District Manager-N VA/MD/DC

Reports To: Zone Manager

Summary:

Join our family and share the story of D.G. Yuengling & Son, Inc. (DGY) and what makes us unique as America’s Oldest Brewery. We are family owned and operated since 1829 and have a strong culture and history of perseverance and grit. We are seeking a strong champion of our company and our brands. We are looking for a District Manager will serve as a key point of contact for respective distributors and key retailers. The District Manager, under the direction of the Zone Manager, supports the development of annual business plans, and driving attainment of DGY’s annual and zone business objectives. This role is also accountable for the implementation of approved business plans and tactics in the specified assigned territory. The position is also responsible for appropriate communication, execution at wholesale and retail levels of programs to achieve sales, distribution, promotional and merchandising objectives.  This candidate must live in the Northern VA, DC or Maryland market area.

Essential Duties and Responsibilities:

Wholesaler Management & Planning

• Maintain regular call frequency with wholesalers as assigned by Zone Manager.
• Develop local market plans to meet sales objectives driven by Zone Manager.
• Lead support of Yuengling objectives with distributor management and sales team.
• Provide direction and support to assigned distributors, manage retail execution plans, and initiate activities for assigned markets.
• Ensure wholesalers maintain adequate product inventory levels, demonstrating proper inventory rotation as suggested by Yuengling guidelines.
• Conduct trimester reviews against the Annual Business Plan. This includes distribution tracking, YTD sales volume, pricing benchmarks/price surveys, execution opportunities, competitive activity, top retailer and chain volume trends, and co-op budget spending/tracking. Corrective action plans may be required as necessary to maintain annual business plan.
• Ensure alignment with Company and Wholesaler on co-op budget allocations as committed by Sales Leadership.

Retail

• Maintain regular call frequency both on and off premise with assigned retailers and retail field sales managers.
• Consistent retail monitoring, driving improved execution against key objectives for portfolio and brands.
• Modeling and improving execution of DGY brands in both top volume independent and chain retail accounts.

Selling/Merchandising

• Identify, troubleshoot, and develop programs for underperforming packages.
• Help develop annual distribution targets by brand and by package for all wholesalers, submitted to Zone Manager.  
• Develop key account target list by wholesaler for primary packages, improving distribution and generate incremental business opportunities.
• Submit distribution progress reports as assigned by Zone Manager. 
• Reinforce DGY distribution expectations, shelf set, and merchandising standards as required by Company.
• Manage and direct local sampling plans for DGY portfolio, interacting and engaging consumers and retailers including retail concentrations, special events, trade shows, etc.
• Establish annual point-of-sale budget with each wholesaler to be approved by Zone Manager.  
• Monitor trimester wholesaler point-of-sale spending budget and submit as required. 
• Manage and supervise the allocation of point-of-sale materials with assigned distributors.
• Identify and ensure distributor support material is adequately maintained on a monthly basis. 
• Participate in point-of-sale commitments, encouraging merchandising efforts to support retail trade.
• Regularly assemble and position point-of-sale in key areas when at retail.

Communication

• Conduct sales meeting presentations with regular frequency to assigned distributor sales teams, in accordance with expectations provided by Region Sales Director and Zone Manager.
• Conduct regular planning meetings with assigned distributor sales management team in accordance with direction and specifics of DGY sales objectives driven down by Region Sales Director and Zone Manager.
•  Clear and consistent communications both written and verbal formats to all key cross functional teams, including National/Chain Account Managers, Marketing, and Brewery Operations Teams.
• Provide written recaps of all meetings, retail days, progress tracking, co-op budgets, all business or execution opportunities in the market.

Other Responsibilities

• Initiate interaction with consumers and retailers that may have a specific issue.
• Perform basic troubleshooting and corrective actions on draft beer systems, when qualified.
• Manage distributor bill back process to ensure alignment and on a timely basis with DGY policies.
• Strong oral and written communication skills. Must be able to speak clearly and persuasively in all situations. Have good listening skills and engaging group presentation capabilities.
• Ability to perform and understand basic trade math as a part of doing business in a “fact-based” selling culture.
• Prioritize and plan work activities, attention to details, effective time management, set goals and objectives.
• Follow instructions and respond appropriately to management direction.
• Take independent actions and calculated risks.
• Display creativity and original thinking.
• Embrace DGY culture and The Yuengling Way. Must be a team player and highly self-motivated.
• Valid driver’s license with an excellent driving record. 
• Self-motivated with the ability to work both traditional and non-traditional business hours including nights, weekends, and holidays as required. 
• Be available for overnight travel for crew drives, meetings, trainings, and occasional weekend events or distributor and retailer entertainment.
• Solid and competent computer knowledge and skills in Microsoft Word, Excel, Power Point, as well as specific applications such as VIP and mobile apps designed for industry business purposes. 
• Must be able to lift, carry, push and/or pull up to 35 pounds.
• May be asked to perform additional duties and responsibilities as requested, directed, or assigned.

Skills and Qualifications:

Budget Responsibilities

• Responsibly manage annual co-op budgets with distributors in compliance with all DGY policies and procedures.
• Responsibly manage annual travel and expense budget in compliance with DGY’s Travel and Expense Policy Guidelines.
• Treat all DGY resources in a very responsible manner that is expected of this position and role.

Pricing Responsibilities

• Maintain accurate records of current market pricing for DGY products and competition, including current wholesaler file of Yuengling’s price to retailer by package.
• Communicate and forward current pricing information to DGY Management.
• Conduct price surveys as requested with each distributor or specified chain, channel of trade. Compare Yuengling package pricing versus defined competitive set to establish Yuengling competitive benchmarks.  
• Work with DGY Management to initiate actions to improve, as necessary, Yuengling’s retail pricing in all on and off premise accounts.

Required Education and/or Experience:

• Bachelor’s Degree in Business Administration and/or minimum of 5 years equivalent job experience are necessary.