Jose Pena

• Maintain regular call frequency with wholesalers.
• Develop local market plans to meet sales objectives.
• Drive support of company objectives with distributor management and sales team for stated company sales objectives.
• Provide direction and support to assigned distributors, manage retail execution plans, and activate activities for assigned markets.
• Ensure wholesalers maintain adequate product inventory levels and demonstrate proper inventory rotation within company guidelines.
• Conduct trimester reviews against Annual Business Plan. This include distribution progress, YTD sales volume, pricing benchmarks and price surveys, execution opportunities, competitive activity, top retailer and chain volume trends, and co-op budget spending.
• Ensure alignment with DGY direction on co-op budget allocations as driven down by Sales Leadership Team.
• Maintain regular call frequency with assigned retailers at On and Off premise.
• Focus on modeling and improving execution of company brands in top volume independent and chain retail accounts.
• Responsible for Big Y supermarket Ad programming execution.
• Identify and develop programs for underperforming packages.
• Ensure execution of programming and visual merchandising standards through incentive management, KPI tracking, and regular inspection and coaching in collaboration with distributors
• Help develop annual distribution targets by brand and by package for all wholesalers and to be submitted to Zone Manager.
• Create account target list by wholesaler for key packages in order to improve distribution and generate new business for the brewery.
• Submit distribution progress reports as assigned by Zone Manager.
• Reinforce company distribution, shelf set, and merchandising standards as driven down from Region Sales Director and Zone Manager.
• Manage and direct local sampling plan of company portfolio of brands through interaction with consumers and retailers at local retail samplings, retail work-with's, special events, trade shows, etc.
• Establish annual point-of-sale budget with each wholesaler to be approved by Zone Manager.
• Monitor trimester wholesaler point-of-sale spending budget.
• Manage and supervise allocation of all point-of-sale materials with assigned distributors.
• Identify and ensure distributor support material is adequately maintained on monthly basis.
• Engage point-of-sale commitments and encourage merchandising efforts while in retail trade.
• Regularly assemble and position point-of-sale in key areas when at retail.

Communication

• Conduct distributors sales meeting presentations with regular frequency to assigned distributor sales team as outlined in direction and in accordance with details driven down by Region Sales Director and Zone Manager.
• Conduct regular planning meetings with assigned distributor sales management team in accordance with direction and specifics of company sales objectives driven down by Region Sales Director and Zone Manager.
• Communicate clearly internally, both in written and verbal formats, to all key cross functional teams starting with National and Chain Account Managers, Marketing, and Brewery Operations Teams.
• Provide written recaps of all meetings, retail days, progress against objectives, co-op budget balances, and any other business or execution opportunities in the market.

• Manage 4 sales routes
• Execute and achieve district goals and objectives for volume sales and product distribution.
• Achievement and trade contact development.
• Provide and maintain performance periodic updates to ensure achievement.
• Basic knowledge of DSD systems.
  Ensure optimal and maximum utilization of promotional programs and company resources in all trade channels on timely basis.
• Prepare and submit reports and results to management as needed.
• Ensure placement and maximum utilization of generic and thematic POS materials in all trade channels within assigned district.
• Maintain and develop sales and distribution of customer base by class of trade/group with focus and emphasis on top 10%.
• Perform ad submit all administrative and financial reports to interdepartmental personnel on a timely basis.
• Recruit, hire, develop and evaluate sales personnel on a timely basis.
• Prepare and review performance evaluations with assigned personnel on periodical basis.
• Act as key company contact on district level with all supplier personnel and work with to execute sales and marketing plans in assigned territories.
• Maintain budgetary guidelines effectively and efficiently.
• Ensure QA policies and all direct reports adhere to procedures.
• Responsibilities outlined in Personal Performance Plan Appraisal.

• Execute and achieve route goals and objectives for volume sales and product distribution on assigned sales route.
• Ensure proper call sequence and frequency of all accounts to maintain and improve customer satisfaction leading to maximum sales and distribution of assigned brands.
• Ensure optimal and maximum utilization of promotional programs and company resources in all trade channels on timely basis. Prepare and submit reports and results to management as needed.
• Ensure proper placement and maximum utilization of generic and thematic POS materials in all trade channels within assigned sales route.
• Initiate and execute cooler\shelf resets to maximize sales and distribution, increase space and product position as needed. Maintain or improve current space (On-shelf, Off-shelf and On Display) to ensure compliance and consistency with all programming.
• Work with appropriate personnel to secure new business through closure of account and distribution voids on timely basis.
• Perform and submit all administrative and financial reports on timely basis.
• Ensure all QA procedures (rotation, pick-ups, repack and move beer) are followed by adhering to Company Quality Assurance policy.
• Develop daily pre plan that lists specific business driven sales objectives for each account to be visited.

• Updated account information to maintain customer records.
• Maintained customer satisfaction with forward-thinking strategies focused on addressing customer needs and resolving concerns.
• Offered advice and assistance to customers, paying attention to special needs or wants.
• Answered customer telephone calls promptly to avoid on-hold wait times.
• Responded to customer requests for products, services, and company information.

Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.

Exceeded targets by building, directing, and motivating high-performing sales team.

Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.

Built lasting relationships with clients through outstanding customer service interactions.

Introduced new products to meet customer demand and increase profits.

Sell brand portfolio to retailers in coordination with local distributors and wholesalers.

Join Sales & Merchandising reps and DSD reps for ride-along to sell, merchandize, train, relationship manage with and audit their performance on a regular basis.

Achieve optimal in store merchandising space, full SKU-sets, POS placements and multiple points of distribution.
Ensure all equipment, racks, clings, posters, and other POS are current, clean, and presented in the finest manner.

Build a strong positive rapport with your retail store owners, managers, and staff.

Work to establish new accounts in the assigned territory, monitor existing account and regularly communicate with primary contacts for the accounts.

Work toward increasing sales growth in the territory at an established rate determined by the Business Development Manager.

Assists with the coordination of sales efforts for other territories and sales representatives.

Participate in evening and weekend promotions and special events as necessary.

Performs other duties as assigned