Director of Sales - Revolver Job at Molson Coors
Date: Apr 6, 2023
Location: Granbury, TX, US
Requisition ID: 25707
A Career in Beer and Beyond:
Revolver Brewing Company is part of Molson Coors’ Tenth & Blake family of craft companies and has facilities located in Granbury, TX. The
Sales Director role is responsible for achieving quality distribution to achieve volume and associated revenue targets and contributing to the achievement of annual EBITDA goals as a member of the Revolver Brewing Leadership Team.
This role is accountable for managing a team of Sales Managers located throughout the Revolver sales territories. The Sales Director manages the commercial operations budget and associated travel and expense budgets for the team. The current distribution geography is the entire state of Texas, Louisiana & Oklahoma.
The off-premise chain channel is the major component and growth area for Revolver Brewing and the Sales Director has responsibility for leading chain strategy and execution with the Revolver President and the Revolver Chain Director while building that capability within their Sales Manager organization. Close collaboration with the Molson Coors Chain organization is essential as part of this responsibility. In addition, pricing strategy is led by the Sales Director through close collaboration with the Revolver Brewing President, Molson Coors Revenue Management.
This role also works in close collaboration with the Revolver Brewing Marketing leader to plan and execute new product launches, promotions, market activations and effective use of POS items. Likewise, annual brand and distribution planning is led by the Sales Director with support and collaboration with the Marketing leader.
Operational duties include input into all brand and package
volume forecasting, input into production and inventory management awareness at brewery and distributor levels
, distributor beer orders, and
HR duties for direct reports, including performance reviews, training, coaching, mentoring, and development plans for all Sales personnel.
The Responsibilities:
Drive sales strategy and execution to deliver the company’s annual distribution, volume and EBIDA plan
Forecast Revolver Brewing volume (by brand and SKU)
for existing and new brand introductions for internal and distributor monthly and annual business planning purposes. In collaboration with MC GM, allocate annual volume goals across Distributors.
Ensure Market Managers are actively managing their distributor partners using best-in-class practices with regular MBM’s, timely and action-oriented recaps, achieving MBO targets, incentives, leveraging POS, managing distributor inventories, etc.
Lead Revolver chain channel(s) strategy and execution in collaboration with Molson Coors Chain leads to continue to grow this essential component of the business. Develop and grow chain knowledge and expertise with the Market Managers to ensure competency across the team.
Lead pricing strategy and execution discussions for new and existing SKU’s leveraging Molson Coors Revenue Management resources and in collaboration with the MC regional GM to ensure the right balance between margin, competitive sets, ad box/feature placement. This to include: FOB’s, PTR’s and PTC’s, pricing analysis by market annually in preparation for market price increases.
Be the Commercial Lead in collaboration with GM and 10B in the evaluation, planning and execution of any geographic expansion into new markets for Revolver Brewing products
Drive customer and solution-based selling approach with Market Managers leveraging advanced sales analytics and insights to increase their effectiveness with Distributors.
Support and hold Sales Managers accountable for achieving quality distribution to achieve volume and NSR targets. This includes, but is not limited to:
- Manage annual budgets for all Revolver Brewing distributors.
- Manage distributor inventories, and influence weekly beer orders as needed
- Create “go to market” visual story selling decks on all brand programming and new brand introductions to guide Revolver Brewing and distributor execution efforts at retail
- Ensure Distributor dollar commitment is tracked and achieved for marketing investment, Revolver Brewing branded POS for all brands and programs ordered by distributors
- Build distributor work with plans with particular focus on distributor sales managers, area supervisors and coordinators, and key salespeople
- Development and execution of all training programs, on Revolver Brewing brands, of distributor sales and management personnel
- Conduct weekly status meetings with distributor brand managers to ensure effective communication with regard to Revolver Brewing products and programs
- Work with the Molson Coors chain sales team to maximize promotions/programming/displays in chain accounts. Work with the distributor chain team as well to ensure execution.
- Provide high-level priorities and focus areas for Market Managers to make their time in market as efficient as possible.
- Input to Marketing regarding POS to support brand programming at retail
- Feed relevant retail intelligence (by market segment and distributor) to Marketing around trends, competitive sets.
- Ensure team is focused on the right handselling and sampling opportunities, leveraging beer culture events, etc.
- Ensure standard ways of working for the team around Distributor Annual Business Plans, Direct Report Reviews, Budget templates, Forecasting tool and Distributor Communications.
- Interview, hire and train all Revolver Brewing sales personnel, hold regular one-on-ones, provide mentoring around individual development plans.
- Active participation in regular business meetings including weekly production, GP Analytics, commercial planning, and monthly financial reviews and forecasting meetings.
The Other Qualifications:
- 8+ years sales or combined sales/marketing experience in beverage industry
- Advanced customer and retail solution-based selling skills and the ability to mentor others
- Experience with chain selling strategy, process, cycles, and execution
- Experience leveraging sales analytics to drive solutions for distributors and retailers
- Ability to collaborate to achieve win-win solutions across Revolver Brewing functional areas
- Advanced Communication Skills including the application of visual story selling and mentoring others
- Interpersonal and influencer skills to manage key internal and external relationships (i.e., distributor, owner, management, key MC personnel, etc.)
- Basic financial acumen to manage sales operating budget and as an active participant in owning the Revolver Brewing P&L
- Gap analysis and problem-solving skills
- “Walk the talk” when it comes to the Revolver values
- Seek and value diverse points of view, being inclusive through your words and actions.
Work Perks that You Need to Know About:
- We care about our People and Planet and have challenged ourselves with stretch goals around our key priorities
- We care about our communities, and play our part to make a difference – from charitable donations to hitting the streets together to build parks, giving back to the community is part of our culture and who we are
- Engagement with a variety of Employee Resource Groups, which can provide volunteer opportunities, leadership experience, and networking through the organization
- Ability to grow and develop your career centered around our First Choice Learning opportunities
- Participation in our Total Rewards program with a competitive base salary, incentive plans, parental leave, health, dental, vision, 401k option with incredible employer match, generous paid time off plans, an engaging Wellness Program, and an Employee Assistance Program (EAP) with amazing resources
- Work within a fast paced and innovative company, meeting passionate colleagues and partners with diverse backgrounds and experiences
Job Posting Grade:
12
At Molson Coors we seek diversity. Differing perspectives lead to challenging the expected, which keeps new ideas bubbling up. We’re an equal opportunity employer and invite applications from candidates from all backgrounds, race, color, religion, sex, sexual orientation, national origin, gender identity, age, disability, veteran status or any other characteristic. We take pride in celebrating our unique brew.
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