Zone Sales Manager

Requisition ID: 30637 

Role Description:      

TYC Zone Manager primary functions as the integral leader within the Region Field sales management team and is expected to establish and maintain relationships across all other functional areas internally as well as externally with Key Distributors and Retailers in Zone. Is responsible for leading Sales, Distribution, Merchandising and Planning efforts within their assigned Zone while consistently ensuring progress in aligning to The DGY Partnership Vision. Direct reports would include Key Account Representatives, District Managers. Individual is accountable to actively leading the EXECUTION of all aspects of The Yuengling Company retail plans within their Zone aligned with our Retail Standards.  The Zone Manager is responsible for the recommendation and execution of the region’s sales volume plan, sales operating budget, short/long term regional or statewide strategies. This position also identifies specific business opportunities and develops and executes necessary strategies in close alignment with Chain Team, Region Directors, National Accts Director, Marketing Dept and Director of Sales Strategy/Development.  

Key Job Functions:

1. Accountable to Zone Sales Volume & Revenue Plan as well as Distribution and Execution Objectives
   1. Cascaded from Company & respective Region, individual is tasked to attain Annual Sales Volume/Revenue, Distribution and EXECUTION Objectives
   2. Accountable to develop aligned Sales Plans and Distributor Annual Business Plans to implement, EXECUTE and achieve assigned Goals/Objectives (including tactical programs for underperforming markets) in line with Company Strategy
   3. Ensures scheduling and approval of content for Annual and Trimester Dist planning Mtgs
   4. Drives alignment to portfolio and package strategies, tactics and priorities in support of our annual volume, revenue and gross profit
   5. Participate in the Sales Forecasting process- provide relevant state/regional trends to ensure forecasting accuracy
      1. Provides direction to distributors and DM’s on needed orders and inventory within Comp guidelines needed to achieve depletion and shipments plan for Zone
   6. Collaborates closely with on / off premise National Acct Chain team to flawlessly EXECUTE Chain opptys to maximize DGY Sales & share and regularly drives delivery of all mandated distribution
2. Leads and Directs Retail EXECUTION Activities within Zone
   1. Directs execution activity of TYC field personnel and wholesalers within Zone to ensure the implementation of all sales, distribution, merchandising and local tactical/marketing programs for the entire Yuengling portfolio.
   2. Ensures regular Sales Mtg Presentations to Key Distributor Sales teams
   3. Ensure DM/Reps working regularly at retail to drive continuous EXECUTION improvements
   4. Ensures all retail activity documented and recap daily/weekly
   5. Drives selling culture to provide leadership of sales priorities in support of our Partnership Vision

3. Manage /Coach/ Develop Zone Personnel
   1. Devotes time in market on a monthly basis, Coaching and Developing direct reports to drive improved performance, alignment to Company processes and establishing individual development plans.
   2. Conducts annual reviews for each employee-- Develops, recommends, and executes against approved performance measures including planning and assigning work/responsibilities, developing goals/objectives and managing overall performance.
   3. While in markets monthly, Supports and Models the use of training concepts and developmental tools within the assigned Zone.

4. Zone Budgets and internal process accountability
   1. Holds direct reports accountable to operate within annual budget and spending disciplines as driven down by Company Senior Mgmt. 
   2. Processes and approves all Zone distributor co-op invoices and Expense reports submitted from Direct reports under Senior Management Direction and within Company guidelines.
   3. Tracks all Distributor Spending budgets within guidelines and investment direction

5. Pricing
   • Under the direction of Senior management and Pricing Manager, the Zone Manager is responsible for ensuring execution and initiation of all pricing strategies and tactics in accordance with Company strategy
   • Responsible for maintaining accurate records of current market pricing, consistently maintained and updated, in addition to updating wholesaler file of current Yuengling PTR by package.
   • Maintain up to date records of competitive pricing and communicating to Sales Operations and Pricing Manager
   • Ensure execution of Quarterly price surveys within each Key Distributor Market.  Compare Yuengling NR, Can, and Draft pricing vs. key Domestic, Import  and Craft Brand/pkgs
   • Ensure recommendation and initiation of corrective actions to improve Yuengling pricing in all on and off premise accounts.

Education and/or Experience:

                  Bachelors degree (B.A.) from four-year college or university; or eight or more years sales experience with at least 5 years in sales management or the equivalent combination of education or experience.

Other Key Skills and Abilities:

• • • Outstanding individual group presentation skills (virtual & in person)
    • Strong Business Planning Skills
    • Proven track record of driving high levels of EXECUTION
    • Track record of Budget Discipline, Spending controls and ability to maximize Distributor and Company resources

• • • Strong analytical and problem solving skills

• • • Exceptional interpersonal/communication skills- someone people and business partners love to work with

• • • Leadership and management skills with the ability to delegate and direct to meet and exceed results and to lead sales team

• • • Team player with ability to COACH and DEVELOP people

• • • Creative with strong understanding of executing Company vision and strategy
    • Strong understanding and buy in to the DGY Company culture, traditions/ heritage and values

• • • Customer orientation/ability to build strong relationships with all levels of the 3 tier including but not limited to Brewery management and personnel, Distributor management and principals and key account/chain buyer

• • • Ability to follow specific directions and manage Objectives down with minimal supervision
    • Willingness to read, analyze, and interpret general business periodicals or forms and beverage industry data

• • • Minimum 40% travel expected and a good driving record

Job Posting Grade: 12 

At The Yuengling Company we seek diversity. 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.

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