Honest Brand Field Sales Manager, Los Angeles

Job Title: Field Sales Manager
Department: Field Sales Program, Honest Brand

Job Reports to: Greenhouse Director of Field Marketing, Honest Brand Region Marketing Manager

Job Summary:

The Field Sales Manager (FSM) serves as a dedicated Sales resource in the assigned territory of Los Angeles. Through the direction of the Greenhouse Director of Field Marketing (DFM) and the Honest Brand Regional Marketing Manager (RMM) the FSM is accountable for building profitable volume of Honest Brand through the expansion of outlet distribution, implementation of key selling strategies, increased brand facings, as well as, securingfavorable display and merchandising footprints within the designated territory. This role will develop account relationships that drive velocity through engagement, brand advocacy and education with consumers and key account staff alike. Additionally, the ideal candidate must possess an entrepreneurial spirit, be detailed oriented and professional in all communication.

In addition to executing the aforementioned role responsibilities, FSMs will serve as the direct report for Retail Activation Specialists who are tasked with similar activity and utilization of CRM tools.

Major Responsibilities/Activities:

Channel Focus: Off-Premise and On-Premise (small eating/drinking outlets like delis and coffee shops)

Local & Key Account Programming 50%:

• Secure New Points of Distribution (PODs) and maintain a pipeline of prospects
• Gain new and increase existing brand facings, securing superior representation versus competitive set
• Ensure all merchandising standards are satisfied within local & key accounts - this Includes application of coupons and building displays.
• Obtain multiple points of purchase with in key accounts – cold box, case stacks/racks OOD, etc…
• Identify consumer sampling opportunities in support of local accounts and focus territory and partner with the local field marketing team to execute.

Route to Market Oversight: (25%):

• Manage Coca Cola Bottler incentive programming as it relates to Honest Brand
• Attend, Participate & Lead General Sales Meetings (GSMs) - *Virtual and live
• Schedule and participate in market visits, ride alongs & spot appointments
• Secure weekly (or other) standing communication with relevant Coca Cola Bottler stakeholders
• Actively review commercial performance via Margin Minder and coordinate improvement plans to address gaps, as well as, identify best practices and trends to be shared out accordingly

Account Relationship Management (15%):

• Develop and execute effective sales strategies in partnership with the bottler based on local market opportunity and insights gathered through execution of the role
• Develop retailer relationships
• Respond to retailer needs, concerns, or questions as it relates to Honest Brand
• Work with Coca Cola team to create and enact incentive programs aimed at driving brand affinity and increasing sales velocity
• Assist in product delivery when needed
• Actively monitor inventory levels and review brand performance regularly with core leadership team

Communication & Reporting (10%):

• Execute sales objectives with regular tracking and progress reports
• Submit all required reporting in a timely and complete fashion to designated program stakeholders
• Utilize Repsly daily to: plan route(s), schedule appointments, record account calls and update KPI achievement
• Conduct ongoing SWOT analysis of business and make recommendations within reporting check points (weekly, monthly, quarterly) as needed
• Collect and synthesize retailer feedback on Honest Brand and share with the brand team
• Provide ongoing communication on marketing, executional opportunities, new innovation in the market and share information with the team.

Minimum Requirements:

• 4 - 5 years of CPG products sales experience or similar account service within the off-premise channel
• Beverage industry experience preferred
• Strong customer service skills
• Strong brand marketing and negotiation skills
• Adept at networking, selling, and interacting with diverse groups of people
• Excellent communication and presentation/public speaking skills
• Ability to develop and maintain effective working relationships with all members of extended sales and brand teams
• Ability to be a passionate and enthusiastic brand ambassador for the Honest brand
• Has strong Business Acumen, including Microsoft Office, Google Suite Professional communication, and Presentation development
• Understands how to get things done by leveraging opportunities against multiple resources
• Results-driven and customer-focused mentality with a collaborative attitude
• Willingness to work unconventional hours to meet outlet/bottler needs (early mornings and weekends)
• Must have a valid Driver’s License and be able to drive/travel through the designated market area
• Ability to travel out of state

Essential Physical Functions:

• Communicates effectively both in person and over the phone, email and in presentations
• Observes associate, customer/member, or supplier behavior
• Enters and locates information on computer
• Creates documents, reports, event recaps for tracking progress and success
• Ability to lift weight in excess of 40 lbs.
• Ability to carry weight in excess of 40 lbs.
• Ability to sit/stand for prolonged periods of time
• Ability to pick up and transport POS, merchandising equipment, and product
• Must be comfortable with frequent in-person account visits and wearing appropriate/effective PPE

Additional Comments:

This is a full-time position based on an annual contract with the client.

Further success factors include:

Leadership Behaviors:

• Drive Innovation: Generate new or unique solutions and embrace new ideas that help sustain our business (encompassing everything from continuous improvement to new product and package innovation)
• Collaborate with Systems, Customers and Other Stakeholders: Develop and leverage relationships with stakeholders to appropriately stretch and impact the System (Company, bottlers and VEB Bottler contacts)
• Act like an Owner: Deliver results, creating value for our brands, our System, our customers and key stakeholders
• Inspire Others: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible
• Develop Self and Others: Develop self and support others’ development to achieve full potential

Growth Behaviors:

• Growth Mindset: Demonstrates Curiosity. Welcomes failure as a learning opportunity.
• Smart Risk: Makes bold decisions/recommendations
• Externally Focused: Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices, or ideas.
• Performance Driven & Accountable: Has high performance standards. Outperforms her/his peers.
• Fast/Agile: Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.
• Empowered: Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.

Position Financials (Annual):

Base Salary: $ 75,000 - $ 85,000
Bonus: 10% of base
Auto Allowance: $ 2,600

Public Transit Allowance: $ 4,000
Communication Allowance: $ 2,400
Benefits: Medical, Dental, Vision, 401K

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