Area Sales Manager

2 days ago

Sydney, New South Wales, Australia Hydro - US Facilities Full time

Job Summary:

The Area Sales Manager - Sydney East On Premise is responsible for driving sales growth and achieving business objectives within a defined sales territory. This role requires a strong understanding of the local market, excellent sales and customer service skills, and the ability to work effectively in a fast-paced environment.

Key Responsibilities:

  • Manage key On-Premise customers within the State and territory
  • Build and maintain strong relationships with the customer base within the territory
  • Achieve sales and distribution objectives through effective planning and execution of call cycle objectives
  • Merchandise back bars, display shelves, and fridges to maximize display exposure of products at point of purchase
  • Prepare business plans and submissions to secure potential growth opportunities
  • Provide superior customer service to the customer base within the territory
  • Effectively drive brand education and sales with established client-base, encouraging trail and incremental growth
  • Manage and administer all trade promotional and incentive schemes and redemptions in line with any Marketing Programme
  • Maintain customer records and review performance at regular intervals using CRM tool (Salesforce)
  • Display sound time management skills by meeting deadlines, planning calls, and following up on queries as soon as possible
  • Be a 'Team Player' and assist fellow personnel conduct their duties when required, maintaining highly positive staff morale
  • Provide relevant information on key industry trends/developments and major competitor activity
  • Complete monthly reports as required
  • Attend and/or host tasting events, visits, fairs, trade events, and functions as required by customers or the company
  • Attend Sales Meetings and implement any actions arising from these meetings

Key Relationships:

Internal:

  • This role reports to the Field Sales Manager NSW/ACT, who in turn reports to the National Field Sales Manager
  • Be a key member of the NSW Field Sales and wider Australian Sales team, working closely with interstate peers and Marketing colleagues
  • Customer Marketing team within the state of NSW (i.e., State Trade Activation Manager and Brand Ambassador)

External:

  • Ability to build and maintain working relationships with key On-Premise venues across the territory and develop these moving forward

Experience Required:

  • Currently operating in an area/territory management, sales representative, or similar role
  • Previously operated in or had exposure to the On-Premise channel
  • Deep knowledge of the local market is critical
  • At least 3-5 years of experience in the Liquor or FMCG industry

Education/Professional Qualifications:

  • Degree qualified in Business or Commerce or equivalent is preferred but not essential

General Skills:

  • Proficient in Microsoft Office suite

Functional Skills:

  • Territory Management (Customer Management) - Creates strong relationships with customers based on respect and trust; delivers strong results based on ability to negotiate good customer solutions; is efficient in their time management; plans well in advance and sets clear result-focussed objectives to make the most of each call; has strong product knowledge and is up to date with current pricing & promotions
  • Entrepreneurial and Commercial Thinking - Keeps up to date with competitor information and market trends; Identifies business opportunities for the organisation; Demonstrates financial awareness; Controls costs and thinks in terms of profit, loss, and added value; Has an understanding of trade marketing principles
  • Sales Skills - Understands the basic questioning and closing techniques of collaborative sales; Takes and enters customer orders; Easily calculates pricing and offers for customers within signed-off parameters for price and volume; Understands the different approaches required in on and off premise venues

General Competencies:

  • Work Results & Execution - Pays attention to details; Achieves key objectives and meets defined deadlines; Is highly productive and delivers high-quality; Works effectively under pressure or heavy workload, balances multiple projects; Accepts new and greater responsibilities
  • Initiative and Judgement - Prioritizes own work efficiently; Takes direction without being prompted; Knows when to consult and when to act independently; Keeps management and peers informed of status and potential problems; Handles confidential information appropriately
  • Consumer/Client Focus - Understands consumers/customers/internal clients' needs; Provides all customers with solutions that best meet their needs; Proactively anticipates future needs and seeks out opportunities
  • Communication and Teamwork - Communicates persuasively and passionately; articulates ideas clearly; Demonstrates effective relationship skills; Responds well to constructive criticism; Obtains acceptance and takes action for ideas; Is an active contributor to the team
  • Ability to Learn - Shows curiosity and interest to be exposed to new situations/challenges; Quickly acquires and puts into practice new knowledge, behaviours, and skills

Our Commitment to Diversity & Inclusion:

At Hydro - US Facilities, we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual's race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.

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