Area Sales Manager

Gulf Distributing Holdings - Montgomery, AL

Full-time - Mid Level

Montgomery, AL

Merchant Wholesalers, Nondurable Goods

About the position

The Area Sales Manager at Gulf Distributing Holdings Company LLC is responsible for leading and managing sales, merchandising, and delivery activities across assigned accounts. This role involves direct oversight of sales teams, ensuring effective execution of marketing plans, and maintaining strong relationships with key accounts. The position requires a hands-on approach to training and performance management, with a focus on achieving sales goals and enhancing customer service.

Responsibilities

• Direct and monitor Salespersons in marketing plan goals, sales, new placements, distribution, rotation, code dates, pricing, POS, displays, and cooler position.
• Conduct daily and weekly meetings with the sales team to communicate goals and important information.
• Train sales teams on PIITCHER selling techniques.
• Conduct Power Coaching rides to train team members on their duties.
• Monitor Delivery Drivers for timely deliveries, proper rotation, merchandising, customer service, safe driving, and vehicle maintenance.
• Manage accounts receivables to ensure timely collection.
• Review and adjust work assignments of Merchandisers as necessary.
• Ensure Salespersons utilize historical sales information effectively.
• Complete monthly approved marketing plans and Work With/Power Sell Schedule.
• Assist in developing and implementing incentive programs to improve sales.
• Conduct annual performance reviews for team members.
• Implement route re-alignments to enhance customer service with General Manager's approval.
• Provide on-the-job training for Salespersons to ensure consistent performance.
• Promote company products through personal selling and regular account contacts.
• Make sales calls on key accounts to maintain relationships.
• Call on new and non-buying accounts monthly.
• Maintain updated sales and distribution information for all brands and packages.
• Review new package placements and distribution changes weekly.
• Ride with each Salesman monthly to observe and improve performance.
• Supervise cooler and warm shelf resets implementation.
• Assist with special events as assigned.
• Maintain positive relationships with account owners, managers, and employees.
• Monitor competitive activity and identify sales opportunities.
• Advise retailers on selling, merchandising, and pricing methods.
• Maintain clear communication with company personnel.
• Report significant competitive pricing and merchandising activity to General Manager.
• Spend at least 90% of time in the market with employees and key account calls.
• Ensure proper stock rotation in assigned accounts.
• Manage product movement to prevent out-of-date stock.
• Swap out damaged products and ensure product salability.
• Properly operate and maintain issued equipment and vehicle.
• Maintain a clean and orderly vehicle and ensure regular servicing.
• Exhibit courtesy on the road and maintain professional appearance.
• Report traffic violations affecting license and insurability to General Manager.
• Investigate and report accidents within the team to the safety coordinator.
• Adhere to company policies and local, state, and federal liquor control regulations.

Requirements

• Proven experience in sales management or a related field.
• Strong leadership and team management skills.
• Excellent communication and interpersonal skills.
• Ability to analyze sales data and market trends.
• Knowledge of merchandising and promotional strategies.
• Familiarity with liquor control regulations.

Nice-to-haves

• Experience in the beverage industry.
• Proficiency in using sales management software.
• Ability to train and develop sales teams effectively.

Benefits

• On-the-job training