The objective of the Territory Sales Representative is to execute consumer facing opportunities aligned to the LRB strategic pillars.
This role will be accountable for leading the executional efforts at both the Wholesale and Retail level within their local market, in effort to achieve the Distribution and Volume goals assigned against the Mark Anthony LRB portfolio.
Accountabilities :
- Lead Wholesaler(s) toward maximizing the sale and distribution of Mark Anthony LRB products in the assigned region through execution of local and national sales programs.
- Conduct monthly planning & review meetings with Distributor / Broker leadership to benchmark results against quantitative targets and KPIs, developing action plans to deliver results, and close gaps.
- Own, shepherd and manage a dedicated subset of Retail outlets from both a Relationship and Performance standpoint, in complement to the overall market strategy.
- Use objective tools, information, and feedback to establish wholesaler and area performance goals and results
Key Metrics & Financial Targets :
- Volume 40% - deliver the market level LRB ABP Volume ambition
- Wholesaler execution 25%-meeting local distribution levels and display targets across entire wholesaler / broker universe of accounts
- Retail Execution 25%-meeting distribution and display targets across TSR owned and managed subset of accounts
- Investment 10% - maximizing in market managed funding to 100% usage, inclusive of our Wholesaler Partner support commitments.
Own :
- Market Level KPIs catered to LRB specific objectives
- Wholesaler / Broker execution within key accounts
- TSR owned and managed outlet performance, across top 75-100 accounts
Influence :
- External Sales teams to win share of mind, and prioritize LRB execution as an incremental focus point to Mark Anthony Brands
- Best in class communication and clarity against a multi-faceted RTM network
Veto :
Wholesaler executional expectations that do not meet the needs and competitive measuring stick within the LRB dedicated space.
Critical Relationships :
- Regional Sales Manager LRB (Direct Line Manager)
- Regional MABI Sr. FSMs / FSMs
- LRB National / Strategic Accounts
- Key Account Retail execution
- Wholesaler Large / Small format Channel Manager stakeholder engagement
Skills Needed To Be Successful :
- Outstanding sales experience and track record in CPG industry (Beverage Preferred)
- Distributor and / or Supplier experience preferred
- 3+ years’ experience displaying dynamic leadership skills to manage and motivate third party sales teams preferred
- Excellent communication skills, including presentation and training ability
- Must be proficient in Microsoft Excel and PowerPoint
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