Overview
A Field Sales manager achieves sales volume and distribution objectives of the company and supplier by managing and coaching a team of sales representatives to make their standards of performance goals through proper planning, organization, training, and execution.
Responsibilities
Manages and coaches a team of sales representatives.Conducts effective one-on-one sales meeting with sales representatives by communicating sales objectives and programs, identifying opportunities, reviewing performance against goals, and guiding team members on how to close gaps.
Develops and reviews performance enhancement plans for each sales representative by maintaining training files, conducting evaluations, monitoring 90-day evaluations on new hires, performing coaching calls, filling out MBOs and following up on progress as needed.
Addresses any skill deficiencies of sales representatives by developing customized coaching plans, tracking progress, and recording improvement against them.
Pre-plans prior to the beginning of each sales period by holding a one-on-one meeting with each representative, strategizing on how best to achieve goals and objectives, and when applicable, helping representatives define target accounts.
Participates in the associate interview and selection proves by working with human resources to source candidates, schedule interviews, conduct interviews, and manage the on-boarding process.
Demonstrates strong customer orientation by maintaining relationships with key accounts, identifying account opportunities, performing customer business reviews, developing opening orders with new accounts, selling-in resents of stores, managing open territories and resolving customer complaints.
Manages supplier surveys by planning routes, pre-surveying accounts, conducting survey with supplier, recapping the survey and scheduling sales representatives as needed.
Coordinates supplier ride-withs by collaborating with Business Managers in the scheduling of sales representatives.Resolves customer issues by following appropriate administrative processes and company policies and escalating issues to management as appropriate.
Other duties, as assigned by the jobholder’s supervisor, may also be required.
Qualifications
- Bachelor’s degree in related field and / or equivalent training and work experience
- Minimum of 5 years of related experience in sales
- Proficient PC skills using MS Office and other various computer programs including presentation software
- Must be a results-oriented professional with verbal / written communication skills using diplomacy and discretion as well as customer service skills
- Ability to multi-task, work independently and / or within a team, pay attention to detail and meet deadlines
- Analytic and Reporting skills
- Utilize sound judgement and problem-solving skills
- Ability to work in fast-paced, high-volume, team environment
- Have a valid driver’s license
Preferred Qualifications :
- Ability to hold a Solicitor’s Permit
- Understanding of Wine and Spirits
Physical Requirements :
While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone
Competencies :
- May help coordinate the work of junior members of the team.
- Resolves issues which are often varied and non-routine. Undertakes analysis and investigation to solve issues.
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