotions/features, and package/draft share dominance. The Account Manager will develop outstanding internal and external customer relationships.

Responsibilities

• Sell in new brands or packages as directed by management or brewery representative
• Track sales for each assigned account to ensure ample product while avoiding out-of-stocks, hotshots, or overstocks
• Prepare sales objectives for customers by balancing company priorities and customer needs, including selling new products, cold box, well and back bar placements, resets, and promotions
• Understand and work with management on inventory levels by monitoring current inventory and out-of-stock situations and alerting management to potential demand fluctuations
• Ensure brand visibility within accounts by maintaining account standards and using effective, current POS materials
• Maintain product levels in accounts by taking inventory
• Educate account staff on priority brands through educational staff training mini-lessons
• Support account openings by placing opening orders for new accounts in collaboration with the Sales Manager
• Stay informed of company/supplier activities and updates by attending and actively participating in weekly sales meetings
• Communicate daily with route delivery or SMS using the detail worksheet to meet account needs (e.g., signage location, rotation issues, delivery times)
• Promote additional sales through selling features and placing POS for all brands
• Place current POS with correct prices/features in accounts where allowed
• Ensure signs are turned in and picked up on a timely manner; take all signs from bucket when at the office
• Inform supervisor of any competitive activity affecting draught handles, pricing, packaging, or other situations that may directly impact the company
• Monitor weekly or monthly MBOs and incentives set by brewers to gain new sales and package placements
• Turn in daily, weekly, and monthly paperwork on time as designated by the sales manager or general manager
• Handle out-of-date products and breakage found on your route as described in company policy (AIS form); move product between accounts to avoid returning it to the warehouse
• Document plans to ensure completion of monthly goals and incentives
• Meet product quotas and distribution goals to promote overall business and measure performance
• Apply information from training seminars, films, and in-house training to expand product knowledge and improve performance (e.g., Beer Server Certification, Cicerone Training)
• Complete assigned work schedule on a daily basis, including extra hours when required
• Work special events, evenings, and weekends when necessary
• Work with retailers to increase sales; meet with store owner/manager/director on each visit to address orders and issues
• Track and update all draught account listings using the Encompass system
• Maintain customer confidence and protect operations by keeping information confidential
• Consult with route driver as needed (e.g., delivery instructions)
• Comply with brewery programs such as Building with Beer
• Check all chain accounts for mandates and promotions to ensure proper quantities ordered
• Execute corporate price features/promotions per supplier mandates (e.g., timeframe, price, and package specifics)
• Target specific accounts using the daily goals worksheet to accomplish monthly goals
• Turn in and adhere to the monthly rotation schedule (rotate stock in coolers, wells, and back stock)
• Discuss promotion opportunities with each account (e.g., happy hours) and support with POS and signage
• Schedule and attend a minimum of 4 promotions per month; turn in promotion schedule and recaps monthly
• Stay within P Card monthly balance unless approved by the Sales Manager
• Communicate any draught setups or issues to the Sales Manager or Draught Tech
• Schedule and attend meetings with new accounts as early as possible within the sales area
• Visit Class B accounts as needed to gain new business (where applicable)

Qualifications

• High school diploma or GED required
• Understanding of the alcoholic beverage industry
• Ability to work with computer programs associated with the performance of the position
• Results-oriented professional with excellent verbal and written communication skills; uses diplomacy and discretion
• Ability to work well with all levels of the organization, organize, prioritize, negotiate, manage, motivate others, and solve problems
• Ability to multi-task, work independently and/or within a team, pay attention to detail, and meet deadlines
• Highly professional with the ability to interface well with internal and external contacts
• Strong customer service and interpersonal expertise
• Decision-making, thoroughness, and time management skills are a must
• Knowledge of geographic areas; familiarity with assigned territory
• Possess a valid Texas driver’s license and have an acceptable MVR
• Carry automobile insurance per company policy