Braun Board

Territory Sales Manager- On Premise-MN

Mast-Jägermeister US · Minneapolis, MN

Base
$75K
OTE
Not disclosed
Posted
9d ago

Still open · checked 2h agoon Mast-Jägermeister US's careers page

The job

What you'd do
Visit bars and restaurants across Minnesota to grow sales of Jägermeister and Teremana, and work with local distributors to get the drinks on menus and shelves. You'll spend about five days a week on the road.
Who you'd sell to
On-premise bars and restaurant accountsIn their words: “Maintains Visible, On-going Relationships with Accounts”
Where deals come from
Not stated in the posting.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay
Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency
Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market
Open 9 days.
Company hiring
2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

  1. 1.

    What percentage of fully ramped reps hit quota last year?

    OTE is what you could earn. This is how likely you are to earn it.

  2. 2.

    What's the OTE, and what did the median rep earn last year?

    Base is what you're guaranteed. OTE and the median show the upside.

  3. 3.

    What's the annual quota, and how was it set?

    A quota built from real data is a target. Otherwise it's a hope.

  4. 4.

    Where does pipeline come from: inbound, SDRs, or me?

    Tells you how much of your week is prospecting versus selling.

  5. 5.

    How long is ramp, and what's the quota during it?

    Full quota on day one means you start behind.

  6. 6.

    Why is this role open? Did someone leave, or is it new?

    New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

  1. 1.

    Can I see the full comp plan in writing, including clawbacks and accelerators?

    What's in writing is what gets paid. Read it before you sign.

  2. 2.

    Can I see the actual comp distribution for the team last year, not just the OTE?

    The spread shows what most reps really take home. OTE is just the target.

  3. 3.

    I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?

    Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting
Position Summary: The Territory Sales Manager – On Premise will be responsible for in account field level execution with excellence and provide channel expertise. The Territory Sales Manager will manage resources (POS & local budget) and support consumer events and drive brand visibility for the MJUS brand portfolio for the on- premise. This role requires strong communication and influencing skills, and ability to deliver brand education to accounts. The Territory Sales Manager is responsible for proactively managing distributor partners, planning/programming and problem-solving associated with the MJUS brand portfolio. This role will be in the market 80 – 95% (5 days a week in market on average, 2 admin days per month). Principal Duties and Responsibilities: Sales and Commercial Execution - Develops local commercial solutions to improve brand execution and image in market – includes proper distribution of MJUS brands by type and size, merchandising programs, shelf management positions, drink features and promotions. - Builds Jägermeister and Teremana business in their market according to channel and brand standards with best-in-class execution. - Contributes to new ideas and solutions for distributors and retailers in the territory. - Understands pricing, profit and brand economics at account level. Maintains Visible, On-going Relationships with Accounts - Strategically grows sales volume in key designated market area (DMA). - Identifies key accounts/opinion leaders/influencers within the channel and occasion strategies. - Conducts staff trainings and tastings in accounts. - Capitalizes on local trends within designated market to inspire future programming. - Executes Jagermeister brand standards centered around a perfect ice cold shot in accounts. - Executes the defined drink strategies while understanding the ability to flex to account needs to build menus and features. Analysis and Administration - Utilizes tools (iDig, Karma, etc.) to analyze ROI and understand the business (e.g., effectiveness of major events, consumer development activities, key account resource allotments, POS effectiveness, etc.). - Tracks and monitors Point-Of-Sale. Distributor Engagement - Sets the example and motivates local distributor network to execute commercial brand and channel priorities. - Owns relationships with local Distributors at the account level. - “Be the voice of the brand” promotes and educates history and production of MJUS Brand Portfolio to consumers, accounts, and distributors. Requirements - 3 – 5 years of experience in Sales, preferably in the spirits and/or beverage industry, or any equivalent combination of related education and experience; College degree preferred - Strong customer service, interpersonal and communication skills (both written and oral) - Proven success in formulating account strategies and execute against them to drive results - Willingness to learn selling the Jägermeister way - Strong relationship building skills and collaborative spirit - Detail oriented and organized; excellent time management skills and ability to multi-task and support numerous projects - Well-developed influence and negotiation skills; persistent and persuasive - Frequent travel within territory required; must have valid driver’s license and vehicle for travel between accounts within assigned territory - Provide hands-on support of in-market execution, including POS assembly and set up - Ability to frequently lift, move, and position products & POS materials weighing up to 25 lbs. - Must have excellent skills in MS Office Suite (Outlook, Excel, Word, and PowerPoint) Benefits - Highly competitive compensation package - $75k base salary + 15% targeted annual bonus - Comprehensive medical, dental, and vision insurance - Matching 401(k) plan - Yearly wellness stipend (gym membership or fitness classes) - Generous holiday and vacation policy
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