Red Bull Regional Manager bei Voss Distributing, LLC

Description

Description

The Regional Manager is the sales and operational lead of the region. This includes managing and coaching the Division Sales Managers and their sales teams to hit the yearly, quarterly and monthly goals of the company. The RM is responsible to ensure the Division Sales Managers (DSMs) are not only growing their accounts sales but that their teams are executing to the Voss and Red Bull standards in their accounts. The RM is also responsible for creating and adjusting the plan for the DSMs and Brand Development Managers (BDMs) for their region. 

RMs will also be responsible for the top-level chain selling of their region including owning the Tier II budget for the region as well as creating presentations for and scheduling National Account wiring calls for and with the DSMs. The goal of the RM is to take some of the operation issues off of the DSMs plates and to ensure the DSMs stay focused on the coaching of their reps and on the most important sales focus and initiatives of their divisions. It is the responsibility of the RM to not only help the DSMs plan but to grow their leadership skills.

For a day in the life with Voss Distributing, core values and Why Voss?, check this link: Voss Distributing YouTube Channel.

Delivering Growth

• Achieve the annual supplier(s) targets of the region.
• Achieve team case goal over prior year in the Off Premise and Non-Commercial accounts of the region.
• Achieve the Shelves Per Store goal for the independent accounts of the division. This goal will be determined with our supplier(s) annually for the region and will have quarterly goals that need to be met to hit annual business plan goal.
• Ensure we are beating the competition in space and points of distribution in our accounts. These goals will be set to ensure Voss maintains one of the top Winning versus Competition scores for our supplier(s).
• Ensure we have certain percentage of our independent accounts on a partnership program. This goal will be determined with our supplier(s) annually for the region and will have quarterly goals that need to be met to hit annual business plan goal.

Monthly & Seasonal Initiatives

• Execution of the monthly and quarterly incentives and contests established by Voss and our supplier(s) in the Monthly Planning & Review (MPR) meeting as well seasonal initiatives and contests. These are results oriented incentives and contests that will be published monthly based off supplier incentives and incremental Voss incentives. These incentives and contests include 100 Days of Summer, VIP, Dominating College Life, monthly display execution, as well as other bounties for shelves, temp displays and points of distribution based off account segmentation. The Sales Manager will publish these goals the same week as the Monthly Sales Meeting or via email. It is the RMs responsibility to verify that they understand the qualifiers for the incentives and contests.

Training/Coaching

• Preplan, conduct, document and debrief the Division Sales Managers/Brand Development Managers for two full day work with or power sell day per month (minimum 8 work withs total and 1 per direct report per month). Develop work with training plan with Sales Manager including specific skill gaps for each employee based off the Monthly KPI Workbook as well as the Performance Review Form for that employee. 
• Preplan, conduct and document one weekly Personal Conference (one on one) for each of your direct reports. The Personal Conferences should use the published format and include execution of annual as well as weekly and monthly plans.

In Store Execution:

• Audit 40 accounts per month filling out our survey forms for accurate in-store execution score for each division.
• Ensure Region hits Core distribution goal each quarter.
• Ensure 90% display execution on a weekly basis.
• Ensure Region hits the point of distribution goals from the business plan for the current year.

Personal Selling

• Ensure Region signs Off Premise independent accounts to a partnership agreement. Goal is to have 85% of the Independent Off Premise volume signed to a partnership program.
• Winning with key customers. Ensure the division hits the execution targets for our top accounts monthly for points of distribution, cold cashier and displays.
• Ensure the division hits the Non Commercial execution targets for points of distribution, cold cashier, shelf space and displays.

Wiring

• Business reviews with Tier II, Independent Chains quarterly. Reviews to include sales updates and selling opportunities for the next 6 months. 
• Region Manager will be responsible for tracking, updating and ensuring compliance with the Tier II budget of the region.

Additional responsibilities:

• Recruiting and Training: Conduct final interviews and make final hiring decision for all Sales Reps and Relief Drivers. Work with Human Resources Manager, Sales Manager and General Manager for recruiting and hiring of Division Sales Managers and Business Development Managers.
• Region Manager is also responsible for ensuring all Loader and Merchandiser positions in the region are full 95% of the time. Region Manager will work with the Human Resources Manager to ensure HR Manager is aware of and working to fill all empty or soon to be empty positions.
• Conduct weekly team meetings for all sales reps in your region and monthly structured personal development training for staff. Regional Manager will be responsible for 3 meetings per month (Operations/Safety, Role Play and Initiative Update/Adjusting) being completed for each Division in their Region.
• Region Manager is responsible for publishing the sales training Role Play. Division Sales Managers can run the Role Play in their respective locations. Goal is Role Play meetings are scheduled and held one
• Be the lead for the Routing and Merchandising Efficiency of the division, including Routing and merchandising efficiency and compliance; ensure the reps are running the most efficient routes possible by coaching Division Sales Managers on       continually reviewing and suggesting changes that will improve efficiency and call coverage based on volume and the growth potential of accounts.
• Be the Operational lead for of the division. To include:
  • Personally accountable for working with Operations Manager to resolve inventory issues.
  • Responsible for working with Operations Manager for scheduling of maintenance and upkeep of all vehicles in the Region.
  • Responsible for ensuring POS inventory for each warehouse is updated on time each month.
  • Update the Monthly Bonus Tracker in the region.

Requirements

Travel Requirement

· Minimum of 8 nights of travel per month required 

· Travel may occur 1–2 times per week, depending on business needs 

· Must be comfortable with frequent overnight stays 

· Flexible scheduling is necessary to accommodate travel demands 

· All travel will be coordinated in as much advance as possible and follow company travel policies

Required Skills:

• Oral Communications – Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; performs the large number of contacts and cold calls in a pleasant, timely and professional way.
• Written Communications – Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.
• Teamwork– Contributes to building a positive team spirit; puts success of team above own interests.
• Ethics– Keeps commitments; works with integrity and ethically; upholds organizational values.
• Organizational Support – Follows policies and procedures; completes administrative tasks correctly and on time; supports organization’s goals and values.
• Attendance/Punctuality– Is consistently at work and on time; ensures work responsibilities are covered when absent or out of the office; arrives at meetings and appointments on time.
• Dependability – Follows instructions; responds to management direction; takes responsibility for own actions; keeps commitments; commits to long hours of work when necessary to reach goals; completes tasks on time or notifies      appropriate person with an alternate plan.

Required Abilities:

• Must have successful experience in coaching
• Proven use of a sales system
• Proven ability to effectively prepare for a sales call
• Supervise people without needing them to be their buddy
• Successfully recruited “the right” person
• Presented to small chain store buyers
• Know how to get to decision maker

Position Requirements:

• 3 years of sales management/supervision
• College degree preferred
• 5 years of beverage experience
• Clean driving record
• Drug test
• Physical agility test