Field Sales Representative - NYC/NJ

• Territory Planning and Management: Develops, with the Area Sales Manager or Region Manager, a territory management structure that ensures that markets, distributors, accounts, and consumers are touched with the appropriate frequency. Market times always includes a prepared visit plan that uses anecdotal, VIP, or syndicated data, visits to a defined list of Core Accounts, time spent with distributor reps in work-with settings, and consumer interactions (events, tastings, etc). The Field Sales Representative is always 100% prepared to sell at all times with samples and support materials. Specific activities include:
  • New Business: Sells in new distribution primarily, but not limited to On-Premise accounts in the defined territory
  • Velocity: Sells in volume-enhancing signage and promotional programs to accounts, and merchandises products where legal.
  • Education: Educates distributor personnel, retailers, and consumers in the territory on all general brewery and brand knowledge via work-withs, retail staff educations, consumer tastings and events.
  • Quality: Physically inspects all products in all settings for freshness and quality, and ensures all brewery collateral in the market match brewery Master Brand standards.
  • Communication: Writes brief market visit recap emails to their manager and distributor partner(s) weekly that list achievements and needed follow-up help.
  • Relationships: Develops and maintains strong relationships with retailer, publican, and restauranteur.
  • Knowledge: Knows brewery products in detail, has Cicerone Level 1 Certification and TIPS training within three months of hire date, and develops and maintains a good understanding of local alcoholic beverage laws and industry dynamics.  Has a good working knowledge of NYC and NYC public transportation system.
  • Ethics: Acts professionally, with honor and integrity at all times, is responsible with alcohol, and avoids unsavory sales tactics. Promotes, exhibits, and conveys the core values of the company at all times.
  • Special Projects: Periodically executes specific strategic programs as needed and requested by the Regional Manager to include surveys (pricing, distribution, execution, and quality), crew drives, and more.
• Core Deliverables:
  1. 90% of time will be spent in market with accounts or direct engagement with consumers.  10% of time will be spent planning, preparing, and recapping daily sales call plan
  2. Review VIP data weekly to identify sales opportunities.
  3. Make 45 or more sales calls per week, some of which are dedicated appointments. Be ready with selling tools and necessary cold samples at all times.
  4. Consistently achieve satisfactory progress against quarterly Go-to-Market objectives. 
  5. Core Accounts are physically seen monthly. 
  6. Document all sales calls weekly
  7. Execute 2-4 distributor work withs per month 
  8. Work with days should be followed by a professional follow up email.
  9. Schedule, organize, or conduct a minimum of 3-4 account level promotions per month
  10. Deliver sales recaps to distributors and managers weekly via email.
  11. Deliver expense reports on time, follow expense guidelines, and stay on or under budgeted expense spending.

• Is of legal drinking age at date of hire
• Physical ability to lift and carry a 36 lb. case of beer and move a 165 lb. keg of beer is preferred.
• Extensive knowledge of all Brooklyn Brewery products, competitive breweries - specifically local microbreweries and of competing distributors, BBC’s local distributor partner portfolio, and the alcohol beverage industry laws in the assigned territory,
• Ability to work independently
• Willingness to work a flexible schedule with varying starting and ending work hours on a weekly and daily basis
• Proficient verbal, written, and group communication skills.
• Strong social and organizational skills
• Good decision making and problem-solving skills.
• Proficient understanding of both retail margin and mark-up
• Cicerone Level 1 certification (within 3 months of hire date)
• Basic computer skills including but not limited to Word, Excel
• Love and appreciation for beer a plus