Breakthru Beverage Group

Sales

• Lead direct reports effectively by clearly communicating roles and responsibilities, expectations, and deliverables.
• Train, coach, and motivate direct reports to deliver maximum impact in the market.
• Ongoing training and development of team through continued instruction of the Field Training Reports during regularly scheduled in field work, market surveys, and observance of sales team meetings.
• Evaluate subordinate managers’ performance weekly by analyzing territory level results versus the monthly objectives and conducting meetings to strategize on how to close any gaps.
• Execute long term strategic vision within the marketplace.
• Build strategic plan and implement effective measures throughout the division, reviewing progress on an ongoing basis.
• Demonstrate a strong customer orientation by maintaining a frequent presence with strategic accounts and establishing relationships with key decision makers; assisting in the resolution of account level problems.
• Manage sales goal process by providing feedback to Business Managers on allocated goals, recommending changes when necessary, reviewing objectives with subordinate managers and coaching team on how to meet objectives.
• Support the attainment of divisional financial goals by closely managing expense budgets, promotional budgets and accounts receivable objectives.
• Other duties, as assigned.

Sales Manager – Chains

Merchandiser

• Stock shelves, rotate inventory according to account requirements, and build displays with specific product brand merchandise.
• May organize backroom and inventory.
• Drive volume and profit growth in accounts and support sales consultants in merchandising activities.
• Maintains a timely and accurate call schedule.
• Follows established merchandising processes for each retailer while maintaining supplier requirements.
• Ensures point-of-sale material is placed on shelves and displays.
• Rotates product through organized processes.
• Builds and installs displays and works closely with the customer and sales to coordinate the timing and location of displays.
• Stocks shelves and displays to maximize sell-through of products.
• Coordinate and/or assist with product resets.
• Establishes and maintains a rapport with key individuals in account.
• Obtains feedback from accounts in effectiveness of their individual merchandising procedures.
• Supports team or sales rep to service accounts within requirements.
• Identifies and communicates individual account problems and opportunities to the appropriate account contacts and BBG contacts.
• Develops industry, channel, and brand knowledge on a continuous basis.

Account Executive

• Calls on accounts and covers daily routes by creating an established and efficient routing pattern
• Analyzes entire account base by visiting each account and identifying opportunities
• Completes all necessary surveys and ensures national account compliance where applicable
• Prepares and delivers professional sales presentations to customers
• Maintains product levels in accounts by taking inventory and restocking shelves (where legally permissible)
• Educates account staff on priority brands by administering educational staff training seminars
• Manages customer account receivables by timely processing of credits and returns
• Services accounts by delivering products to customers in extenuating circumstances
• Achieves sales and merchandising objectives
• Understands and works with management on inventory levels
• Attains standards of performance goals by achieving the distribution, volume, and activity goals of supplier brands
• Ensures maximum brand visibility within accounts
• Obtains payments for company by collecting and delivering checks or other remittance from accounts
• Supports account openings by developing opening orders for new accounts
• Participates in effective supplier work with sales calls and sales blitzes
• Conduct safe and responsible interactions with the public while responsibly handling beverage alcohol product
• Other duties, as assigned by the jobholder’s supervisor

Sales Representative – Off Premise

Analyst

• Support the National Accounts team by providing analytical support, generating sales insights, and solutions for BBG’s key retailers.
• Lead the effort to review and translate shopper and retail data (internal, customer POS, consumer panel, & syndicated) into actionable strategy and tactics.
• Leverage insights to focus on improving product assortment, placement, and promotions.
• Assist in the planning and forecasting process for key suppliers with core customers.
• Work with Business Intelligence team to leverage syndicated & shopper data.
• Perform analysis against the strategic priorities and goals for the National Accounts Team.
• Collaborate with BBG’s National Accounts Team and market-level leaders to align analysis efforts against National Accounts priorities and initiatives.
• Conduct descriptive and predictive analysis on velocity, price levels, promotional activities, distribution, and consumer trending for assigned accounts; and persuasively communicate business insights to key stakeholders along the National Accounts Value chain.
• Lead the effort to report BBG’s business results in assigned retail accounts, owning reporting dashboards, scorecards, and structured communications of business results to stakeholders.
• Utilize foundational analytical techniques to build a sales story and create high impact presentations.
• Build supporting analytic visuals and engaging presentation flow.
• Maintain internal account and product alignment, segmentation, and data accuracy for assigned customers.

Category Development Analyst

• Analyze financial/pricing information and provide internal reporting and analytical support for the local Revenue Management team
• Provide Data, analytics, and recommendations identifying Gross Profit opportunities to the Director Revenue Management, Revenue Managers, and Trade
• Provide Data, Reporting, & Analysis to assist revenue managers in making Pricing Strategy recommendations
• Assist in the monthly reporting and capturing of depletion allowances and reviewing cost variances
• Identify continuous improvement opportunities within assigned responsible areas by developing and supporting best practice initiatives
• Research and resolve business unit inquiries for assigned functional areas
• Develop presentation material specifically tied to Financial opportunities tied to Revenue Management
• Support special projects as needed

Revenue Analyst

Pricing Analyst

• Assist in the monthly reporting and capturing or price increases and deal changes, including any necessary ad-hoc reporting and analysis.
• Compile all pricing and deal data into a comprehensive library, while managing all the system and data maintenance and updating pricing reference books.
• Build a relationship with market revenue management teams to comprehend and organize legalities involving pricing and the chain, trade channel, and level pricing strategy for each market.
• Work with the NA Directors and local market leaders to reconcile pricing discrepancies as they arise.
• Provide price that was available for customers based on their pricing dynamics in each market at time of invoice and future changes.
• Identify continuous improvement opportunities within assigned responsible areas by developing and supporting best practice initiatives.
• Complete complex data analysis projects to support a variety of initiatives using advanced excel skills and presenting findings.
• Research and anticipate analytical needs of division including competitor analysis, strategy support.
• Supports special projects as needed.

National Accounts Pricing Analyst

Sales Development Rep

• Calls on accounts and covers daily routes by creating an established and efficient routing pattern.
• Prepares and delivers professional sales presentations to customers.
• Maintains product levels in accounts by taking inventory and restocking shelves (where legal).
• Ensures maximum brand visibility within accounts by using effective and current point of sale materials when appropriate.
• Obtains payments for company by collecting and delivering checks or other remittance from accounts where legally permissible.
• Educates account staff by conducting educational staff training seminars on brands.
• Services accounts by delivering products to customers in extenuating circumstances, handling customer issues and complaints.
• Strategizes/preplans on how best to achieve sales and merchandising objectives.
• Ensures national account compliance where applicable by accurately completing all necessary surveys.
• Attains standards of performance goals by achieving distribution, volume and activity goals of supplier brands as set by management.

Sales Development Representative – Independent Retail

Learning and Development

• Implement targeted training programs to enhance the sales team's skills in alignment with strategic sales objectives.
• Complete training for new hires and ongoing training for entire sales staff.
• Strategize with Leadership on new Field Sales Manager and Sales Rep training methods to be implemented.
• Schedule and attend Field Sales Manager ‘work withs’ to drive market success and ‘train the trainer’ on the Breakthru Way of Selling.
• Support leadership with the career development and performance of Sales associates.
• Provide coaching to Field Sales Managers & Sales Reps.
• Partner with sales and marketing departments to understand goals and coach to achieve goals.
• Perform analysis of training needs and effectiveness.
• Collect and interpret data to determine effectiveness of training techniques.
• Provide recommendations to leadership based on analysis.
• Act as conduit between supplier trainers and Breakthru for training needs.
• Advise and participate in interviews, succession planning, and career pathing.
• Act as the primary contact for supplier interns and internal supplier candidates.
• Assist with general sales meetings, this may be by speaking or assisting in the coordination of these events.

Manager, Sales Training

Data Analyst

• Manages the end-to-end lifecycle of critical talent programs: performance management (goal setting, mid-year, and year-end) and employee engagement
• Analyzes and translates people and business data into actionable insights and recommendations that drive talent, performance, culture, and employee engagement strategies
• Consults with team members to execute various surveys, programs, and plans across the business to measure and enhance performance and impact
• Collaborates on driving the rollout of career frameworks, talent reviews, succession planning, and development planning
• Creates executive-level talent presentations that transform complex information into compelling narratives, using advanced PowerPoint design, visualization, and storytelling techniques to effectively communicate insights and recommendations
• Supports the broader HR team with a variety of ad hoc performance, talent management/ analytics-related projects and/or initiatives to support business growth and people-related objectives.

Manager, Talent & People Analytics

• Calls on accounts and covers daily routes by creating an established and efficient routing pattern
• Analyzes entire account base by visiting each account and identifying opportunities
• Prepares and delivers professional sales presentations to customers by balancing the company’s priorities and customers’ needs
• Maintains product levels in accounts by taking inventory and restocking shelves
• Educates account staff on priority brands by administering educational staff training seminars
• Manages customer account receivables by timely processing of credits and returns
• Services accounts by delivering products to customers in extenuating circumstances
• Achieves sales and merchandising objectives by understanding company pricing and product programming information on a monthly basis
• Attains standards of performance goals by achieving the distribution, volume, and activity goals of supplier brands as set by management
• Ensures maximum brand visibility within accounts by maintaining account standards
• Obtains payments for company by collecting and delivering checks or other remittance from accounts
• Supports account openings by developing opening orders for new accounts in collaboration with Field Sales Manager
• Conduct safe and responsible interactions with the public while responsibly handling beverage alcohol product

Sales Representative – Chains

Business Development Rep

• Drive volume, share and profit growth in accounts and on annual, monthly, customer, and brand basis.
• Manage relationships with buyers in charge of purchasing decisions for multi-unit accounts.
• Work closely with Trade Development, field sales, retailers, and Division Managers to manage business and programs.
• Maintains key accounts by effectively communicating marketing plans, developing and maintaining relationships with key influencers of purchasing in multi-unit accounts, presenting new products, executing on promotional events where appropriate, and conducting business reviews as prescribed by management.
• Lead development of annual plans for key accounts that state agreed brand and consumer strategies and ensure the delivery of business goals.
• Employ strategies that strengthen position to be the wholesaler of choice in the account’s planning processes.
• Educates account staff on priority brands by administering instructional staff training seminars and business/category insights where appropriate.
• Manage and evaluate all promotional spending by account priority with regards to performance and implement corrective business building actions.
• Assist in the development of account specific presentations as well as goals for volume, profit, distribution, and merchandising promotion execution.
• Proactively participate in strategy briefing sessions while continuously providing feedback on program executions, effectiveness and generating problem solving ideas where applicable.
• Drive volume and profit growth of multi-unit accounts.
• Obtain and communicate updated market competitive information.
• Understands company pricing and product programming information on a monthly basis by reviewing and maintaining accurate and up to date records.
• Understands competitive pricing and product programming by reviewing pricing schedules and surveying accounts.
• Manages supplier surveys by planning routes, pre-surveying accounts, conducting survey with supplier, recapping the survey, executing follow-ups, and scheduling Sales Representatives if appropriate.
• Establish and present merchandising objectives relative to brand priority for each account by understanding company priorities and defining POS needs to the supplier.
• Produces POS including, but not limited to, signage and wine and cocktail lists by leveraging BBG Digital Capabilities.
• Ensures maximum brand visibility within accounts by maintaining account standards as determined by management and using effective and current point of sale materials when appropriate.
• Assists event-marketing manager by helping to organize, solicit, and execute events and brand promotions to maximize brand visibility.

New Business Development Specialist

• Daily merchandising in new and existing accounts: Stocking and rotating shelves
• Building displays
• POS material management
• Store resets for remodels, grand openings or seasonal changes
• Build strong rapport with key account relationships and obtain feedback on merchandising activities
• Share feedback with appropriate sales team members to identify brand/category opportunities
• Identify opportunities to expand shelf and cold box facings
• Communicate out of stock or new item opportunities
• Learn and grow beer, wine, and/or spirit knowledge for brands and our customers
• Responsibly handle beverage alcohol product & conduct safe and responsible interactions with the public
• Other duties, as assigned by the jobholder’s supervisor, may also be required.

Merchandiser – Chains

• Daily merchandising in new and existing accounts: Stocking and rotating shelves
• Building displays
• POS material management
• Store resets for remodels, grand openings or seasonal changes
• Build strong rapport with key account relationships and obtain feedback on merchandising activities
• Share feedback with appropriate sales team members to Identify brand/category opportunities
• Identify opportunities to expand shelf and cold box facings
• Communicate out of stock or new item opportunities
• Learn and grow beer, wine, and/or spirit knowledge for brands and our customers
• Responsibly handle beverage alcohol product & conduct safe and responsible interactions with the public
• Other duties, as assigned by the jobholder’s supervisor, may also be required.

• Calls on accounts and covers daily routes by creating an established and efficient routing pattern
• Analyzes entire account base by visiting each account and identifying opportunities; completes all necessary surveys and ensures national account compliance where applicable
• Prepares and delivers professional sales presentations to customers by balancing the company’s priorities and customers’ needs to include new products, well and back bar placements and resets, drink and wine lists, and promotions
• Maintains product levels in accounts by taking inventory and restocking shelves (where legally permissible)
• Educates account staff on priority brands by administering educational staff training seminars
• Manages customer account receivables by timely processing of credits and returns and communicating with accounts on aged receivables
• Services accounts by delivering products to customers in extenuating circumstances, handling customer issues and complaints and referring these issues, as appropriate, to management
• Achieves sales and merchandising objectives
• Strategizes/preplans on how best to achieve objectives by understanding company pricing and product programming information on a monthly basis and maintaining accurate historical account purchase information
• Understands and works with management on inventory levels by being aware of current inventory and out of stock situations and by alerting management to possible fluctuations in demand
• Attains standards of performance goals by achieving the distribution, volume, and activity goals of supplier brands as set by management
• Ensures maximum brand visibility within accounts by maintaining account standards as determined by management and using effective and current point of sale materials when appropriate
• Obtains payments for company by collecting and delivering checks or other remittance from accounts where legally permissible
• Supports account openings by developing opening orders for new accounts in collaboration with Field Sales Manager
• Participates in effective supplier work with sales calls and sales blitzes
• Conduct safe and responsible interactions with the public while responsibly handling beverage alcohol product
• Other duties, as assigned by the jobholder’s supervisor, may also be required.

Sales Representative

• Calls on accounts and covers daily routes by creating an established and efficient routing pattern
• Analyzes entire account base by visiting each account and identifying opportunities
• Completes all necessary surveys and ensures national account compliance where applicable
• Prepares and delivers professional sales presentations to customers
• Maintains product levels in accounts by taking inventory and restocking shelves (where legally permissible)
• Educates account staff on priority brands by administering educational staff training seminars
• Manages customer account receivables by timely processing of credits and returns
• Services accounts by delivering products to customers in extenuating circumstances, handling customer issues and complaints