Sales Planning & Performance Manager

Requisition ID: 34978 

Join our family and share the story of Yuengling and what makes us unique as America’s Oldest Brewery.  Yuengling is family owned and operated since 1829 and have a strong culture and history of perseverance and grit. We are seeking a strong champion for our company and our brands.  We are looking for a Sales Planning & Performance Manager for our National Accounts team to support the growth of Yuengling sales with key customers.  This role will improve the effectiveness of Yuengling National Account sales performance through in-depth Planning on National Accounts business, customers, channel priorities and programs while also communicating insights, information and channel/category/retailer opportunities. This individual will foster strong alignment with the Chain Account Teams, respective Field Sales Teams and our distributor partners throughout The Yuengling Company (TYC) footprint. To perform this job with excellence, an individual must be able to perform each essential duty with the highest standards and be an excellent collaborator through strong communication. 

Essential Duties and Responsibilities:

• Chain Account Sales Planning Road Map Management
  • Create and manage planning Road Map format and template to drive effective sales planning and execution.
    • Inclusive of Road Map Action Plan for Sales Managers
  • Lead and assist in Road Map execution and reviews with Chain Sales Managers.
  • Ensure bi-monthly Road Map review cadence is aligned with Region Chain Sales Director.
  • Coordinate distribution of Road Map Action Plan to respective leadership, Sales Directors, and NA Team.
• Annual/Trimester Chain Account Planning Support
  • Assist Region Chain Sales Director in Annual/Trimester volume planning, for respective company processes.
  • Provide insights to help identify greatest volume driving opportunities for trimester planning.
  • Conduct Post Program Analysis of key programs and Trade Mktg initiatives in respective mkts/chain accounts to measure for effectiveness and ROI

• • Identify Key customer opportunities and volume/program hurdles.
  • Channel Plans: Lead process for developing effective sales plans to drive channel strategies & achieve goals.
• Chain Account Scorecard Management
  • Build and maintain scorecards for Yuengling Region Chain Account team.
    • IRI Executive Scorecard for TYC
    • IRI Chain Scorecard – COT, Segment, Chain retailers (incl Vol, share, $’s, ACV, Merch, etc).
  • Build and maintain Chain Account Monthly Performance Review aligned with Region Chain Sales Director.
    • Volume based to plan/last year: monthly/trimester/90 days/annual
  • Special project Scorecards i.e. National Account Distribution opportunities
  • Distribute reports to leadership, Sales Directors and NA Teams on a monthly basis.
  • Special project Scorecards as needed (i.e. Chain Account Distribution mandates, etc…)
• Chain Account - Category Analysis (selling insights)
  • Be the lead analyst for Chain Account team driving insights to support Yuengling sales objectives; provide various ad hoc reporting as needed.
  • Ensure sales presentation standards and effectiveness.
  • Advocate for Yuengling Chain Selling Standards/Insights – implementation of consultative selling:
    • Performance and Development
    • Identifying Opportunities
    • Providing Selling Solutions
    • Integration of 3rd party selling tools and resources (i.e. CM Profits)
• Communication Lead for 1Yuengling Chain Team
  • Ensure accuracy and updates for feature communication and Playbook
  • Consistent distribution of Playbook opportunities/programs
  • Align with leadership on Karma surveys and utilization (price surveys, targeted chain execution opportunities) to support chain account development. 
  • Responsible for sharing insights and findings with Sales team and Leadership

• Pricing Communication
  • Collaborate with pricing functions to support needs of Chain Account Sales Team
  • Coordinate chain pricing timelines and process with Sales regions.
  • Assist pricing teams to maintain chain pricing database for Chain Accounts.

• Category Management
  • Category Management analysis and review/insights as needed
  • Category/Space Planning projects – support Chain Team as needed
  • Support Space Planning tools/resources needs for TYC

• General NA Team Support & Alignment
  • Support Yuengling National account budget process and communication
  • Maintain Account call assignments
  • Work with TYC teams to support coordination of special projects relative to National Accounts (i.e Seasonal/Limited Edition; special packaging, etc.)
  • Act as point person for National Account planning and communication for expansion markets

Skills and Qualifications:

• Ability to build Process and problem solve.
• Passion to win and improve business results and personal growth/development.
• Excellent communication and leadership skills, along with ability to work well in a team environment.
• Comfortable working in a fast-paced environment.
• Must have excellent organizational skills.
• Detail oriented and ability to work independently.
• Experience in Microsoft Outlook, Excel, Word, PowerPoint, including ability to streamline communications for effectiveness.
• Experience using and ability to interpret VIP, IRI, and other syndicated data tools.
• Proficiency in project management skills and managing multiple initiatives simultaneously to meet deadlines. 
• Works well under pressure.
• Self-starter, with the ability to work independently or as a team. High energy to drive business self-sufficiently.
• Embrace flexibility and be responsive to change in a positive manner.
• Ability to interact and work with various personalities and a range of management levels.
• Excellent interpersonal skills and leadership skills.
• Demonstrates group presentation skills and participates in meetings.

Required Education and/or Experience:

• Minimum of 5 years’ experience with Sales, Sales Planning, Chain Sales or Beverage Analytics optimal.
• Experience in 3 Tier system preferred
• Bachelor’s Degree preferred

Job Posting Grade: 11 

At The Yuengling Company we believe that differing perspectives lead to challenging the expected, which keeps new ideas bubbling up. We’re an equal opportunity employer and invite applications from candidates from all backgrounds, race, color, religion, sex, sexual orientation, national origin, gender identity, age, disability, veteran status or any other characteristic. We take pride in celebrating our unique brew.

#LI-DNI