This position is responsible for selling and executing
an annual sales and marketing plan in their assigned
local, regional and national chain accounts. The plan
will include maintaining and expanding the Crown Imports
Portfolio, sell in promotional programs to help drive
sales and trial for our portfolio with targeted
consumers and manage the relationship on behalf of Crown
in growing our business within assigned key accounts.
SPECIFIC DUTIES AND RESPONSIBILITIES
Acting as Crown’s primary customer point of contact,
build and maintain strong relationships with assigned
Off-Premise multi-unit national, regional and
local/franchise chain accounts.
Sells new and expanded distribution of the Crown
portfolio to assigned account base aligning with Crown’s
overall off-premise sales strategy.
Uncover and act upon opportunities to grow volume in
target account base by prioritizing and focusing in
particular on accounts that significantly influence the
brand preference of Crown’s target consumer demographic
(Millennial’s, LDA to 34, high income and Hispanics).
Provide market intelligence to continuously improve
Crown’s approach to the Off-Premise trade.
Execute Crown’s Retail Vision in assigned accounts.
Prepare detailed and professional sales presentations
for account business reviews and sales calls.
Prepares annual Account Plan, including promotional,
distribution and budget objective aligned with Business
Unit and Crown’s overall on-premise sales strategy.
Conduct sales meetings for key account wholesaler
management to increase the communication and awareness
of Crown’s portfolio within the wholesaler’s geographic
footprint and their key account base.
Identify and communicate to Market Development Managers
any supply chain issues at taking place at key accounts
to ensure maintenance of adequate product
Support, manage and proactively identify challenges that
new product/package introductions face in area of
Work with Market Development Managers to ensure the
activities of wholesalers support the effective
implementation of all sales and marketing programs in
Provide merchandising/sales solutions including: point
of sale material and training/education to key accounts.
Program Development & Execution
Maintain and expand sales of the Crown portfolio by
developing, selling, and implementing promotional
programs to assigned account base. Coordinate these
efforts with Crown field sales personnel and ensure
alignment with the Business Unit and National Sales
Assist National Account Managers in directing and
coordinating National program implementation with
regional account offices and independent franchisee
groups of large National Accounts.
Measure the effectiveness of promotional and other
volume driving / activation initiatives and suggest new
approaches to overcome obstacles and improve the impact
of new initiatives on sales results.
Work with the Chain Director and assist in building an
Off-Premise annual business plan including sales,
distribution and promotional efforts.
Assist Crown Market Development Managers to develop the
Off-Premise component of his/her annual business plan
including, sales, distribution and promotional efforts
for that specific market.
Budgeting & Pricing
Manage budget allocations, ROI, and other financial
responsibilities. Execute against account plans and
retail budget in order to maximize set sales Goals.
Review, evaluate and suggest pricing programs to ensure
Crown’s prominence with in accounts and drive sales
growth in assigned account base.
Ability to manage Travel and Expense budgets in order to
maximize their use.
This position requires:
A Bachelor’s degree or equivalent job experience. (In
lieu of degree, minimum of four years sales experience
with a malt beverage supplier.).
A minimum of five (5) years sales experience in the
beverage alcohol industry (malt beverage preferred) with
two years experience selling to the Off-Premise trade.
Proven track record in building good relationships with
customers as well as internal associates.
Demonstrated ability to take the initiative to gather
and use customer feedback to identify customer and
market needs and challenges.
Demonstrated ability to achieve results
Demonstrated diligence and ability to follow through on
all commitments (internal and external stakeholders).
Good oral, written, and interpersonal communication
Demonstrated ability to achieve performance goals with a
minimum of direction.
Solid analytical and math skills.
Computer literate with the ability to use software
applications including Microsoft Word, Excel and
PowerPoint and IBM Lotus Notes.
Ability to use Business Information Tools such as Cognos
7 and 8 (SMART and THE BAR), and specialized customer
Ability to learn and use other internal systems such as
Retail Vision and Ad Track.
Ability work weekends and evening hours.
Ability to travel a minimum of 30% of his/her working
time, including up to 5-hrs driving time.
Ability to lift 25-35 lbs, and 50 lbs with assistance.
Crown - 14 months ago
Crown is a full service eBusiness firm enabling clients to attract, convert, retain and activate customers digitally. Driving commerce,...