On-Premise Channel Manager - Salem, Virginia

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Position Purpose/Summary

Blue Ridge Beverage is looking for a ON-PREMISE CHANNEL MANAGER in our Salem Division. The On-Premise Channel Manager is responsible for executing the Company on-premise sales objectives and to drive sales planning to support short and long-term marketing strategy.

Job Type: Full-time, Exempt
Location: Salem
Wage Range: DOE

Position Benefits

  • Paid time off plus 3 scheduled paid holidays
  • Bereavement Leave
  • Comprehensive Medical Insurance including health, dental, prescription, and vision care
  • Basic Life and AD&D Insurance
  • Short-term and Long-term Disability
  • Flexible Spending Accounts for health care and dependent care
  • 401(k) Retirement Plan with some employer contribution
  • Employee Assistance Program
  • Company-provided vehicle for use during work hours
  • Allowance for cell phone use

Position Duties

  • Manages the on-premise sales organization’s activity-based compensation (“ABC”) program, including specific performance, executional and achievement-oriented goals, objectives, and quotas (as appropriate). This includes performance evaluation across sales positions in the divisional organization; prioritizing critical performance objectives; overseeing the development, allocation and tracking of specific goals, brands, managers, and sales routes, and ensuring all sales employees are held accountable for assigned results.
  • Builds and leads a team of sales professionals focused on revenue growth and market share through attainment of sales targets.
  • Ensures consistent daily, weekly, monthly sales planning, presentation, meeting, and communications cycles, including timely written work plans and team meetings. Meets periodically with sales team and key suppliers to assess departments’ product against goals, objectives, and other key performance indicators.
  • Ensures the channel is compliant with all company policies, practices, procedures, and controls, including Virginia ABC regulations.
  • Ensures compliance with the Company’s and key suppliers’ quality programs, including product rotation, draft technology, and line cleaning standards.
  • Manages a team of Draft Technicians and the comprehensive line cleaning process to include account tracking and training of company and supplier standards.
  • Manages an On-Premise Operations Manager, responsible for all aspects of special events within the division, including planning, scheduling, and execution.
  • Collaborates with applicable company leadership to lead training and development initiatives for the sales organization. Works with the company senior leadership, suppliers, and vendors to establish learning and development goals essential to departmental success and individual managers’ and employees’ professional and career development.
  • Participates in strategic planning meetings, supplier planning meetings, sales forecasting, and departmental resource planning and budgeting.
  • Collaborates with appropriate leadership to ensure that the marketing assets, and resources available for achieving the company’s brand-building objectives, including legal point-of-sale materials, trade spending, customer entertainment, and advertising partnerships within mutually agreed budgets.
  • Works in trade with team members on a consistent basis to assess retail execution and to coach, mentor, and train team members.
  • Assists in maintaining close working relationships with suppliers, retailers, and complete key account calls as appropriate and necessary.
  • Maintains a formal retail survey process, including retail pricing surveys, draft handle survey and competitive brand information.
  • Assists in providing weekly and monthly sales forecasts to support inventory ordering efforts.
  • Manages all aspects of special events within the division, including planning, scheduling, and execution.
  • Other duties as assigned.

Minimum Position Requirements

  • Bachelor’s degree; or an equivalent combination of education and experience.
  • 5 years of relevant sales or marketing experience. Experience in the three-tier system of beer, wine, or spirits is preferred.
  • Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and written and verbal communication skills.
  • Must possess a valid driver’s license and secure and maintain auto-liability insurance by state laws.
  • Ability to articulate distinct brand and product attributes and competitive position.
  • Excellent listening, negotiating and presentation skills with retailers and community partners.
  • Strong computer skills, including proficiency in Microsoft Office suite.
  • Ability to work in a team-based, collaborative environment with employees at all levels.
  • Demonstrated continuous improvement in areas of responsibility.
  • Availability to travel, up to 25%.

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EOE: Blue Ridge Beverage is an equal opportunity employer. All employment decisions are based on qualifications, merit, and business need.
All candidates must consent to a pre-employment drug screen that includes testing for the presence of THC.


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