Short’s Brewing Company

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Description Summary:

The Indiana Market Manager is responsible for building and maintaining all distributor relationships within the Indiana market. The Market Manager is also responsible for selling and managing the growth of Short’s Brewing Company, Starcut Ciders, and Beaches Hard Seltzer brands at point-of-sale locations, as well as developing and maintaining relationships at on- and off-premise accounts located in Indiana, including execution of company-directed programs and marketing surrounding key brands.

In addition, the Indiana Market Manager will work with all relevant Short’s departments as well as other Sales staff, including the Festivals and Events, Marketing, and Production and Logistics teams. They will manage, execute, and assist with special Short’s Brewing Company and Starcut Ciders events of significance including festivals, in-store tastings, and other events as directed by management. The Indiana Market Manager, in conjunction with the Sales Manager, will be responsible for all sales responsibilities within the state of Indiana.

This is an at-will, salaried position that reports to the Sales Manager.

Essential Duties and Responsibilities:

  • Serve as the main point of contact for all distributors within Indiana.

    • Build close working relationships with all distributor sales representatives within the territory, and maintain regular communication with key account managers at our distributor.

    • Keep vital communication with our distributors regarding leads, successes, issues, and important events. 

    • Communicate with and educate distributor reps about Short’s and Starcut culture, field issues, new products, or any other possible breakdown between SBC and consumers.

    • Have a deep understanding of how our distributor partners run their business and respectfully work with their business practices to build Short’s Brewing as a focus within their book.

  • Identify key chain accounts within your territory. Build and maintain relationships with key buyers at each chain account. Work with the Sales Manager to implement brand placement and promotional programs specific to each chain account. Visit individual establishments to ensure the brand placement and promotional programs are executed appropriately and obtain store-level feedback.

  • Develop sales strategy in conjunction with the Sales Manager & the Director of Marketing to ensure points of distribution and case equivalent volume is maintained and growing.

  • Communicate regularly with the Sales Manager to discuss any needs in the Indiana market that will help increase sales and/or further penetrate the Indiana market.

  • Manage yearly placement goals, sales execution goals, and POS/display goals given to you by the Sales Manager and tracked within the CRM.

  • Conduct account profiling within the state of Indiana:

    • Establish relationships with all current and potential accounts and set up a timeline to revisit and check-in. Be the face of Short’s Brewing Company and Starcut Ciders.

    • Obtain contact name, number, email, and job title, and names and positions of key staff at each account. 

    • Know the account’s POS strategy and product placement. 

    • Know who each account’s distributor rep is and what their experience has been with them and learn about how they view their deliveries. 

    • Determine what products are successful in their establishment.

    • Participate in POS setup and staff training, beer and cider tastings, case and tacker displays, distribution of SBC and Starcut promotional materials, etc.

  • Build and maintain close working relationships with the top on- and off-premise accounts, both chain and independents in your designated territory. Set business meetings and goals with these key accounts to grow our core brands with them. 

  • Plan and complete distributor ride-alongs as directed and permitted by the distributor and Sales Manager.

  • Know the marketplace. Know and regularly visit all point of sale locations in your region and develop a database similar to account profile even for potential accounts. Develop routes in the CRM to ensure effective and efficient city routes & account visits. Develop these routes with the assistance of the distributor and Sales Manager, taking into consideration key & target accounts.

  • Cold call accounts to obtain information. Always maintain a polite, courteous, and respectful demeanor. Note results of all phone calls within the CRM and learn which accounts prefer personal visits or communication via alternate channels.

  • Obtain consumer feedback and popular beers and ciders (Short’s and non-Short’s). 

  • Develop, implement, and achieve annual sales and accounts sold goals.

  • Perform sales presentations to all distributors within the territory.

  • Report concerns (quality, inventory, etc.) to the Sales Manager, including concerns that need to be addressed with the distributor. Let the Sales Manager know what is happening in the field and how we can best serve our customers.

  • Update SBC’s Customer Relationship Manager (CRM) tool daily:

    • Log all account visits on a daily basis, preferably immediately following the visit.

    • Keep notes on successes, issues, follow-ups and prospects. 

    • Send daily Action Items to distributor teams, and Sales Manager.

  • Attend Short’s festivals and events, as needed. Attend industry trade shows and events. Organize and attend events at accounts within your region.

  • Communicate with the Sales Manager and SBC marketing staff regarding noteworthy events and media coverage.

  • Coordinate opportunities for SBC to present Beer 101 classes, beer and cider dinners, and other activities. Seek to plan these activities months in advance.

  • Understand and utilize maintenance and care techniques for all draft equipment and lines that you may be provided as part of your job. Care for SBC equipment to keep it in “like new” condition to ensure that Short’s Brew and cider provided in field work always tastes delicious. Report any quality control concerns immediately.

  • Maintain professional appearance and demeanor at all work-related interactions and whenever holding yourself out as a representative of Short’s.

  • Utilize video and photo documentation when applicable.

  • Meet (via phone) with the Sales Manager on a weekly basis.

  • Comply with all SBC policies and procedures and ensure all activities are in compliance with local, state and federal laws

Qualifications:

  • Proficient in Microsoft Word, Excel, PowerPoint, as well as Google Mail software.

  • Well-organized and self-motivated with the ability to work independently.

  • A high level of integrity, confidence, and the ability to forge strong professional relationships quickly.

  • Brewery knowledge, from the brewing process to the bottling process.

  • Must be able to travel extensively throughout the entire territory.

  • Strong desire to continue to grow professionally.

  • Successful sales experience.

  • Good written communication skills. Must possess the ability to develop and provide all necessary written reports, business correspondence and presentations necessary to satisfy job requirements.

  • Must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public, both in person and electronically. 

  • Excellent time-management skills.

  • Possession of valid Indiana driver’s license and Server’s Permit. 

  • No DWI offenses. To this end, you agree to call a taxi and/or get a hotel room if you are unable to responsibly drive. Such expenses may be placed on the company credit card and will be otherwise reimbursed by Short’s.

  • No drug offenses.

Physical Abilities:

  • Consistently carry 10 pounds and occasionally lift and carry 50 pounds.

  • Occasional bending, stooping, pushing, lifting, kneeling, and reaching.

  • Frequently reach with hands and arms.

  • Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

  • Ability to travel via car for long distances.

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