Market Sales Manager

JOB SUMMARY

The Market Manager is responsible for directing, motivating, developing capabilities, and managing wholesalers to achieve company targets and objectives. Specifically, the Market Manager will be responsible for the execution of sales and brand strategies with assigned wholesalers, while ensuring corporate brand standards are maintained at all times. As a brewery representative, the Market Manager is expected to be an authority on product knowledge, brand positioning and programming in the marketplace.

STATUS: Full Time

DEPARTMENT: Sales

GEOGRAPHY: Cleveland, OH

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

• Increase effective product placement and share of marketplace within the distribution network
• Inventory management to ensure product availability within assigned market
• Budget and revenue management to ensure profitability targets are met or exceeded
• Optimize deployment of point of sale resources to grow distribution, display, and share of mind in the market (including on-time ordering of all TM & chain program POS).
• Review wholesaler inventory levels weekly to ensure proper days on hand. Communicate gaps and opportunities to ensure product availability.
• Manage wholesaler ordering, confirmation, and tracking. Oversee all FOB and PTR (QD’s) for all brands and any price increases or post schedules in market. Keeping in mind gross contribution and the effect on quarterly goals.
• Provide direction to wholesaler to ensure execution of relevant chain and trade programming across market.
• Plan work week and month to include work-with days with wholesalers to execute ABP and foster trust
• Conduct market surveys and analyze VIP and IRI to identify opportunities, measure execution, and hold wholesalers accountable (Pareto with Purpose, Pics of Success, Provide Market Recaps). Make sure PTC is correct at retail level (shelf tags, display POS with price, pricing gaps vs. competition pricing index).
• Set up and/or attend promotional events to aid in the growth of FIFCO USA brands i.e. beer festivals, on premise promotions, off premise samplings, tournaments, crew drives, etc.
• Directly engage key accounts to build relationships and execution in the market (Call Frequency i.e. Retail Entertainment).
• Incentive (MBO) management – Externally work with wholesalers to set up sales incentives and retailers (where legal) as necessary to bring added value to brands and programming. Keeping within a budgeted amount to assure results and rate of sale for return on investment. Internally manage FIFCO incentives directed towards driving sales and fulfilling programming (include chain team for options)
• Build Annual Business Plan, align wholesalers and relevant chain accounts with annual region and company objectives and execution needed.
• Monthly business reviews with manager and wholesalers. Sales performance review monthly to identify gaps and plan to grow sales. Update, plan and drive execution against the Annual Business Plan with wholesalers. (Include NA)
• Track launches of brands and programs (new POD’s / INBI) to gain focus and performance using VIP (National Chain Tracker and Goals)
• Track and manage budget spending, field activation, travel, tactical, and sponsorships to ensure return on investment
• Use CRM tool on market days and follow procedures to log trade marketing and display activity for account calls (highlight cadence for NA/DM joint calls, capabilities for recaps – buyer, MPPM, market visit)
• Present in front of wholesalers, retailers (Indy vs. chain based opportunity), and sales teams – build (FIFCO USA standards) Power Point presentations, analyze VIP and IRI data to show gaps and areas for growth, showcase programs, new items and focus on SKUs to be able to ask for the sale and execution (ensure local FIFCO USA team is aligned and working towards same goal)
• Evaluate quarterly/trimester goals, make plan to achieve goals through preparation, incentives, market days, and communication (including national accounts)
• Timely submission of expenses and wholesaler invoicing; troubleshoot invoicing questions or issues
• Actively exhibit a commitment to support a diverse and inclusive work environment
• Other duties as assigned

EDUCATION, SKILLS & EXPERIENCE

• Bachelor’s Degree or equivalent experience
• Minimum 3 years management experience including people and wholesaler management, with at least 1 year of budget management experience
• Intermediate knowledge of MS Excel, Word & PowerPoint
• Valid driver’s license
• Strong communication and relationship building skills with the ability to influence others

PHYSICAL REQUIREMENTS

• Moving self in different positions to accomplish tasks in various environments including tight and confined spaces
• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like
• Repeating motions that may include the wrists, hands and/or fingers
• Operating motor vehicles or heavy equipment
• Moving about to accomplish tasks or moving from one worksite to another
• Communicating with others to exchange information
• Assessing the accuracy, neatness and thoroughness of the work assigned
• Light work that includes moving objects up to 25 pounds

PERKS

• Generous Benefits with options to fit your life
• Blue4U Discounts
• Sales Bonus opportunities
• Retirement Options with employer contributions
• 10 paid holidays per year
• Car Benefit
• Technology Reimbursements
• Generous Paid Time Off
• Culture of pride and community involvement

In the spirit of pay transparency, we are excited to share the base salary range for this position is $81,000 -$123,000, not including benefits or potential bonuses. If you are hired at FIFCO USA, your base salary will be determined based on factors such as individual skills, qualifications, experience, and geographic location. In addition, we also believe in the importance of pay equity and consider the internal equity of our current team members as a part of any final offer. Please keep in mind that the range mentioned above is the full base salary range for the role. Hiring at the maximum of the range would not be typical in order to enable future & continued salary growth. We also offer a generous benefits package!

*Drug Testing Statement: After a conditional offer of employment, a covered employer may require job applicant to submit a drug test.*

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, genetics, national origin, disability, or status as a protected veteran.

ALERT: Fraudulent Online Employment Scams

Always beware of online scams involving job offers! FIFCO USA does not make employment offers via social media or private messaging. Unfortunately, scammers have tried to collect and steal personal and confidential data by impersonating company employees. To protect yourself, never share your personal information through an insecure source online. FIFCO USA will never request any form of payment or payment information during the employment process.

For more information on this topic and helpful fraud prevention tips, please visit the FBI website at fbi.gov.

FIFCO USA