The primary job responsibilities include developing the distributor sales force (salespersons, supervisors) and merchandising reps through several activities: those activities include:

• role modeling appropriate sales, merchandising, and promotional tactics in joint sales calls;
• providing immediate and constructive feedback on execution of specific sales call objectives focusing on strengths and suggestions for improving performance ("curbside coaching");
• conducting routine sessions on sales, merchandising, promotions, etc.;
• providing evaluation and coaching techniques to the distributor supervisors for use with their direct reports;
• working with the distributor sales force (reps and supervisors), to access distributor performance, in order to ensure that targeted on and off premise retail accounts carry the desired brands and packages, and are properly merchandised;
• providing incentives out of flexible funds for improving performance of the distributor sales representatives on an as needed basis;
• provide DM coverage determined from channel analysis;
• developing complete channel segmentation and account analysis and then identifying chain district manager for call coverage;
• developing complete account segmentation analysis (based on industry volume) with distributors' sales force and supervisors which identifies accounts for targeted sales and service efforts;
• work with the distributor sales force to establish long range objectives for each targeted account and use these to set specific objectives and tactics for each sales call; build an account base with the distributor sales force;
• monitor the performance and market trends and update account plans as needed; work with the Area personnel (Business Development Manager, Marketing Manager, and Marketing Specialists) and distributor personnel (Sales Manager and Sales Supervisor) to ensure account segmentation analysis and account plans are integrated into broader distributor and company objectives;
• keep management and distributors informed on a frequent basis of any accomplishments, opportunities, problems, and threats related to maintaining a competitive advantage in the marketplace and finally ensure that your distributors have an effective space management program in place.