Retail Sales Lead

Buffalo Rock is an award-winning Pepsi and Keurig Dr Pepper bottler founded in Birmingham, AL more than 123 years ago. Buffalo Rock manages a leading portfolio of alcoholic and non-alcoholic beverage brands, including several beloved global and regional names.

About the role

The Retail Sales Lead (RSL) is a key member of the Retail Sales team whose primary duty is selling Buffalo Rock products in the field, generally in relief of other field sales employees who may be absent. The RSL also assists with the training of new and veteran employee-partners.

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

Responsibilities

• Sell Buffalo Rock products in the field, usually in relief of other field sales employees who may be absent; regular and timely attendance is required.
• Work all hours necessary to ensure operations function is fulfilled, including nights, weekends, holidays, and on-call shifts; travel may be required.
• Provide and facilitate on-the-job sales training in the field for new and veteran employee-partners, including evaluations as needed.
• Ensure all assigned employee-partners are trained and updated on Functional (Safety, Handheld Operation, Settlement), Practical (Company, Franchise, and Corporate Security policies), and all other BRC standards.
• Train employee-partners to service all accounts in accordance with BRC Standards and develop positive professional customer relationships.
• Cover open positions due to vacations, personal days, turnover, or route changes on an infrequent basis.
• Assist with store resets, running Hot Shots, building displays, and making bulk deliveries when needed.
• Train employee-partners to visit all assigned accounts based on Franchise Policy and meet sales objectives under the Mid-Management Accountability Balanced Score Card.
• Understand and apply BRC merchandising standards across all assigned accounts.
• Recommend Progressive Discipline Procedures as outlined in the Company Policy Manual when needed.
• Communicate all transshipping activity in accordance with Company Policy and Procedures.
• Take ownership of Buffalo Rock’s Core Values to ensure the group's success.
• Communicate new account opportunities and any changes to existing accounts (e.g., ownership, closure) to the ADC/RSM.
• Complete all required paperwork according to Company Policy and timeline.
• Train employees to monitor all assigned accounts for CDA compliance.
• Train employee-partners to know each manager/buyer by name and keep them updated on pricing, new products, and business-relevant information.
• Train employee-partners to sell-in all current and future products distributed by Buffalo Rock Company following BRC Standards.
• Train employee-partners to seek authorization and full distribution for all current and future products.
• Train employee-partners to communicate daily product shortages, returns, refused orders, order changes, account information updates, or operational items.
• Train employee-partners to implement and maintain marketing programs with assigned accounts and report/remedy non-compliance under BRC standards.
• Maintain required BRC standards per account and execute account program key objectives.
• Train employee-partners to properly rotate products and remove damaged products per Company policy.
• Assist management in reporting competitive activity, achieving sales goals, and promoting Buffalo Rock’s Purpose and Core Values.
• Ensure compliance with equal opportunity, non-discrimination, and no-harassment laws and policies.
• Attend all scheduled meetings as directed.
• Train employees to adhere to customer policies for vendors/suppliers, including business conduct, ethics, legal, delivery, and merchandising policies.
• Exhibit high ethical and moral conduct while representing Buffalo Rock Company.
• Pursue continuous self-improvement through Buffalo Rock-provided training (web-based, in-house, or other methods).
• Complete assigned training curriculum, including online and facilitated training.
• Take reasonable precautions to protect the Company from damages, theft, or liabilities and ensure the safety of employee-partners, customers, and property.
• Honor all business commitments and embody Buffalo Rock’s Purpose: “Building brands through legendary service and remarkable people.”
• Live Buffalo Rock’s Core Values:
  • Committed to serving our communities.
  • Customer success drives our success.
  • Integrity matters.
  • Obsessed with continuous improvement.
  • We care for each other.
  • Win the day.

Requirements

• High School Diploma or General Education Degree (GED).
• At least 1 year of sales experience; 6 months of BRC sales experience (or management approval).
• Valid state driver’s license with a good driving record.
• Basic knowledge of Microsoft Office suite (Word, Excel, Outlook, PowerPoint, SharePoint, ShareFile, OneNote, OneDrive).
• Knowledge of sales and marketing principles, customer service, training methods, English language, and mathematics.

Skills

• Active Learning – Understanding implications of new information for problem-solving and decision-making.
• Active Listening – Giving full attention to others, understanding points made, and asking appropriate questions.
• Coordination – Adjusting actions in relation to others’ actions.
• Complex Problem Solving – Identifying problems and reviewing related information to develop solutions.
• Critical Thinking – Using logic and reasoning to evaluate alternative solutions or approaches.
• Learning Strategies – Selecting and using appropriate training methods.
• Monitoring – Assessing performance to make improvements or take corrective action.
• Reading Comprehension – Understanding written work-related documents.
• Speaking – Conveying information effectively.
• Writing – Communicating effectively in writing for the audience.
• Instructing – Teaching others how to perform tasks.
• Persuasion – Influencing others to change their minds or behavior.
• Service Orientation – Actively looking for ways to help people.
• Social Perceptiveness – Being aware of others’ reactions and understanding their reasons.

Work environment

Work is performed in an enclosed vehicle or equipment, both indoors and outdoors. Conditions include exposure to extreme temperatures (heat and cold), rain, or snow for extended periods.

Physical demands

• Stand: Constantly (more than 66% of the time).
• Walk: Constantly.
• Sit: Frequently (33%-66% of the time).
• Manually Manipulate: Constantly.
• Grasp: Constantly.
• Reach Outward: Constantly.
• Reach Above Shoulder: Constantly.
• Speak: Constantly.
• Climb: Occasionally (up to 33% of the time).
• Crawl: Occasionally.
• Squat or Kneel: Frequently.
• Bend: Frequently.
• Lift/Carry:
  • 10 lbs. or less: Frequently.
  • 11-20 lbs.: Frequently.
  • 21-50 lbs.: Occasionally.
  • 51-100 lbs.: Occasionally.
  • Over 100 lbs.: Not Applicable.
• Push/Pull:
  • 12 lbs. or less: Frequently.
  • 13-25 lbs.: Frequently.
  • 26-40 lbs.: Occasionally.
  • 41-100 lbs.: Occasionally.

Pay

50% Salary + 50% Commission.

Tools and Technology

• Tools: Telephones, scanners, desktop/laptop computers, iPhone/iPad.
• Technology/Software: ViP, Karma, TimeClock Plus.