Zone Sales Manager
Molson Coors
- San Antonio, TX
- Permanent
- Full-time
- Cascaded from Company & respective Region, individual is tasked to attain Annual Sales Volume/Revenue, Distribution and EXECUTION Objectives
- Accountable to develop aligned Sales Plans and Distributor Annual Business Plans to implement, EXECUTE and achieve assigned Goals/Objectives (including tactical programs for underperforming markets) in line with Company Strategy
- Ensures scheduling and approval of content for Annual and Trimester Dist planning Mtgs
- Drives alignment to portfolio and package strategies, tactics and priorities in support of our annual volume, revenue and gross profit
- Participate in the Sales Forecasting process- provide relevant state/regional trends to ensure forecasting accuracy
- Provides direction to distributors and DM's on needed orders and inventory within Comp guidelines needed to achieve depletion and shipments plan for Zone
- Collaborates closely with on / off premise National Acct Chain team to flawlessly EXECUTE Chain opptys to maximize DGY Sales & share and regularly drives delivery of all mandated distribution
- Leads and Directs Retail EXECUTION Activities within Zone
- Directs execution activity of TYC field personnel and wholesalers within Zone to ensure the implementation of all sales, distribution, merchandising and local tactical/marketing programs for the entire Yuengling portfolio.
- Ensures regular Sales Mtg Presentations to Key Distributor Sales teams
- Ensure DM/Reps working regularly at retail to drive continuous EXECUTION improvements
- Ensures all retail activity documented and recap daily/weekly
- Drives selling culture to provide leadership of sales priorities in support of our Partnership Vision
- Manage /Coach/ Develop Zone Personnel
- Devotes time in market on a monthly basis, Coaching and Developing direct reports to drive improved performance, alignment to Company processes and establishing individual development plans.
- Conducts annual reviews for each employee-- Develops, recommends, and executes against approved performance measures including planning and assigning work/responsibilities, developing goals/objectives and managing overall performance.
- While in markets monthly, Supports and Models the use of training concepts and developmental tools within the assigned Zone.
- Zone Budgets and internal process accountability
- Holds direct reports accountable to operate within annual budget and spending disciplines as driven down by Company Senior Mgmt.
- Processes and approves all Zone distributor co-op invoices and Expense reports submitted from Direct reports under Senior Management Direction and within Company guidelines.
- Tracks all Distributor Spending budgets within guidelines and investment direction
- Pricing
- Under the direction of Senior management and Pricing Manager, the Zone Manager is responsible for ensuring execution and initiation of all pricing strategies and tactics in accordance with Company strategy
- Responsible for maintaining accurate records of current market pricing, consistently maintained and updated, in addition to updating wholesaler file of current Yuengling PTR by package.
- Maintain up to date records of competitive pricing and communicating to Sales Operations and Pricing Manager
- Ensure execution of Quarterly price surveys within each Key Distributor Market. Compare Yuengling NR, Can, and Draft pricing vs. key Domestic, Import and Craft Brand/pkgs
- Ensure recommendation and initiation of corrective actions to improve Yuengling pricing in all on and off premise accounts.
- Outstanding individual group presentation skills (virtual & in person)
- Strong Business Planning Skills
- Proven track record of driving high levels of EXECUTION
- Track record of Budget Discipline, Spending controls and ability to maximize Distributor and Company resources
- Strong analytical and problem solving skills
- Exceptional interpersonal/communication skills- someone people and business partners love to work with
- Leadership and management skills with the ability to delegate and direct to meet and exceed results and to lead sales team
- Team player with ability to COACH and DEVELOP people
- Creative with strong understanding of executing Company vision and strategy
- Strong understanding and buy in to the DGY Company culture, traditions/ heritage and values
- Customer orientation/ability to build strong relationships with all levels of the 3 tier including but not limited to Brewery management and personnel, Distributor management and principals and key account/chain buyer
- Ability to follow specific directions and manage Objectives down with minimal supervision
- Willingness to read, analyze, and interpret general business periodicals or forms and beverage industry data
- Minimum 40% travel expected and a good driving record