Business Development Manager
The primary function of the Business Development Manager is to align and partner with chain accounts, wholesalers, and independent retailers to meet and exceed company objectives in addition to achieving execution excellence. This position is responsible for driving sales performance by managing sales, retail execution, operations, and key relationships at Wholesaler(s) in an assigned geographic area, along with chain On and Off Premise management. Candidates must share Craft ‘Ohana’s commitment to its four operating pillars: Quality of Products, Quality of Life, Quality of Business Practices, and Quality of Manufacturing Operations.
THE EVERYDAY VIEW
Wholesaler Management Planning and Execution:
- Build an Annual Business Plan that supports Craft ‘Ohana priorities while setting volume, distribution, and space growth goals along with agreement on wholesaler tactical funds and resource allocation.
- Identify market-specific business development opportunities to grow Craft ‘Ohana share.
- Meet with wholesaler leadership at least monthly to review progress towards ABP goals, address gaps, and create plans to close any gaps.
- Develop tactics for Monthly Business Objectives that support and help to achieve ABP goals.
- Conduct weekly meetings with the Division Director to build reports, manage communication, build programming, and generate ideas.
- Communicate all Retail Marketing Initiatives for cross-merchandising.
- Align with Marketing to help drive local marketing initiatives and uncover sponsorship opportunities.
- Develop relationships with key personnel at all levels and departments of the wholesaler.
- Supervise and monitor the allocation and use of all point-of-sale materials in accordance with budgeting and account/market objectives.
Key Account Management:
- Establish and maintain an effective call point schedule based on the assigned Chain Accounts to sell the Craft ‘Ohana portfolio.
- Communicate and track all programming with wholesalers and internal sales and marketing; including the execution of ads, features, and displays.
- Sell in programming created with and by Marketing.
- Establish and maintain an effective call point schedule for all Chain Accounts.
- Initiate relationships and schedule meetings with key decision-makers for assigned accounts both in the field and at their HQ.
- Work regularly in key markets for assigned accounts to drive and track the execution of regional and national retail initiatives.
- Develop post and pre-promotional analysis, schematic distribution, and shelf space opportunities, category validator account strategy, and field sales reporting/tracking tools.
- Influence brand teams to support channel strategy through effective promotions, merchandising, and specialty package development.
- Identify and drive distribution opportunities.
- Develop and manage individual retail annual business plans for each call point; including the identification of the account’s SWOT, distribution gaps, opportunities, and promotional opportunities.
- Utilize CRM for surveys and as a communication tool for internal and external networks.
- Manage pricing along with the Territory Sales Managers.
- Understand market trends and how they affect our business.
- Must have a working knowledge of all available resources (iDIG VIP, IRI,)
- Budget management
- Understand the reset process for assigned chains, including timing, new items, and paperwork requirements.
- Monitor wholesaler inventories internally and externally, address any out-of-stock or at-risk inventory issues with wholesaler operations as well as Craft ‘Ohana Logistics when necessary.
- Develop new item forecasts for any product innovation.
- Provide forecasting adjustments to the Division Director.
- Conduct monthly pricing surveys in key independent off-premise retailers.
- Communicate all pricing and promotional calendars to wholesalers and share wholesaler pricing with Key Accounts.
- Identify any competitive pricing activity and address with the Division Director.
- Identify market pricing opportunities and make recommendations including objectives for any change proposed.
- Notify and gain commitment from Wholesalers once price changes have been approved.
- Ensure target PTR/PTC’s are executed.
- Evaluate new product market-level pricing and determine a go-forward approach.
- In conjunction with field sales and Wholesalers execute new product rollout plans.
- Build bottoms-up forecast levels working Division Director and Wholesalers.
Volume Driving Initiatives
- Identify Wholesaler performance gaps to plan and recommend corrective actions.
- Develop the tactics and resource plan for initiatives to ensure effective execution and communicate plan of action to all stakeholders.
- For volume initiatives that have already been launched, develop corrective actions where gaps exist and/or identify opportunities for improvement.
- For volume initiative options under consideration, analyze, prioritize and make recommendations for Division Director consideration.
- Gain commitment from the Wholesaler network to support the plan for each new initiative and ensure their cooperation throughout the timeframe for execution.
- Ensure Wholesalers maintain adequate product inventory levels and demonstrate proper inventory rotation.
- Work with Wholesalers to prioritize supply chain issues related to code date/aging inventory problems and make recommendations to the Division Director on the most appropriate course of action.
DESIRED SKILLS AND EXPERIENCE
· Must be 21 years of age or older at the time of application
· Able to pass a post-offer, pre-employment reference, and background check
· Bachelor’s degree or equivalent job experience.
· Verifiable Chain relationships, both On and Off-premise.
· Minimum of 5 years of chain and sales management experience in the beer industry.
· Computer literacy with the ability to use software applications including Microsoft. Word, Excel at advanced level, PowerPoint, and e-mail programs such as Microsoft Outlook.
· Thorough attention to detail and desire to take initiative
· Must adhere to company’s policies and procedures
PHYSICAL AND MENTAL REQUIREMENTS
· Nights, evenings, and weekends required - if applicable
· Ability to travel a minimum of 60% of working time, including the ability to drive up to 5 hours
· Must have a valid driver's license, be able to drive a car, and travel via plane/train as needed.
· Able to stand, walk, and be on your feet for prolonged periods
· Able to read and follow written instructions
· Able to regularly twist, turn, kneel, climb, stoop, bend, crawl, lift, and carry supplies and equipment weighing up to 55 pounds using appropriate techniques and tools
· Able to safely navigate the tasting room and snack bar areas, including crowded spaces
· Able to maneuver packages of any weight above 75 pounds with appropriate equipment and/or assistance
· Able to move 165-pounds, using appropriate techniques and tools
· Able to work in a factory/production environment which may be loud, slick, humid, cold, and hot
· Able to work in indoor and outdoor environments with moderate noise and occasionally slippery floors
· Able to comply with and enforce all health, safety, and personal hygiene policies and standards
**Applications Accepted Until This Role Is Filled**
Company matching 401k Plan
Accrued Paid Time Off (PTO) (80 hours)/year
$300 Employee Discretionary Account
Monthly Wellness Stipend
EQUAL EMPLOYMENT OPPORTUNITY
Craft 'Ohana strongly supports equal employment opportunity for all applicants regardless of race, color, religion, sex, gender identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, sexual orientation, genetic information, or any other characteristic protected by state or federal law.
Hawaii's Largest Craft Brewery