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Market Manager, Wine & Spirits

Total Beverage Solution


Job Description


The Market Manager is the commercial face of Total Beverage Solution with direct responsibility for the achievement of targeted volume and profit objectives. This is achieved by strong collaboration with assigned distributors and key retailers and through the effective planning and deployment of available resources in the New England market.


Essential Functions

  • Maintains a visible and value-adding presence in the market both with key retailers and distributors in New England for MA, RI, VT, NH & ME.

  • Through distributor work-withs, and independently, effectively influences retailers’ purchase decisions on behalf of the TBS brand portfolio

  • Proactively evaluates and manages distributor inventory levels

  • Delivers relevant training to Bartenders/Waitstaff and to Off Premise decision-makers

  • Via both presentations and work-with’s, builds distributor knowledge of, and belief-in, TBS and its range of brands

  • Establishes stretching but achievable volume and distribution goals for distributors on key packages and, together with distributor, put in place activities to achieve targets

  • Builds Distributor Annual Business Plans (ABP) that set priorities, expectations and successfully deliver plans, programs and volume/distribution targets

  • Delivers ABP with Senior Management distributor personnel

  • Recommends tactical activities that work well in their individual territory, identifies incremental business building opportunities and works with Regional Director to secure the resources to deliver the activities

  • Ensures account target lists by key brand are developed along-side distributor and focus is prioritized against them

  • Regularly analyzes market performance to ensure goals are on track and achieved

  • Regularly reviews distributor performance against plan (volume & distribution) and deploys structured method of communicating pros and cons back to distributor

  • Conducts distributor sales meetings and quarterly business reviews

  • Monitors all in-market spend, ensures investments are effective and efficient, helping to achieve market profit goals


Competencies • Understands on and off-premise retailer environment and three-tier system • Demonstrates ability to develop/maintain effective working relationships and influence with distributors and key accounts • Capable of digesting and delivering brand knowledge in a persuasive manner to customers • Able to manage multiple priorities and brands • Demonstrates numerical and analytical acumen to identify patterns, issues and opportunities • Communicates effectively, including verbally, in writing and through presentations • Proficient in Microsoft Office, Excel, Word, and Power Point • Master of VIP account market/account level system Position Type/Expected Hours of Work This is a full-time position working 40 hours per week, which may require flexibility to work some evenings and weekends. Travel This position requires up to 60% travel. Required Education and Experience 1. Bachelor’s Degree in a relevant field 2. Three or more years of alcohol beverage sales experience 3. Must reside in the assigned market area

Other Information

Posted On: 4/9/2019

Industry: Sales General

Position: Sales Representative

Salary: 87,000 - 97,000

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