The Sales Manager 2 manages an intermediate market segment by proactively acquiring new accounts and identifying existing customers who are underutilizing the company's products and services. Key responsibilities include leveraging the company's unique quality and service to secure key ingredient contracts, assisting with local events, collaborating with Commercial Sales, Marketing, and Customer Service departments to optimize the sales portfolio, and effectively filling and maintaining the opportunity pipeline to achieve sales goals and objectives that drive growth.
This role will be based in Ohio, Pittsburgh PA, or Buffalo NY
BENEFITS & PERKS:- Competitive Starting Base Salary between $85,000 - $95,000 annually
- Annual Bonus
- Medical benefits with coverage paid for at 90%
- Dental and Vison Programs
- Generous Annual 401(k) Company Contribution of 15%
- Employee Assistance Program
- Paid Life Insurance
- Short Term Disability
- Long Term Disability
- Tuition Reimbursement
- Generous PTO
- Sick Time
- 12 Paid Company Holidays
- Parental Leave
- Career Growth and Progression Paths
ROLES AND RESPONSIBILITIES:- Manages assigned book of business through relentless sales activity, pursuing opportunities to sell malt, hops, and brewing ingredients to meet designated quotas, leveraging strategic pricing initiatives.
- Builds and maintains expert-level knowledge of assigned territory through regular and thorough customer business reviews designed to build and maintain deep relationships in the market, ensuring tailored solutions are prioritized for all customers.
- Conducts holistic pre-call planning for account reviews and promptly completes all post-call follow-up items, including quote processing, maintaining current production volume numbers, updating contract forecasts and verifying accuracy of all data within the CRM for assigned accounts.
- Drives book of business margin contribution both within the defined product categories of the company commercial sales cycle priorities and across all other product categories.
- Identifies new business opportunities and expands the customer base within the market.
- Gathers pertinent industry and competitive data to keep the company informed of new sales opportunities and competition within the company's market, including changes in competitors' selling policies, customer acquisition efforts, services, and prices offered.
- Maintains in-depth knowledge of the product portfolio and how it benefits customers, ensuring trusted knowledge and support for customers.
- Identifies and participates in industry events, trade shows, and beer festivals where a positive impact could be made with customer acquisition and or customer retention.
- Provides support and communication to the Customer Service team on sales initiatives, new products, and regional intel to help encourage organic upselling and identification and escalation of new opportunities within the Customer Service team.
- Partners on the development of effective sales and marketing tools as needed and leverages said materials to drive sales.
- Assists with ongoing customer maintenance activities, including payment collection and terms reviews, as needed.
- Tracks and submits accurate expense reports in a timely manner, ensuring company policies are consistently followed.
- Collaborates cross functionally to develop and implement action plans for improvement initiatives and executes and supports new projects.
- Performs other duties and responsibilities as assigned to support the company and operational needs.
MINIMUM EDUCATION & WORK REQUIREMENTS:- Bachelor's degree in business administration, marketing, or related field preferred or equivalent sales experience.
- At least 3 years' sales experience with the types of products offered and typical business to business operations.
- This role is reserved for experienced Sales professionals with a record of demonstrated sales metric success, certifications relevant to the function, and/or other evidence of technical competence.
- Working knowledge of customer relationship management systems preferred.
- Experience working within the fermented beverage industry preferred.
- Valid driver's license and ability to meet the requirements of the company's Motor Vehicle Record (MVR) screening process.
- Out of region travel 30-50% of the time. Local market travel up to 30% of the time.
KNOWLEDGE, SKILLS, AND ABILITIES:- Advanced skills in communication, persuasion, and ability to effectively communicate with cross functional partners and leaders at advanced levels.
- Effective negotiation skills and extensive experience with value selling, including the ability to translate unique product features into succinct value proposition statements.
- Proactive and self-motivated with the ability to work independently and in a team environment to meet goals, and consistently take a positive and professional approach.
- Proven business acumen and customer service skills with the ability to effectively communicate with internal and external stakeholders, ensuring clear communication is prioritized to address customer needs and align strategies.
- Strong relationship and networking skills with the proven ability to perceive the needs of potential customers through conversational interaction and assist with translating those needs into reality.
- Goal-oriented, competitive, and committed to the company and its services with the ability to confidently engage with new people to build relationships.
- Strong administrative skills and attention to detail to effectively maintain records, handle customer requests, and clearly communicate instructions to other departments.
- Commitment to building product and service knowledge internally and within the marketplace to ensure a thorough understanding of the company's portfolio and the potential needs of customers in targeted industries.
- Considers the impact of sales based on other functional groups and utilizes resources effectively. Understands and can effectively explain data during decisions.
- Proven problem solver that can successfully and efficiently identify and solve problems by gathering and analyzing information and recommending alternative solutions.
- Demonstrated ability to work through moderate business issues and projects independently. Partners with Director on complex issues.
- Demonstrated ability to act with speed, agility, and accountability to drive desirable outcomes and meet deadlines.
- Open to feedback and coaching with a willingness to learn new methods and procedures.
- Proven team player with integrity and concern for the quality of the company's services and employees.
- Ability to work well under pressure, successfully navigate ambiguity and succeed in a rapidly changing, fast-paced, often unpredictable environment with multiple competing priorities.
