Area Manager (FT)

Southern Glazer's Wine & Spirits
Kansas City, KS
30+ days ago
Southern Glazer's Wine & Spirits
Southern Glazer's Wine & Spirits

Job Description

The Area Manager develops and leads a team of Sales Consultants representing Southern Glazer’s in the market. This individual is passionate, innovative, and self-motivated with a business-oriented, team development, and a customer-focused mindset. The Area Manager’s primary responsibilities are to manage all commercial sales activities covering a large territory, district, or region including customer relationships, sales execution, supplier relationships, and supplier program execution.
Duties and Responsibilities
  • Lead, develop, and manage a team of sales consultants; evaluate performance against established developmental goals
  • Align team to Supplier Goals and Internal Objectives from sales leadership
  • Develop territory sales plans to achieve goals and objectives taking into consideration unique customer segments
  • Create a regular team meeting cadence to communicate the territory sales plan to the team and to establish team objective priorities in Proof Sales
  • Communicate marketing campaigns and sales promotions to the team
  • Coach and manage team pre-planning using the Proof Sales application
  • Coach each sales consultant on the effectiveness of their Sales pre-plan including agenda, visit notes, opportunities, visit coverage, and visit attribution to align with the territory sales plan
  • Coach each sales consultant on how to build an effective pipeline of opportunities in Proof Sales to achieve their Objectives
  • Lead the sales team to partner with each customer to propose solutions to grow their business
  • Coach team members to convert the Sales Funnel by running effective Selling Plays; and which are the best plays to run against objective priorities depending on the customer segment
  • Coach and evaluate the sales team on the Consultative Selling Skills methodology and the effectiveness of customer visits
Responsible for theteam performance in converting the eCommerce Funnel from an eCommerce targeted (prospect) account to re-ordering regularly on Proof Commerce for all targeted accounts in the territory:
  • Measure, evaluate, and recap team performance in weekly and monthly team meetings highlighting best practice examples
    Manage and backfill open sales routes within the territory as needed
  • Offer guidance, resolve workload issues, encourage satisfaction, and cultivate career growth for each member of the sales team
  • Embed adoption of new tools, technologies, capabilities, and processes
  • Assess talent, hire staff and discipline staff up to and including termination as needed
  • Assess employee product knowledge and actively fill any knowledge gaps
  • Analyze and manage team expenditures to conform to budgetary requirements
  • Perform other job-related duties as assigned
Qualifications - External
Minimum Qualifications
  • Bachelor’s Degree plus three years of experience; or an equivalent combination of education and experience
  • Knowledge of beverage alcohol products, SGWS portfolio, and key product features and benefits
  • Excellent customer service, interpersonal, and verbal and written communication skills
  • Proficiency in MS Word and Excel
Physical Demands
  • Physical demands with activity or condition for a considerable amount of time include sitting and typing/keyboarding using a computer (e.g., keyboard, mouse, and monitor) and/or mobile device
  • Physical demands with activity or condition may occasionally include walking, bending, reaching, standing, and stooping
  • Physical demands with activity or condition for a considerable amount of time include driving throughout the day with segments up to 2 hours
  • May require lifting/lowering, pushing, carrying, or pulling up to 45lbs

About Southern Glazer's Wine & Spirits:

Southern Glazer's Wine & Spirits is the largest distributor of beverage alcohol in North America, and proud to be a multi-generational, family-owned company. Southern Glazer’s has a proud history of consistently delivering impeccable service in 44 states, plus the District of Columbia, and Canada. It’s all made possible by our employees. Our careers focus on delivering a captivating and rewarding experience. Challenging our colleagues every step of the way, we provide the tools for them to grow, succeed and accomplish both their personal and professional goals. Together, we can deliver the highest quality service for our suppliers and our customers while we put you on the career path you’ve been looking for.Southern Glazer’s is nationally recognized by its supplier partners as well as by its customers for its state-of-the-art distribution capabilities and its leading-edge information technology. We also believe in the importance of giving back, being a socially responsible corporate citizen and making generous contributions to national, state and local charitable organizations.


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