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Account Representative - New Jersey

Brown Forman Beverages

New Jersey

Job Description

B-F Swarm Powered by the Hive Corporation 

Company Overview:

The Hive, Inc. of Toronto Canada is a beverage alcohol sales and marketing agency. It is a 3rd party representative of Brown-Forman Corporation in multiple US markets, including, NJ.  

Brown-Forman Corporation is an independent, publicly-traded producer and marketer of premium spirits, wines, and other adult beverages, including the Jack Daniel’s Tennessee Whiskey Family of Brands, Finlandia Vodka, Herradura and El Jimador Tequilas, Korbel California Champagnes, Sonoma-Cutrer Estate Bottled Wines and Chambord liqueur.  For more information about Brown-Forman and our brands, please visit our website at

B-F Swarm, as the company is known in NJ, is a diversity Sales Training and Development program targeted to prepare diverse talent for a role in the Brown-Forman Sales Organization upon completion of the 3 year program. The candidates selected for these positions will represent the Brown-Forman portfolio, and will cover a territory in Northern, Central or Southern New Jersey.  

Company Benefits:

B-F Swarm Powered by the Hive Inc. offers an excellent compensation package as well as benefits including, medical, paid time off and holidays.  This is a very exciting opportunity to represent some of the finest consumer brands in the world with growth possibilities and a company vehicle for business travel.  In addition, selected candidates will receive specialized training designed to help them prepare for a career in the adult beverage industry.

Reporting Relationships:

Reports to: Training Manager – Merchandising

Partners with: Key customer contacts, Distributors, and Brown-Forman NJ team: (Off/On-Premise Manager, Area Managers, and State Manager).


Responsible for the execution of Brown-Forman brands’ merchandising standards within the

New Jersey On and Off-premise retail environment.  Champion, implement and execute Brown-Forman standards and merchandising/selling techniques in assigned accounts.   

Candidates for the Account Representative role will begin their time in this program in a specific channel (On/Off).  They will however, experience working on both On & Off Premise channels through their tenure in this program.  


Selling/Merchandising (60%) 

  • Maintain a territory of 60 Key off/on premise accounts (channel is dependant on the role) providing call frequency based on Brown Forman account value, and building a solid, value added relationship for both Brown Forman and retailer. 

  • Maintain and monitor Key account progress by providing product placement, promotion development, POS placement, and tracking feature pricing.

  • Achieve all assigned monthly targets.  This will be tracked by a Google application and will be completed every week.

    • Off Premise objectives include but are not limited to: building displays, shelf resets, selling in new points of distribution, cold box placement, visibility and in-store merchandising, booking in-store demos.

    • On Premise objectives include but are not limited to:  menu placements/printing, bartender advocacy programs/training, consumer events, booking & execution of promotions and special events, selling in new points of distribution, back bar presence.

  • Using Salesforce to maintain and track a weekly schedule of key account visits.  This schedule should be complete on how many times the account was visited, what was done in the account, and the time spent in the account.  This is due every week.  

  • Call on all accounts in assigned territory a minimum of 2xs per month 

  • Present at least seven  fact based sales presentations per week to retailers to secure displays and initiate shelf merchandising in off premise and promote menus, features and back bar placement in the on premise that meets Brown Forman brand standards. 

  • Conduct a business review with all key accounts at least 2 times per year.

  • Execute all relevant display installation and promotional requests from distributors and/or retailers.

  • Support and execute frequent Brand Driven special events and promotions throughout NJ. 

Administration/Reporting (10%) 

  • Maintain an efficient route plan for assigned accounts which will dictate key account contacts and call frequency.  This should be updated at least once per quarter.

  • Maintain account route cards to track Brown Forman brand status compared to the competitive set based on shelf position/facings, floor displays, and cold box status in the off-premise as well as menu placements, distribution and features in the on-premise.  This should be completed twice per year.  

  • Maintain expense reports and turn them in at a minimum of twice per month.

  • Record daily accomplishments on a qualitative expectations form based on monthly national brand programs and objectives.  This will be in the form of a Google application and will be done every week.

  • Provide any insight and discuss any needs to help drive Brown Forman brands at weekly office meetings.

  • Provide a monthly “Best Practice” as part of the BF Swarm Buzz newsletter

  • Submit completed display installation reports at least once per week.

Training (30%)

  • Build an understanding of Brown Forman brands, Brown Forman way of selling and principles of merchandising, as well as an understanding of the competition.

  • Gain an understanding of Brown Forman monthly national brand objectives.

  • Gain a comprehensive understanding of the landscape and mechanics within the Beverage Alcohol industry.

Required Experience:

  • Bachelor’s Degree 

  • Excellent interpersonal skills, oral and written communication skills.

  • PC proficient in Word, Excel and PowerPoint. 

  • Strong interpersonal skills, demonstrated ability to develop and maintain effective working relationships, take direction and work as a member of a team.

  • Excellent strategic and tactical skills; demonstrated ability to implement and adapt   national programs to the field.

  • Must have a valid state motor vehicle driver’s license and the ability to lift 60 pounds.

  • Must be willing to work occasional nights & weekends to support activities in the market.

Preferred Experience:

  • Bachelor’s Degree in sales or marketing with an emphasis on the beverage industry.

  • 1-3 years in sales within the beverage industry.

Other Information

Posted On: 11/18/2019

Industry: Sales General

Position: Sales Representative