BURROWS LIGHTBOURN is hiring a

FIELD SALES MANAGER

1 day

Permanent

We are seeking a Field Sales Manager, responsible for the achievement of BLL's sales & distribution objectives across on and off-trade channels and all brand categories. The primary objective is to maximize sales via increased placements/listings, shelf & menu management, product visibility, "perfect" activation program execution and effective order processing. It is expected that a minimum of 3-4 days a week in the field will be required to deliver the desired results and success. The role also directly owns the performance management, motivation and development of the Account Manager and Merchandising team. ESSENTIAL DUTIES & RESPONSIBILITIES: Maintain and update PicOS ("Picture of Success") field executional standards and reporting systems in order to drive best practices in the on and off premise trade channels. Provide input to leadership team in Q4 of each year to set next fiscal year's annual, quarterly and monthly volume & revenue targets for the wholesale trade. Understand available A&P budgets by brand and allocation by spend type and how to best maximize investments. Provide input to Brand Activation Managers ("BAM") on account activations, listings, sampling planning & customer training so as to achieve a rolling 3 month view of overarching brand priorities and opportunities. Follow that with a clear set of documented priorities for each Account Manager ("AM's") by account and brand/product category. Regularly work with the BAM team to ensure that in-account activities are clearly aligned with brand plans and AM priorities. Ensure effective and efficient sales order processing. Continuously look for opportunities to improve systems that identify gaps in customer ordering patterns in order to improve accuracy and completeness. Work with Warehouse leadership to set best practices to drive improved service levels. E.g. on time delivery and order fill rates and in turn better customer satisfaction levels. Support Account Managers to ensure all trade support and price discount programs are properly executed at the account level. Achieve brand visibility guidelines, set by brand partners and Brand Activation Managers. Support Account Mangers in negotiations with account owners/ decision makers to achieve optimal activations. Actively seek out opportunities within accounts and manage escalated customer complaints. Ensure data collection surveys for in-market Competitive Retail Selling Prices (RSPs) and all other relevant data sets are completed on a timely and accurate basis via the Account Managers. Utilize the CRM software to set sales and distribution objectives and incorporate these into quarterly Account Manager commission payouts objectives. Determine annual and quarterly commission revenue targets by Account Manager and calculate actual payouts each quarter based on agreed model. Hold regular one-on-one meetings to review performance against sales targets and objectives. Identify and document specific gaps and opportunities along with detailed task plans. Responsible for completing ongoing performance appraisals and in turn creation of development plans for Account Managers Monitor and report back key competitor and account activities and important changes in consumer consumption and purchase behavior.

Requirements

Bachelor's degree in business/ marketing and/or three (3) years relevant sales/ marketing work experience 3-5 years of demonstrated success in a direct sales B2B role in beverage alcohol, if not then preferably in the beverage or FMCG industries. Experience in customer account relationship management including use of associated software tools and knowledge of best practices. Prior experience in managing and/or development of a direct sales team would be ideal. A proven track record of meeting sales objectives and driving success in a team structure. Confident and self-motivated individual with organizational skills and the ability to work proactively and independently. Strong leadership & interpersonal skills with the ability to work through others to achieve results. Collection, management and analysis of sales and market data. Good working knowledge of Excel, PowerPoint and data reporting tools e.g. Power Bl. Experience with Distribution/Sales Order/WMS ERP systems beneficial. Ability to multitask and prioritize assignments to meet deadlines. Available to work weekends and evenings in order to support/monitor activations and events. A valid Bermuda driver's license, clean driving record & own transportation