Manager Field Sales

WHO WE ARE OUR VALUES OUR LEADERSHIP OUR LOCATIONS Keurig Green Mountain is reimagining how beverages can be created, personalized, and enjoyed, fresh-made in homes and workplaces. We are a personal beverage system company revolutionizing the beverage experience through the power of innovative technology and strategic brand partnerships.

The Manager of Field Sales (MFS) is an integral part of the sales organization, responsible for directly managing Account Managers by setting expectations, activities, and direction. The MFS owns Away From Home (AFH) brewer and beverage sales for assigned customers and is responsible for delivering an annual operation plan (AOP), building an effective team, developing others, managing trade funds and training Keurig Authorized Distributors (KAD) and the KADs’ sales and service teams. The MFS will serve as the conduit between strategic leadership and field execution teams.

* Optimize the performance of each Keurig Authorized Distributor (KAD) and Keurig Authorized Redistributor (KARD) via hands-on management and training of field personnel. * Deliver the Keurig Value Proposition and profitability story to KADs and KARDs within the segment to motivate and influence customer activity, focus and results. * Develop and communicate a customer product (brewer and beverage) strategy to achieve annual operating plan (AOP) targets within their assigned customer base, as measured by key performance indicators. * Help drive end user interest in Keurig via prospecting meetings and cold calling from time to time to potential targets. * Manage multiple regional and/or national customer relationships. * Identify customer business opportunities, set and communicate priorities, and coordinate with the internal team and other resources to achieve desired results. * Participate in trade shows, customer and industry events, and product demonstrations to increase awareness and adoption of Keurig products. * Maintain effective relationships throughout the customer organization to improve Keurig Green Mountain’s (Keurig’s) strategic position with the customer’s decision makers, influencers and sales teams. * Manage and maintain contractual agreements with assigned customers by engaging appropriate stakeholders and following the prescribed process. Ensure contract compliance. Effectively communicate specific programs, company policies, pricing and contract details to both customer and Keurig stakeholders. * Proactively communicate with stakeholders regarding customer, sector and industry insights and competitive trends.

* Bachelor’s and 5-7 years’ sales experience working with a third party distribution network, or 10 years’ equivalent sales experience. * Proven experience leading teams and building collaborative partnerships with large regional/national customers. * Experience in one or more of the following a plus: Consumer Packaged Goods, Beverage, or related industries. * Self-motivated and detail oriented with the ability to perform well in a fast-paced and changing environment. * Skilled at data extraction and analytics with the ability to communicate information effectively across multiple departments; Proficiency in Microsoft Office Suite, CRM systems, Trade Fund Management and Online Meeting tools. * Understanding of sales functions, including strategic selling, fact based selling, and customer engagement. * Required to maintain a home office for company business. * Approximatively 50% travel required, including some nationwide travel