Retail Sales Lead (RSL)
Organization Name: Buffalo Rock Company
Website: https://www.buffalorock.com/careers/
Job Department: Retail Sales
Reports to: Retail Sales Supervisor
Work Schedule: May require additional hours not scheduled; must be flexible
Job Type: Regular
FLSA Status: Non-Exempt
Other Information: 50% Salary + 50% Commission
Job Description
Summary/objective
Buffalo Rock is an award-winning Pepsi and Keurig Dr Pepper bottler founded in Birmingham, AL more than 123 years ago. Buffalo Rock manages the best alcoholic and non-alcoholic beverage portfolio in the country, which includes several beloved global and regional brands. The Retail Sales Lead (RSL) is a key member of the Retail Sales team whose primary duty is selling Buffalo Rock products in the field, generally in relief of other field sales employees who may be absent. The RSL is also responsible for assisting with the training of new employees.
Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
Essential Functions
- Sell Buffalo Rock products in the field, usually in relief of other field sales employees who may be absent.
- Regular and timely attendance is an essential function of this position. Position is required to work all hours necessary to ensure operations function is fulfilled, including nights, weekends, holidays. Travel may be required. May be required to be on-call.
- Provide/facilitate on-the-job sales training in the field for new sales employee-partners, provide on-going sales training for veteran sales employee-partners as necessary, and perform/participate in evaluations as necessary.
- Ensure all assigned employee-partners are kept trained and updated on an on-going basis as it relates to the Functional (Safety, Handheld Operation, Settlement, Etc.), Practical (Policies /Procedures from the Company, Franchise, and Corporate Security Manuals), and all other BRC standards and aspects of their assigned duties.
- Train employee-partners to service all accounts in accordance with BRC Standards.
- Develop and maintain positive professional customer relationships.
- Must cover (work) open positions created due to employee vacations, personal days, turnover, and change of job position or route when needed on an infrequent basis.
- Assist with store resets, running Hot Shots, building displays, and making bulk deliveries when needed.
- Train employee-partners to visit all assigned accounts based on Franchise Policy.
- Understand all assigned sales objectives under the Mid-Management Accountability Balanced Score Card through the combined efforts of the assigned employee-partners.
- Understand the service of all accounts with BRC standards using all Corporate and Franchise defined merchandising standards through the individual and the combined efforts of the assigned Employee-partners.
- Understand and recommend when needed the Progressive Discipline Procedures as outlined in the Company Policy Manual.
- Communicate all transshipping activity in accordance with Company Policy and Procedures.
- Take ownership of the Core Values to ensure the group's success.
- Communicate with the ADC / RSM all new account opportunities.
- Notify ADC / RSM of any change to an existing account, including ownership or closure, etc.
- Properly complete all required paperwork to Company Policy and timeline.
- Train employees to monitor all assigned accounts for CDA compliance.
- Train employee-partners to know each manager/buyer at each account by name and keep them updated on all Buffalo Rock Company pricing, new product, and any information pertinent to mutual business needs.
- Train employee-partners to sell-in all current and future products, including all brands and packages distributed by the Buffalo Rock Company following BRC Standards.
- Train employee-partners to continuously seek authorization and full distribution for all current and future products distributed by the Buffalo Rock Company.
- Train employee-partners to communicate daily any product shortages, product returns, refused orders, changes to next delivery order, account information changes, or any operational items.
- Train employee-partners to ensure that all marketing programs with assigned /selected accounts are implemented and maintained, and report and remedy any non-compliance under BRC standards.
- Maintain required BRC standards per account.
- Execute and achieve all account program key objectives.
- Train employee-partners to properly rotate all products in accordance with BRC standards.
- Train employees to remove all damaged products on each account visit following Company policy and procedure.
- Assist management in reporting competitive activity, achieving sales goals and metrics, and promoting the Purpose and Core Values.
- Ensure compliance with all equal opportunity, non-discrimination, and no-harassment laws and policies.
- Attend all scheduled meetings requiring your presence and / or participation as directed.
- Train employees to adhere to customer policies for vendors or suppliers, which may include but are not limited to business conduct policies, business ethics policies, legal policies, and delivery and merchandising policies.
- Perform all other duties as assigned.
Other Duties and Responsibilities
- Must exhibit a high level of ethical and moral conduct while at work or in attendance of any off-site function during work hours or after work hours while representing the Buffalo Rock Company.
- Responsible for continuous self-improvement through the knowledge and use of all Buffalo Rock provided training, either web-based, in-house, or any other provided method. Must successfully complete assigned training curriculum, including but not limited to online and/or facilitated training.
- Ensure that every reasonable precaution is taken to protect the Company from possible damages, theft, or other liabilities.
- Ensure that every reasonable precaution is taken to protect the safety of employee- partners, self, customers, Buffalo Rock property, and customer property.
- Honor and follow through on all business commitments.
- Embody Buffalo Rock’s Purpose of “Building brands through legendary service and remarkable people.”
- Live Buffalo Rock’s Core Values:
o Committed to serving our communities.
o Customer success drives our success.
o Integrity matters.
o Obsessed with continuous improvement.
o We care for each other.
o Win the day.
Competencies
- Active Learning- Understanding the implications of new information for both current and future problem-solving and decision-making.
- Active Listening- Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
- Coordination- Adjusting actions in relation to others' actions.
- Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
- Critical Thinking- Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
- Learning Strategies - Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
- Mathematics - Using mathematics to solve problems.
- Monitoring- Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
- Reading Comprehension- Understanding written sentences and paragraphs in work related documents.
- Speaking- Talking to others to convey information effectively.
- Writing- Communicating effectively in writing as appropriate for the needs of the audience.
- Instructing - Teaching others how to do something.
- Persuasion - Persuading others to change their minds or behavior.
- Service Orientation- Actively looking for ways to help people.
- Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
Supervisory responsibilities
N/A
Work environment
- In an Enclosed Vehicle or Equipment
- Working conditions will be inside and outside where temperatures will vary from extreme heat to extreme cold, working in rain or snow, all for extended periods.
Physical demands
N (Not Applicable) Activity is not applicable to this position.
O (Occasionally) Position requires this activity up to 33% of the time (0 - 2.5+ hrs/day)
F (Frequently) Position requires this activity from 33%-66% of the time (2.5 - 5.5+ hrs/day)
C (Constantly) Position requires this activity more than 66% of the time (5.5+ hrs/day)
Required education and experience
- Education: High School Diploma or General Education Degree (GED); Required.
- Computer Skills: Basic knowledge of Microsoft suite of products including Word, Excel, Outlook, PowerPoint, SharePoint, ShareFile, OneNote, and OneDrive
- Experience: Must have at least (1) Year Sales Experience, Six Months BRC Sales Experience (or management approval); Required
- Certifications and Licenses: Must have a valid state driver license, for state of residence, with a good driving record.
Tools and Technology
Tools- Telephones, scanners, desktop/laptop computers, iPhone/iPad
Technology- Software: ViP, Karma, TimeClock Plus
Knowledge
Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
Education and Training - Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.
English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
Mathematics - Knowledge of arithmetic, algebra, geometry and their applications.
Affirmative Action/EEO statement
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, genetic makeup, status as a protected veteran, or any other factor prohibited by applicable law.
Other duties
The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the company reserves the right to change this job description and/or assign tasks for the employee to perform, as the company may deem appropriate.
I have reviewed this job description, and I can perform the essential functions with or without reasonable accommodation.
Applicant/Employee-Partner______________________________ Date__________________
Interviewer/Supervisor___________________________________ Date__________________
