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Posted June 21st

Swarm Hive Merchandising Team Manager

New Jersey

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The Hive


Experiential Marketing Agency

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Posted June 21st

Swarm Hive Merchandising Team Manager





Entry Level


Full Time

About The Position

Company Overview:

Hive, Inc. of Toronto Canada is a beverage alcohol sales and marketing agency. It is a 3rd party representative of Brown-Forman Corporation in multiple US markets, including, NJ.
Brown-Forman Corporation is an independent, publicly traded producer and marketer of premium spirits, wines, and other adult beverages, including the Jack Daniel’s Tennessee Whiskey Family of Brands, Woodford Reserve, Old Forester Bourbon, Finlandia Vodka, Herradura and el Jimador Tequilas, Korbel California Champagnes, Sonoma-Cutrer Estate Bottled Wines and Chambord liqueur. For more information about Brown-Forman and our brands, please visit our website at www.brown-

Hive Swarm, as the company is known in NJ, is a Merchandising Training and Development program dedicated to enhancing diversity and inclusion in the field. The candidates selected for these positions will represent the Brown- Forman portfolio, and will cover a territory in Northern, Central or Southern New Jersey.

Company Benefits:

The Hive Swarm program offers an excellent compensation package including bonus potential and company provided vehicle (includes fuel, tolls, vehicle insurance & repairs), as well as benefits including, medical, paid time off and holidays. This is a very exciting opportunity to represent some of the finest consumer brands in the world.

Reporting Relationships:

Reports to: The Hive Managing Director
Partners with: Local Brown-Forman Team 


The role of the Swarm Team Manager oversees the field sales & merchandising activity within a state. The position’s focus will be to lead a staff of both On and Off-Premise employees across the state of New Jersey by building a strong team to leverage industry relationships, maximize visibility in accounts, utilize brand training opportunities, executing strategic activations and merchandising. Our objective is to manage the Account Representatives, Program Coordinator and Warehouse Manager to execute the promotional activity and both the National and Local marketing programs for a high-profile spirits company, Brown-Forman.  They will be the key lead in recruiting, training, mentoring and retaining a highly skilled field team, promotional ambassadors and activate in a group of key accounts, all with the goal of driving sales and marketing programs, volume, in key accounts, building brand presence and influence in the market for the Brown-Forman Portfolio of Brands. Additionally, this exciting role includes strong interaction with the Brown-Forman Senior team, providing excellent communication and ensuring effective account management and successful end consumer engagement across the state of New Jersey. 


  • Accept and embrace Brown-Forman and Hive corporate philosophy
  • Effectively communicate and clearly exhibit ideas and thoughts both orally and in written form
  • Manage, mentor, assist and support a team of 7 field staff in remote territories 
  • Work cooperatively in groups and actively resolve conflicts through tact, consideration and a spirit of teamwork and leadership
  • Meet all commitments and deadlines and responds promptly 
  • Set expectations and objectives for the team and monitor delegated activities and provide recognition for results
  • Exhibit sound judgment and be able to support and explain reasoning behind decisions
  • Understand and communicate the essence of Brown-Forman brands ensuring the team has the resources to execute all program events within the respective markets
  • As a team, work directly with Brown-Forman stakeholders, key local distributor representatives, other agency contacts, in the management and execution of promotional brand objectives
  • Understand the full history and all brand related facts for all promote-able brands 
Market Management:
  • Work closely with the local Brown-Forman management to ensure all expectations are aligned, programs executed and resources used effectively and fully leveraged   
  • Develop strategies for addressing client needs and goals 
  • Continual research and reporting of competitive mix / information and events
  • Measurement and reporting on qualitative and quantitative event performance and analysis
  • Set measurable individual and state level objectives and goals quarterly and annually
  • Share monthly reporting and manage best practices within each state and division
  • Visit markets as described in Scope of Work to work-with Brown-Forman and Hive team to train, mentor, coach and provide continuous development of the Hive field team 
  • Utilize training outlets to maximize the team’s continued engagement
  • Manage recruitment, 90 day onboarding and training process for field team 
  • Align mentor opportunities; assist team with individual career development plans 
  • Work within Scope of Work Expectations to engage tertile and annual planning with senior management and local state teams 
Strategic State Management:
  • Provide field staff with direction on priority objectives including; account sales, event planning, merchandising, negotiating, and promotional execution
  • Work in Salesforce to generate team IPOs and deliver results from dashboards 
  • Develop strategies / plans to achieve brand goals
  • Develop / utilize research data and continuously analyze market conditions and competition affecting the regions and overall programs
  • Define individual market goals and objectives relevant to each market and overall programs strategic objectives
  • Measure actual results vs. defined goals and objectives
  • Work with local staff, to develop individual market strategies consistent with market, region and program goals regarding:
  • Event mix planning: quantity and type of events
  • Effective and efficient targeted event scheduling
  • Qualitative and quantitative event performance and analysis
  • Oversee and continually manage all relevant program resources including:
  • Market Budgets (labor, bar spend/account support, POS supplies, etc.)
  • Training, hiring, termination, vacation day tracking
  • Conduct regular market visits with team and assess strengths and weaknesses
  • Conduct tertile and annual Performance Reviews of field staff
Financial Management:
  • Manage resources strictly by understanding each program budget and ensure individuals are executing within guidelines
  • Understand sponsorship opportunities and communicate values as well as return on investment to client
  • Maintain and track both personal expense reporting and trackers for both Operational Budgets as well as Field Execution Budgets, overseeing and approving expenses and budgets of each team member 

Required Experience:

  • Bachelor’s Degree or equivalent experience required 
  • Must have valid driver’s license and a clean driving record 
  • 3-5 years industry experience in a management position
  • Keen knowledge of spirits industry and its practices; extensive category knowledge a definite plus 
  • Excellent communication and presentation skills; excellent media handling skills 
  • Can work with on-premise leader accounts and high volume retail establishments
  • Organized, ambitious, self-starter, outgoing, charismatic personality, independent but also a team-player 
  • In-depth understanding of target consumer, on-premise and retail accounts
  • Adept at selling and interacting with diverse groups of people
  • Ability to work non-traditional work hours is required (holidays, nights and weekends)
  • Intermediate MS Word, Excel, PowerPoint, Google doc skills
  • Ability to travel 
  • Limited overnight travel may be required

Preferred Experience:

  • Bachelor’s Degree in sales or marketing 
  • 3-5 years in sales within the beverage industry
BF & Hive are committed to the principles of diversity, inclusion, and equal opportunity for all qualified candidates and employees. We are an Equal Opportunity/Affirmative Action employer. Qualified individuals from all communities and backgrounds are encouraged to apply, and all qualified applicants will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, sexual orientation, gender identity, veteran status, marital status, or any other characteristic protected by law.

Function Details
  • Reports To Hive Managing Director
  • Direct Reports 7