Job Description:
ABOUT US:
With a dedication to our people and our products, The Honickman Companies® are collectively one of the largest independent beverage employers in the country. Our Pepsi business includes distribution for brands like Pepsi-Cola, Starbucks, Lipton Teas, Gatorade, Evian and more, throughout the 5 Borough's, Long Island, West Chester Co and Pennsauken NJ. If you are excited to work with some of the biggest brands in the world, in the biggest brand market in the world, come see what we have to offer. a passionate, self-motivated, and detail-oriented team player who is committed to the success of our customers. You will focus on growing and developing existing clients, as well as generating new business by identifying, implementing and executing new strategies.
REPRESENTATIVE RESPONSIBILITIES:
The following responsibilities are general duties that a particular employee in this position may or may not be required to perform. The actual duties required of this position will vary.
- Responsible for managing and developing a team of sales employees to achieve a designated sales plan, while improving overall business performance in a direct store delivery go-to-market environment
- Build and maintain strategic partnerships with customers and drive customer satisfaction through superior service and execution
- Leverage VIP tools and process to maintain high levels of execution through efficient route sales and delivery, customer orders and productivity
- Leverage VIP tools and resources to analysis business, trends and opportunities and maintain sufficient training levels across the sales teams to ensure all aspects of the technology are being utilized
- Lead and motivate a team of District Sales Leads against defined revenue and execution goals
- Activate local and national marketplace initiatives and promotions to build brand development and maximize brand performance
- Effectively lead distributor relationships within the geography and partner with routes on sales/innovation/display execution, (facilities within distributor model only)
- Develop the organization by managing performance and developing individual capability
- Ensure the team delivers volume and revenue results while managing costs
- Responsible and accountable for sales plan attainment.
- Conducts documented 1:1 route rides with DSLs and PSRs to access capabilities, while developing their selling and customer service skills
- Responsible for managing Banner CDA compliance and payment relevant to space, promotion and executional standards
- Reviews sales activity, performance and training needs with sales personnel.
- Collaborate with cross-functional team members to ensure the correct customer service levels are maintained
- Ability to solve complex problems on the fly and can work with delivery and warehouse operations to minimize sales disruption
- Pro-actively contacts assigned accounts to identify customer needs, changing requirements, or potential problems and resolve accordingly.
- Develops and maintains a thorough knowledge of the Company's available services, product line and pricing structure and sells additional services as appropriate to existing customers.
- Develops and maintains an awareness of market behavior and competitive trends and responds accordingly.
- Responsible for reviewing all relevant sales scorecards on a weekly basis and leverages data to drive accountability within the team
- Identifies skill set opportunities within the team and leverages an established training framework to enhance the team's capability and knowledge base
- Performs other duties as required.
EXPERIENCE, EDUCATION, CERTIFICATION:
- Equivalent of (1) Bachelor's degree in Business, Marketing or closely related field and minimum of 4 years of directly applicable experience as a sales representative and/or sales manager; OR (2) 7 years of directly applicable experience as a sales representative and/or sales manager.
- Must maintain a valid Driver's License
- Experience developing comprehensive strategies, business and sales plans, and schedules.
- Three years experience recruiting, hiring, leading, and managing performance for an outside sales team.
KNOWLEDGE AND COMPETENCIES
The following key competencies represent qualities, traits and behaviors that a successful employee will exhibit. This list is not exhaustive, as other qualities, traits and behaviors are also desired.
- Attention to Communication - Ensuring that information is passed on to others who should be kept informed.
- Building Collaborative Relationships - The ability to develop, maintain, and strengthen partnerships with others inside or outside of the organization who can provide information, assistance and support.
- Results Orientation - Focusing on the desired end result of one's own or one's units work; setting challenging goals, focusing effort on the goals, and meeting or exceeding them.
- Enforcing Laws, Rules and Regulations - Enforces laws, rules, and regulations and initiates enforcement actions in a way that the employee perceives as fair, objective, and reasonable.
- Fostering Diversity - Working effectively with all employees without regard to race, color, religion, creed, sex (including pregnancy), sexual orientation, national origin, age, physical or mental disability, genetic information, veteran status, gender, gender identity, citizenship status, marital status, or any other category protected by federal, state and local laws.
- Fostering Teamwork - As a team member, the ability and desire to work cooperatively with others on a team; as a team leader, interest, skill, and success in getting groups to work together cooperatively.
- Managing Performance - Taking responsibility for one's own or one's employees' performance, by setting clear goals and expectations, tracking progress against the goals, ensuring feedback, and addressing performance problems and issues promptly.
- Technical Expertise - Depth of knowledge and skill in a technical area.
ABOUT US:
With a dedication to our people and our products, The Honickman Companies® are collectively one of the largest independent beverage employers in the country. Our Pepsi business includes distribution for brands like Pepsi-Cola, Starbucks, Lipton Teas, Gatorade, Evian and more, throughout the 5 Borough's, Long Island, West Chester Co and Pennsauken NJ. If you are excited to work with some of the biggest brands in the world, in the biggest brand market in the world, come see what we have to offer. a passionate, self-motivated, and detail-oriented team player who is committed to the success of our customers. You will focus on growing and developing existing clients, as well as generating new business by identifying, implementing and executing new strategies.
REPRESENTATIVE RESPONSIBILITIES:
The following responsibilities are general duties that a particular employee in this position may or may not be required to perform. The actual duties required of this position will vary.
- Responsible for managing and developing a team of sales employees to achieve a designated sales plan, while improving overall business performance in a direct store delivery go-to-market environment
- Build and maintain strategic partnerships with customers and drive customer satisfaction through superior service and execution
- Leverage VIP tools and process to maintain high levels of execution through efficient route sales and delivery, customer orders and productivity
- Leverage VIP tools and resources to analysis business, trends and opportunities and maintain sufficient training levels across the sales teams to ensure all aspects of the technology are being utilized
- Lead and motivate a team of District Sales Leads against defined revenue and execution goals
- Activate local and national marketplace initiatives and promotions to build brand development and maximize brand performance
- Effectively lead distributor relationships within the geography and partner with routes on sales/innovation/display execution, (facilities within distributor model only)
- Develop the organization by managing performance and developing individual capability
- Ensure the team delivers volume and revenue results while managing costs
- Responsible and accountable for sales plan attainment.
- Conducts documented 1:1 route rides with DSLs and PSRs to access capabilities, while developing their selling and customer service skills
- Responsible for managing Banner CDA compliance and payment relevant to space, promotion and executional standards
- Reviews sales activity, performance and training needs with sales personnel.
- Collaborate with cross-functional team members to ensure the correct customer service levels are maintained
- Ability to solve complex problems on the fly and can work with delivery and warehouse operations to minimize sales disruption
- Pro-actively contacts assigned accounts to identify customer needs, changing requirements, or potential problems and resolve accordingly.
- Develops and maintains a thorough knowledge of the Company's available services, product line and pricing structure and sells additional services as appropriate to existing customers.
- Develops and maintains an awareness of market behavior and competitive trends and responds accordingly.
- Responsible for reviewing all relevant sales scorecards on a weekly basis and leverages data to drive accountability within the team
- Identifies skill set opportunities within the team and leverages an established training framework to enhance the team's capability and knowledge base
- Performs other duties as required.
EXPERIENCE, EDUCATION, CERTIFICATION:
- Equivalent of (1) Bachelor's degree in Business, Marketing or closely related field and minimum of 4 years of directly applicable experience as a sales representative and/or sales manager; OR (2) 7 years of directly applicable experience as a sales representative and/or sales manager.
- Must maintain a valid Driver's License
- Experience developing comprehensive strategies, business and sales plans, and schedules.
- Three years experience recruiting, hiring, leading, and managing performance for an outside sales team.
KNOWLEDGE AND COMPETENCIES
The following key competencies represent qualities, traits and behaviors that a successful employee will exhibit. This list is not exhaustive, as other qualities, traits and behaviors are also desired.
- Attention to Communication - Ensuring that information is passed on to others who should be kept informed.
- Building Collaborative Relationships - The ability to develop, maintain, and strengthen partnerships with others inside or outside of the organization who can provide information, assistance and support.
- Results Orientation - Focusing on the desired end result of one's own or one's units work; setting challenging goals, focusing effort on the goals, and meeting or exceeding them.
- Enforcing Laws, Rules and Regulations - Enforces laws, rules, and regulations and initiates enforcement actions in a way that the employee perceives as fair, objective, and reasonable.
- Fostering Diversity - Working effectively with all employees without regard to race, color, religion, creed, sex (including pregnancy), sexual orientation, national origin, age, physical or mental disability, genetic information, veteran status, gender, gender identity, citizenship status, marital status, or any other category protected by federal, state and local laws.
- Fostering Teamwork - As a team member, the ability and desire to work cooperatively with others on a team; as a team leader, interest, skill, and success in getting groups to work together cooperatively.
- Managing Performance - Taking responsibility for one's own or one's employees' performance, by setting clear goals and expectations, tracking progress against the goals, ensuring feedback, and addressing performance problems and issues promptly.
- Technical Expertise - Depth of knowledge and skill in a technical area.
COMPENSATION RANGE:
Potential earning is from $78,100.00 to $98,450.00 annually
The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties, and skills required by personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the company.
* We do not provide application status due to overwhelming volume. If your skills meet our needs, we will contact you to move forward in the process.*
**EOE without regard to race, color, religion, creed, affectional or sexual orientation or sex, national origin, ancestry, age, disability, genetics, veteran status, gender, gender identity, citizenship status, marital status, VEVRAA Federal Contractor.**
***If you have a disability and you need an accommodation to apply, please contact the Sr. Director of Talent and Development at 301-773-5500 ext. 2975***
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