RSM Southeast

About the role

We are seeking a strong Region Sales Manager to lead and grow Athletics' business across the Southeast region by supporting Territory Managers, strengthening distributor partnerships, and driving best-in-class market execution.

Responsibilities

• Assists the Region VP of Sales and respective Regional Sales Manager in the strategic planning, budgeting, and execution of all sales initiatives across assigned area.
• Develops and implements creative and effective sales strategies to achieve customer and distributor awareness, with all strategies laddering up to ABC's goals.
• Recommends brand priorities, product positioning, packaging, POS, and pricing strategies to produce highest possible long-term market share and growth, while remaining competitive in the market.
• Oversees and evaluates current market research and market conditions; conducive to any/all category segments.
• Directs sales forecasting activities, including but not limited to; current distribution network, prospective territories, and potential sales partnerships.
• Aids on performance goals across area with team members.
• Owes regional marketing budget – tasked with negotiating, securing and executing partnership opportunities to increase brand awareness and top-level volume across the region.
• Organizes and attends market events across the distribution network to supplement and support company goals.
• Aids chain team activities to maximize any/all chain relationships, opportunities, and current sales footprint.
• Aids COO and Operations team on inventory management and shipping/receiving logistics.
• Aids Brewery Direct channel on all activities to promote and increase sales efforts in gap areas not able to be traditionally handled through 3-tier network.
• Provides leadership for company through ongoing development and training, as well as collaboration and creative solutions to achieve any/all goals.
• Plans Territory Manager routes in major markets, review plans with TM at minimum bi-weekly.
• Runs all VIP/iDig reports, Inventory, creates all distributor-facing presentations (using ABC templates and content resources).
• In 50+ retail accounts per month – using Standard Surveys, every visit should be with the distributor and/or training the sales team.
• Led and assist pricing, margin, other profitability evaluations across the region.
• Organizes team crew dives and distributor work-withs.
• Completes quarterly recaps/business reviews – internally & externally.
• Owns communication of chain mandates to distributors.
• Owns New Item Form set up with distributors.
• Utilizes the REACH sales process and 1:1 templates for feedback with TMs on "best in class" in store-level selling.
• Follows up with wholesalers on unfulfilled commitments or missed execution.
• Manages small chain accounts that do not fall into National or Regional Key Accounts Team.
• Leads Annual Business Planning with Region VP of Sales for distributors within their territory.
• Assists on distributor(s) market meetings on quarterly or monthly basis (minimum).
• Develops positive relationships with key distributor(s) personnel, including but not limited to; Upper management, Sales Managers, Division Managers, Area Sales Managers, etc.
• Supports distributor(s) in on/off premise chain account management.
• Supports distributor(s) with active account calling, event/sampling efforts, market analysis, etc.
• Assists all team members with sales support and market execution.
• Aid Operations on inventory management and shipment logistics.
• Grow ABC awareness and sales footprint/velocity within current whereabouts through account calls, sponsorship, promotions, tastings, etc.
• Establish free-flowing communication with all team members, including bi-weekly 1v1 calls to maximize opportunities.
• Work with leadership within the sales team and across the organization on evaluation and implementation of production plan to maximize sales opportunities.
• Work closely with respective Sales leadership on following regional/area sales and marketing initiatives, with active tracking and accountability measures.
• Evaluate and provide insight/thoughts on monthly TM recaps, with an emphasis towards personal development and positive reinforcement.
• Work to develop long-term positive relationships with key individuals across distribution footprint, through market activity and informal meetings.
• Work with each TM in their respective territories across multiple days in the market; assisting in crew drives, promotion/tasting support, etc.
• Work with each distributor partner(s) to establish S/M/L goals within each respective territory, with evaluation(s) coming at a minimum of quarterly, either the priority of in-person meetings, or through virtual conferencing.
• Collaborate with each TM on their own respective monthly/quarterly goals, as well as on total team quarterly goals.
• Work alongside respective Sales leadership on sales programs and in-market execution on key initiatives in alignment towards monthly and quarterly goals.
• Work with/assist Key Chain Account Managers on relationship development, as well R&D, across both on and off premise chain accounts.
• Work with each TM to develop and implement incentive/PFP periods with their respective distributor partner(s).

Qualifications

• Passion, Integrity, Honesty, Dependability, Attention to Detail.
• Team-oriented and results driven with a commitment to quality.
• Must be able to fulfill physical requirements of delivering beer and setting up at festivals- safely lift, climb stairs, bend, clean, etc.
• Must be able to travel around the territory freely and regularly.
• Independent operator - disciplined and self-driven.
• Strong communicator and team player, ability to build meaningful relationships with new contacts and motivate.
• Personal curiosity in improving systems.
• Desire to have a positive impact on customers and team members.
• Passionate interest for the brewing industry and community.
• Must live or be willing to relocate to territory.
• Available to work nights/weekends from time-to-time.