Sales Representative

Primary Function: 

Sales reps solicit orders for all products listed in their book from each of their retail accounts. They also sell these retailers' business-building ideas for the products listed in their book. To do that, they are responsible for understanding in-store and on-premise merchandising principles and to suggest uses of these principles in each of their retail accounts. They are expected to manage their territory in such a way that both the suppliers, the distributor and their retail accounts will obtain the very best possible sales from the products they are responsible for selling. 

Major Responsibilities:

Customer Relations:  Effectively establish and develop rapport with all customers.  Handle customer complaints, delinquent payments, and similar activities.

Business Development:  Identify and pursue new opportunities and customers.  Present fact-based, profit centered presentations and overcome objections.  Answer questions and present proof for sales proposals.  Sell new items, brand extensions, ad features, displays and promotions to both on- and off-premise accounts.  Effectively communicate with Team Leader and drivers any problems, issues, or opportunities within sales territory.

Communication:  Check company e-mail and voicemail regularly throughout the day and send proper responses.

Account Maintenance:  Leave account shelves and back rooms orderly and organized; maintain proper inventory levels.

Ordering:  Submit orders on time, accurately, and completely.

Quality Assurance:  Maintain acceptable quality ratings.  Utilize dot rotation and “move” policy correctly.  Stay within unsalable pick-up budget while properly managing damaged product.

Distribution:  Follow and maintain quality distribution per company standards with product properly faced up and clean.

Monthly Market Plan:  Effectively pre-plan upcoming month, monitor and adjust to meet quarterly goals.  Update all company goals and display tracking daily.

Displays:  Place and maintain appropriate number, position, and size of displays; include in product mix according to standards; use creative and current POS.

Pricing/Promotion:  Achieve proper price points in relation to competitive and promotional situation.

Point of Sale:  Promote products clearly and accurately through use of current, fresh POS material; effectively communicate selling message to consumer.

Professional Development:  Expand knowledge of products, selling skills, and industry.  Adhere to and uphold all company policies and procedures.

This list is not complete and will be updated/revised as needed.

Qualifications:

• Computer literate.
• Have attained a four-year college or university program certificate; or two to four years related experience and/or training; or equivalent combination of education and experience.
• Ability to calculate figures and amounts such as discounts, profit margins and percentages.
• Ability to effectively present information and respond to questions from managers, customers, and the public.
• Ability to work and make decisions effectively in an environment in which situations can arise and change quickly.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to receive a Michigan Liquor Control Card, a valid Michigan driver’s license and adequate auto insurance.

• Competi