Last Updated on May 7, 2021

Field Based Sales

Reports to: Key Account Manager

Responsible for:
Management of a dynamic base of On-Trade & Off-Trade accounts in a given geographical area – with outlet focus based on the business brand segmentation model.

Internal key relationships:
Country Manager, Off-Trade Key Account Managers, On-Trade Business Development Managers, Brand Managers, Supply Chain, Key Account Managers, Finance Team.

Job Purpose
Win distribution and drive rate of sale of a portfolio of world-renowned, award-winning spirits brands in the Irish On-Trade & Off-Trade through structured selling technique and commercial acumen with the implementation of activation programmes in key outlets within a territory, recruiting consumers whilst improving distribution and visibility with a rigorous focus on driving sales-out and consumer call.

Key Responsibilities & Critical Success Measures

  • Working with minimum supervision, manage a core number of accounts within a territory to deliver the On Trade & Off-Trade brand building plan and activation programme. Examples of activation, Perfect Serve, Sampling, Tailored Competitions, Menu Presence, permanent unique brand visibility.
  • Will meet Key Performance Indicators including but not limited to: Daily Call-Rate, Distribution Growth, Rate of Sale Growth, Volume Targets, Debt Management.
  • Achieve preferred partner status with key outlets by developing tailored solutions to meet consumer needs and establishing expert status through advice on the Spirits Category, proposing range by Hi-Spirits Ireland segmentation model.
  • Deliver brand training modules to educate trade professionals and utilise Brand Managers and or Sales Managers to supplement this as appropriate.
  • Record relevant outlet information via technology provided in all outlets to record outlet information, activation and deliver appropriate presentations.
  • Manage budgets to deliver KPI targets eg Pouring Accounts, Menu Presence, Listings, Activation, Incentives, Distribution, NBD growth, ROS acceleration.
  • Identifying opportunities via market intelligence and networking with customers to enable the targeting of the right consumers.
  • Effectively plan and manage the working day to ensure coverage is achieved at key trading times of customers. This will involve evening work and a requirement to live within reasonable travelling distance of the core area.
  • Ensure, that customers are equipped to serve and promote the Brand to consumers and enable them to become champions/ambassadors for our brands.
  • Develop and forge strong relationships with key wholesalers.
  • All administrative requirements completed on-time & in full.

Functional Competencies Function: Sales

  • Planning & Organising
    Demonstrates an ability to plan, organise and execute activities using own initiative.
  • Communication
    Expresses self in a clear, succinct and compelling manner in both individual and group situations.
  • Customer/Consumer Commitment
    Knowing, understanding and delivering a high level of quality service to both internal and external customers.
  • Structure
    Ability to routinely follow a proven winning sales method and flex own style.
  • Business Awareness
    Comprehensive understanding of own business area and its impact on the wider organisation.
  • Self-Awareness & Development
    Appetite to grow self and develop skills to maximise potential and deliver career ambitions.

Knowledge, Skills and Experience

  • 3-5 years’ experience in sales within FMCG sector. Experience in alcohol sales will be a distinct advantage.
  • Broad knowledge of Irish On-Trade & Off-Trade and strong commercial experience ideally with a spirits background.
  • Comprehensive understanding and working knowledge of brand building with proven ability to execute commercial delivery.
  • Strong influencing and negotiation skills with the ability to develop and maintain relationships at all levels.
  • Experience of activating brands in the On Trade & Off-Trade is essential.
  • Strong understanding of balance between commercial delivery and brand building agenda.
  • Strong IT skills and ability to use data to interpret insights and build plans.
  • Strong presentation skills and experience at delivering training / presentations.
  • Bartending/mixology/hospitality industry experience an advantage.
  • Commercial & Financial acumen with a demonstrated ability to build compelling customer propositions that will deliver brand growth and meet customer needs.
  • Third-level qualification is desirable, not essential.
  • Industry-related qualification (e.g. WSET) desirable, not essential.
  • Full, clean driving license.

Personal Characteristics

  • Ability to demonstrate professionalism, credibility, trust and respect both internally and externally.
  • Creative with an entrepreneurial spirit and infectious passion to build and develop the On-trade & Off-Trade business.
  • Strong relationship management skills
  • Ability to influence at a variety of levels.
  • Adaptable and resilient.
  • Works to add value.

Please submit applications to [email protected]