Territory Sales Manager
Company: Bang Energy
Location: Boston
Posted on: February 26, 2021
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Job Description:
Bang Energy Performance Beverages and Sports Nutrition has been
producing epic innovations for 25 years. We engage in an
unrelenting pursuit to create trendsetting appearance and
performance enhancing inventions. Our sports nutrition and beverage
innovations are backed by 27 double-blind placebo controlled Gold
Standard University studies. Likewise, our marketing and
distribution has been discussed for its excellence by such
prestigious news outlets as Forbes and Wells Fargo. We are hiring
super creative, ultra-positive and high-energy professionals to
drive our vision to serve the entire world cutting edge health
promoting beverages and nutrition! We are top sellers in iconic
retailers such as 7 Eleven, Publix, Walmart, and are the #1 selling
beverage of all time in the world's largest health food retailers:
GNC and Vitamin Shoppe.The Territory Sales Manager is responsible
for the relationship with the distributor and owns the joint
business planning and market execution. Their main priorities
include developing annual business plans, driving VPX initiatives,
aligning, setting and tracking Key Performance Indicators (KPIs)
through a set group of Distribution Partners (DPs) by promoting
thought leadership management systems. Key responsibilities
include: communicating strategic priorities; ensuring
implementation of merchandising standards; tracking and measuring
KPI execution; monitoring sales/POS progress against business
plans; and coaching DPs & FSM's to execute with excellence.KEY
RESPONSIBILITIES / DUTIES:STRATEGY, SELLING PROCESS, MERCHANDISING
STANDARDS, & KEY ACCOUNT PROGRAMS--- Coordinates meetings with DPs
to explain and implement VPX business strategies and initiatives,
including MPW, QBW and Annual Business Plan.--- Develops
communication process to ensure proper alignment and understanding
of strategies and goals--- Implements management controls systems
to track and benchmark DPs against key initiatives/goals--- Ensures
DPs understand and execute VPX merchandising standards consistent
with national guidelines--- Assists in developing sales material
and training to guarantee DP sales team clearly understands KPI's
&merchandising standards--- Establishes set communication
schedule to discuss upcoming and ongoing Key Account Programs---
Implements process for late notice or emergency programs to ensure
rapid communication and execution--- Ensures DPs implement tracking
system to gauge execution effectivenessBUSINESS PLAN--- Develops
with the DPs the annual business plans with regards to organization
requirements, distribution, volume, investments, and KPIs---
Secures agreement on necessary subjects and implements monthly
scorecard to review progress (distribution build-up by
month/channel, organization build-up by month/channel, sales
forecast by month/channel).--- Consistently communicates with
ownership and top management to guarantee alignment.--- Coordinates
with Business Unit (BU) office personnel to issue ongoing updates
against allocation--- Keeps DP abreast of new POS items and
allocation & manages allocations based on market DNA.--- Develops
organization model with DP and gains commitment against specific
personnel structure to drive Business PlanBUSINESS INTELLIGENCE---
Maintains strong working knowledge of all VPX and Distributor
systems (VIP, Encompass RAS, SAP, IRI)--- Has a robust routine to
ensure program compliance including BTB, display programs and other
priority key account programs.--- Develops knowledge of key account
systems and how they relate to DP--- Understand, analyze, and
present MPW (Monthly Performance Workshop meetings) on a consistent
monthly/quarterly cadence with DP VPX stakeholders focusing on key
markets & share of the business--- Proactively uses Out-of-Stock
analysis to ensure proper merchandising personnel is in place---
Holds DPs accountable for data submission into VIP to ensure
accurate and timely information--- Analyzes monthly reports to find
largest areas of opportunity for DP, and uses those insights to
guide DP to up-level market conditionsDISTRIBUTOR STRUCTURE AND
ACCOUNTABILITY EXPERT--- Has thorough working knowledge of
distributor's internal systems and structure--- Understands
distributor's hierarchy and has relationship from the top-down
(from owner to sales representatives)--- Clear understanding of the
person responsible and accountable for tasks or programs within
distributorship--- Working knowledge of routing procedures and able
to suggest better route to market and/or manpower needs based on
distribution and account frequency--- Knowledgeable on reps and
area managers pay structure in order to program and hold
accountable--- Ability to communicate and share best practices from
other DP on structure accountability systems--- Manage route
account software communication and projects with both VIP &
DP.MISCELLANEOUS--- Execute VPX DP excellence programs while also
playing a role in the conceptualization & build out of identified
projects & initiatives as directed by RSM/DOSD--- Share and enforce
guidelines with regards to VPX inventory policy--- Provide on-going
feedback relative to DP performance against objectives and KPIs---
Develops working knowledge of geographic and demographic areas in
assigned geography--- Develops expertise with regards to product
competition and distributor competition in respective area---
Spends 3 days per week in the trade with DPs and FSMs.---
Communicates regularly and works effectively with all BU sales team
(Key Accounts, Non-Traditional) and marketing people to secure full
alignment of the BU goals with the DPPOSITION
REQUIREMENTS:Qualified candidates will have a bachelor's degree or
a minimum of 5+ years' industry related experience which
includes:-- 5+ years of experience with time spent on Beverage
Supplier and Beverage Distributor side of business with a proven
track record of success-- Leadership experience of successful
management of direct reports-- A strong professional image and high
ethical standards / integrity-- Exceptional leadership skills--
Effective verbal & written communication skills-- Strong analytical
skills and experience using internal and external data sources
(i.e. IRI, SAP, VIP, Encompass)-- Outstanding organizational skills
as demonstrated by your ability to set and handle multiple
priorities-- Working knowledge of warehouse and DSD operating
systems / platforms
Keywords: Bang Energy, Boston , Territory Sales Manager, Executive , Boston, Massachusetts
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