Sales Manager - Key Accounts

Requisition ID: 35047 

A Career in Beer and Beyond: 
Coors Distributing Company (CDC) is one of the nation’s leading beer distributors based out of Denver, CO. We are the critical link between our brewery suppliers that produce the beer and the retail outlets where they are sold, as well as the restaurants and bars where they are consumed. We were founded in 1971 and became a MillerCoors LLC in 2008 as part of the joint venture between Miller Brewing Company and Coors Brewing Company, and we remain the only company owned distributor for Molson Coors Beverage Company. Major brand acquisitions occurred in January of 2010 making Coors Distributing Company one of the top 25 largest beer distributors in the country with over 30 suppliers, roughly 14 million cases per year, and nearly 400 employees. 

The Headlines:   
The Sales Manager-Key Accounts in Denver, CO is responsible for implementing CDC's chain strategy and nurturing key relationships with our retail partners. This position involves overseeing a team of Key Account Managers and a Category Management team, providing leadership, coaching, and development.

This position reports to the Director of Sales.

The Responsibilities: 

Sales Leadership & Strategy (internal) (30%)

• Optimize execution of CDC’s in-market programming, with particular emphasis on the “building blocks” of the business (distribution, displays, merchandising, shelf management, etc)
• Collaborates and partners with marketing team to optimize sales of CDC products by establishing and implementing effective sales and marketing programs, within established budgets, to achieve or exceed CDC and supplier objectives

• Maximize sales growth of current suppliers by insuring execution priorities are communicated to the sales team and met.
• Provide analysis of market conditions and opportunities that the sales team can capitalize on.
• Partner with the Liquor and Chain channel leads on their execution priorities pertaining to distribution, pricing initiatives shelf opportunities, and display priorities.
• Lead and direct the Category Management team insuring goals are met and tracked in independent liquor, around distribution, space, and the positioning of our brands.
• Insure we are prepared and staffed for spring and fall resets.
• Provide insights and opinions on strategies, in all internal supplier and CDC meetings.
• Partner with operations and channel leads on delivery frequency based on predetermined criteria.
• Partner with the merchandising manager to provide best in class merchandising to our chain customers.
• Accountability for the maximization of sales growth for all products by implementing established sales and marketing programs to achieve or exceed CDC objectives
• Alignment of sales objectives to fit within the broader company and CDC goals
• Partners with Chain Sr. Sales Manager to enable effective execution of chain retail sales strategy with Grocery and C-Store/Small Format sales teams.
• Leads and directs Key Account Managers with suppliers and retailers on account specific strategy

Sales Leadership & Strategy (external) (40%)

• The Chain Sales Manager is the main point of contact for our suppliers for all things as it relates to distribution goals, promotions and programming.
• The Chain Sales Manager is the main contact for all our supplier’s chain organizations that call on CDC.
• The chain sales Manager is expected to attend all trade functions in and out of the market that chains typically have 1 to 2 times per year
• Leads the key account managers to collaborate with our suppliers to achieve agreed upon goals.
• The Key Account Manager is the Key contact with all our chains and is expected to have a business relationship with the senior leaders of our top chains.
• Expectation of delivering at least 1 top to top per year with our top C-Store and grocery chains.
  1. Leads and maintains positive working relationships with all suppliers and chain retail partners

Performance & Talent Management (20%)

• Provide leadership in the area of performance management, talent management, sales training, employee development and effective recruitment/onboarding to drive employee engagement and team results with Key Account Managers and Category Management Team.

Compliance (10%)

• Ensures quality assurance of all CDC product at retail through the implementation and execution of a robust quality assurance process
• Accountable for the proper care and use of company equipment by their team members and participate in weekly inspection of equipment
• Compliance with all CDC and regulatory safety requirements, to include OSHA standards and requirements. Ensure training and adherence to established policies, procedures and rules.  Lead, participate and/or establish safety and injury prevention programs.
• Executes sales & marketing programs with knowledge of LED and Trade Practice requirements & expectations
• Other duties as assigned
   

The Other Qualifications: 

• Position requires a Bachelor’s degree with an emphasis in Business, Sales, Marketing, Management or related field. 
• Requires 10+ years previous experience in sales management and people leadership.
• Requires 8+ years of experience in working with chain retail strategy and execution, with specific experiencing in calling on chain retail accounts. 
• Knowledge and experience in the three-tier system is required, preferably in the distribution tier. 
• Knowledge and understanding of sales analytics, identification of trends and execution of decisions based on the trends/analytics. 
• Experience in employee training & development
• Experience with pricing and knowledge of pricing decisions and the impacts of those decisions from a sales perspective
• Position requires significant face-to-face contact with customers in the market, often outside of normal working hours (i.e. weeknights, weekends, etc…)
• Must have valid driver’s license and MVR must fall within the MillerCoors Pre-Employment Background Screening Guidelines.
• Occasional travel required.

Work Perks that You Need to Know About:  

• We care about our People and Planet and have challenged ourselves with stretch goals around our key priorities  
• We care about our communities, and play our part to make a difference – from charitable donations to hitting the streets together to build parks, giving back to the community is part of our culture and who we are 
• Engagement with a variety of Employee Resource Groups, which can provide volunteer opportunities, leadership experience, and networking through the organization 
• Ability to grow and develop your career centered around our First Choice Learning opportunities
• Participation in our Total Rewards program with a competitive base salary, incentive plans, parental leave, health, dental, vision, 401k option with incredible employer match, generous paid time off plans, an engaging Wellness Program, and an Employee Assistance Program (EAP) with amazing resources.
• Access to cool brand clothing and swag, top events and, of course... free beer and beverages! 
• Work within a fast paced and innovative company, meeting passionate colleagues and partners with diverse backgrounds and experiences  

Applications will be accepted on an ongoing basis

Molson Coors is an equal opportunity employer.  We invite applications from candidates of all backgrounds, race, color, religion, sex, national origin, age, disability, veteran status or any other characteristic. If you have a disability and believe you need a reasonable accommodation during the application or recruitment processes, please e-mail jobs@molsoncoors.com. 
 

Pay and Benefits:

At Molson Coors, we’re committed to paying people fairly and equitably for the work they do.

Job Posting Total Rewards Offerings: $124,000.00 - $162,700.00 (posting salary range) + target sales incentives + $23,000 on average spent on benefits per employee, including but not limited to health, dental, vision, retirement with above market employer match, wellness incentives and EAP + paid time off (including holidays, vacation days and sick days).

The posting range provided above for salary is what we, in good faith, believe we would pay for this role at the time of this posting.  We ultimately pay based on a number of non-discriminatory factors that inform pay decisions including but not limited to the required work location, previous work experience, skill set and internal equity.