Zone Manager - Greater Hartford

Brescome Barton; North Haven (CT); On-site; USD 80,000 - 110,000; Full time

Job summary

Brescome Barton in North Haven, CT is seeking a Zone Manager to drive sales volume and distribution by leading a team of sales reps through planning, coaching, and execution. The role requires strong leadership, planning, and a sharp focus on targets across the Spirits and Wines channel.

You will conduct one-on-one meetings, coach reps, manage account coverage, and maintain relationships with key accounts while protecting confidential information.

Qualifications

• Bachelor’s degree or equivalent training and work experience.
• 5-10 years in sales management, preferably in the Spirits and Wines industry.
• Strong sales acumen; field sales experience; ability to close the sale.
• Excellent presentation and organizational skills; attention to detail.
• CT Driver's License and ability to travel within territory.
• Proficiency in Microsoft Office; Salesforce knowledge a plus.
• Ability to adapt to fast-paced, changing business environments.

Responsibilities

• Pre-plans prior to each sales period by meeting with each representative to strategize goals and target accounts.
• Conducts effective weekly one-on-one meetings to review objectives and coaching to close gaps.
• Develops performance improvement plans and tracks progress with monthly files and evaluations.
• Assist reps in maintaining territory account coverage and efficiency to maximize sales.
• Maintains relationships with key accounts, performs customer reviews, opens new accounts and resolves issues.
• Plans routes and coordinates ride-withs and supplier surveys for accounts.
• Keeps up-to-date with industry knowledge by attending workshops and reading publications.
• Protects confidential information and contributes to team effort.

Skills

Sales leadership

Interpersonal skills

Presentation skills

Organizational skills

Travel readiness

Education

Bachelor’s degree preferred

Tools

Salesforce

Excel

PowerPoint

Job description

Summary

The Zone Manager is responsible for achieving sales volume and distribution objectives of the company and supplier by managing and coaching a team of sales representatives to make their standards of performance goals through proper planning, organization, training, and execution.

Responsibilities

• Pre-plans prior to the beginning of each sales period by holding a one-on-one meeting with each representative, strategizing on how best to achieve goals and objectives, and when applicable, helping representatives define target accounts.
• Conducts effective one-on-one weekly sales meetings with sales representatives by communicating sales objectives and programs, identifying opportunities, reviewing performance against goals, and guiding team members on how to close gaps.
• Develops and reviews performance enhancement plans for each sales representative by maintaining monthly files, conducting evaluations, monitoring sales reports, performing coaching calls, and following up on progress as needed.
• Assist sales representatives in effective ways to maintain territory account coverage and efficiency to maximize sales.
• Demonstrates strong customer orientation by maintaining relationships with key accounts, identifying account opportunities, performing customer business reviews, developing opening orders with new accounts, managing set-up of new stores, managing open territories, and resolving customer complaints.
• Manages supplier surveys and ride-withs by planning routes, pre-surveying accounts, conducting survey with supplier, recapping the survey and scheduling sales representatives as needed.
• Resolves customer issues by following appropriate administrative processes and company policies and escalating issues to management as appropriate.
• Maintains professional and industry knowledge by attending educational workshops, reviewing professional publications, and establishing personal networks.
• Maintains customer confidence and protects operations by keeping information confidential.
• Contributes to team effort by accomplishing related results as needed.

Qualifications

• Bachelor’s degree preferred and/or equivalent training and work experience.
• 5-10 years related Sales management experience and/or training; or equivalent combination of education and experience in the Spirits and Wines Industry.
• Strong sales acumen; field sales experience, familiar with off premise atmosphere; ability to close the sales.
• Results-oriented professional with excellent level of interpersonal skills
• Excellent presentation and organizational skills; attention to detail, ability to handle multiple tasks/deadlines and deliver results on a timely basis, exercise independent judgment
• Current and valid CT Driver's License and Insurance coverage and ability to operate a motor vehicle required.
• Ability to travel within assigned territory and to sales meetings.
• Proficiency in Microsoft Office products specifically with Excel and PowerPoint; use of reporting tools and analytics. SalesForce platform knowledge a plus.
• Ability to adapt to fast-paced, changing business, processes, technologies, and environments.