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TITLE: Off-Premise Market Manager
TYPE: Full-Time, Exempt
COMPENSATION: $60,000 - $70,000 annual salary + 20% bonus at risk based on performance
LOCATION: HTW Tango Corporate Office; 670 Virginia Ave., Indianapolis, IN 46203
SUPERVISOR: Director of Sales
BENEFITS:
Excellent pay, company provided laptop and credit card for business expenses, company vehicle, $100 monthly cell phone stipend, employee discount on all HTW Tango products, 3 weeks of PTO, 10 company paid holidays, medical/dental/vision/disability, HSA, 401k, employee of the year program, annual company retreat, career development and growth opportunities, vibrant and inclusive company culture, work-life balance, flexible scheduling and much more!
JOB DESCRIPTION:
The Off Premise Market Manager is responsible for supporting the network of off premise retailers in their assigned territories, with the ultimate goal of achieving sales targets in the market. The OPMM is expected to foster relationships with existing customers, build relationships with potential customers, and track all off-premise market activity for the brand, within a core list of 50-75 key retailers. The OPMM is expected to plan and execute in-market activations as well as optimizing the selling network through constant collaboration with wholesaler personnel. A significant amount of regional travel along with evening and weekend work is expected.
PRIMARY RESPONSIBILITIES:
Support key off-premise retail accounts in an assigned multi-state territory
Support key off-premise retail accounts in an assigned multi-state territory
- Maintain a comprehensive list of key retailers to visit weekly to maintain and grow relationship
- Ensure Hotel Tango brand standards are being met within the marketplace
- Utilize sales systems to leverage data and analytics for purpose of data-based selling to retailers
- Communicate all account activity to internal team and external wholesaler contacts
- Keep up to date records of key account activations and recap success of these activations
Obtain new product placements within key account list
- Work closely with Regional Sales Manager, National/Regional Accounts Manager, and wholesaler network to target new opportunities for product distributions
- Communicate distribution opportunities to distributor partner and build strategies to execute against the targets
- Work with distributor partner to target and visit retailers to obtain new and additional points of distribution for Hotel Tango
- Evaluate new placements throughout the year to make sure velocity thresholds are met
Plan and execute brand activations
- Work with retailers to pitch, plan and execute off premise activations such as: new distributions, chain programs, and POS execution
- Work with retailers to pitch, plan and execute off premise activations such as: consumer samplings, festivals, trade shows, etc.
- Develop understanding of LTO and programming plans undertaken to meet goals.
- Support distributor partners within territory to participate in work withs, general sales meetings, regional chain calls, multi outlet independent locations, and other off premise accounts
Optimize distribution network
- Work with Regional Sales Manager to develop distributor relationships to gain appropriate share of mind. Learn organization structures and decision-making chains of command for distributor locations within territory.
- Follow up and follow through with commitments to gain trust within assigned territory
- Willingness to communicate in a persuasive and constructive manner that leads to positive change
- Progressively master presentation building skills of effective sales meetings with distributors and retailers
- Implement market-level plans, including new product launches, promotions (distribution and display activity), and merchandising standards in market, to achieve brand goals and meet company’s financial objectives.
- Communication of market needs and finding to key personnel within the distribution network
- Maintain and build distributor relationships to gain share of mind with distributor sales representative
- Bi-monthly distributor work withs expected in key selling areas
QUALIFICATIONS:
- Bachelor’s Degree preferred, sales account management experience at the manufacturer or wholesaler tier will be considered in lieu of degree
- 2+ years of experience calling on accounts in the adult beverage industry required
- Must be eligible to attain alcohol permits in all existing HTW Tango markets
- Drivers license and clean driving record to be added to company insurance
- Travel required up to 50%
- Night and weekend work required
- Public speaking and customer service experience
- Professional demeanor and situational awareness
- Excellent written, verbal and interpersonal skills
- Must be proficient with Microsoft Office, Google Drive
- Strong leadership, communication, and organizational skills
JOB COMPETENCIES:
- Ability to work a flexible schedule, including evening and weekends
- Ability to prepare, understand, and present sales pitches using multiple strategies
- Proven managerial problem-solving. Ability to exercise independent judgment.
- Proven critical thinking skills. Ability to maintain a flexible travel schedule.
- Ability to identify and prioritize issues, delegating as appropriate, to drive measurable results
- Experience working under deadlines and meeting demanding goals is required
- Accept direction, willingness to be coached, and constructive criticism from others
SUCCESS FACTORS:
- Effectively engage customers, vendors, and distributors to build strong relationships.
- Actively seek out and apply knowledge of beverage industry to further the Hotel Tango brand.
- Execute assigned tasks at a high level, with attention to detail and thoughtful prioritization of effort.
- Make responsible business and financial decisions, operating within the context of sales plan and budget parameters.
- Use your attitude and effort to contribute to a positive work environment.
- Be thoughtfully engaged and do your best work every day
- Model Hotel Tangos Core Values: Disciplined, Spirited, Straightforward, Gung-Ho
