Sales Manager

JOB DESCRIPTION

Reporting to the General Manager, the Sales Manager is responsible for leading, developing, and driving performance across assigned On-Premise and Off-Premise markets. This role manages a team of Sales Representatives while driving execution across all market channels. The Sales Manager is responsible for training and developing their team while achieving volume, distribution, revenue, and brand growth objectives. At the same time ensuring best-in-class execution, customer service, and supplier partnership management.

The position serves as the direct connection between suppliers, key accounts, and sales team, ensuring MBG SC delivers exceptional market coverage, programming, and execution across all sales channels.

MORALES BEVERAGE GROUP VALUES

• All-In: Being Accountable; If it’s to be, it’s up to me.
• People: Growing and building partnerships within a family dynamic.
• Future Thinking: Innovative and disruptive in our approach.

DUTIES AND RESPONSIBILITIES

Sales Leadership & Team Development

• Lead, coach, and develop a team of Sales Representatives across assigned markets and channels
• Spend 3–4 days per week in the field conducting ride-withs and joint customer calls
• Establish clear expectations for execution, professionalism, accountability, and results
• Hold team accountable to sales goals, distribution targets, PODs, and key performance indicators
• Support hiring, onboarding, training, and territory transitions
• Conduct performance reviews, coaching sessions, and corrective action when required
• Foster a culture of continuous improvement, collaboration, and customer focus

Business Planning & Execution

• Own delivery of monthly, quarterly, and annual sales, distribution, revenue, and profitability goals
• Execute supplier business plans, scorecards, and priority initiatives across On-Premise and Off-Premise channels
• Ensure consistent call frequency, routing discipline, and market coverage
• Drive pricing, promotions, menu placements, displays, features, incentives, tastings, and merchandising execution
• Analyze KPIs, market trends, and sales data to identify opportunities and performance gaps
• Track PODs, distribution gains, and revenue growth across assigned territories
• Partner with suppliers and internal stakeholders to maximize brand performance and market share

Customer & Market Leadership

• Build and maintain strong relationships with key On-Premise and Off-Premise operators, buyers, and decision-makers
• Lead key account calls and assist with placements, promotions, menu features, displays, and premium brand growth
• Develop new account opportunities and channel-specific growth strategies
• Resolve customer concerns while protecting and strengthening MBG relationships
• Serve as a market ambassador for MBG and its supplier partners
• Identify emerging market opportunities and competitive threats

Administrative, Compliance & Reporting

• Ensure accurate CRM usage, reporting, and documentation
• Manage expenses, mileage, and compliance with company policies
• Maintain working knowledge of Texas alcohol beverage regulations and industry best practices
• Ensure compliance with pricing requirements and company standards
• Manage routing and territory coverage to maximize efficiency and effectiveness
• Utilize Encompass, MyDay, and other reporting tools to monitor performance and execution
• Partner with Logistics, Operations, and Customer Service teams to ensure successful delivery execution and customer satisfaction
• Partner with Human Resources on performance management, employee relations, and talent development initiatives

CORE COMPETENCIES

• Customer Focus: Dedicated to meeting the expectations and requirements of customers, ensuring high levels of satisfaction and fostering strong relationships.
• Negotiating: Skilled at negotiating with clients to secure favorable outcomes, understanding customer needs, and aligning them with company goals.
• Drive for Results: Demonstrates a strong commitment to achieving business targets and consistently pushes for excellence in performance.
• Time Management: Effectively manages time by prioritizing tasks, meeting deadlines, and balancing multiple responsibilities efficiently.
• Interpersonal Savvy: Relates well to all kinds of people, building constructive and effective relationships, and is adept at navigating through complex interactions

BEHAVIOR & COMMUNICATION EXPECTATIONS

• Collaborate with peers and the Area Manager to strategize on issues that disrupt goal achievement
• A high level of professionalism and confidentiality is crucial to this role
• Establish and maintain effective working relationships with staff, department leaders and executive leadership with the purpose of:
• • Being approachable at all times
  • Being known as a trusted resource for knowledge and guidance
• Desire to deliver excellence – Always looking for the very best product in what we do
• Living Above the Line – Exhibiting ownership, accountability and responsibility
• Engaged – Ensuring we all care about MBG and the work we do, from the top - down
• Responsive – We do what we say in a timely manner
• Respected – As professionals, we are known for accuracy in all we say and do
• Confident – Trust in our ability to be successful and make good decisions

QUALIFICATIONS

• Professional with a positive attitude, great organizational skills, and the ability to thrive in a highly competitive environment.
• Ability to establish working relationships with accounts in the territory and aggressively grow and expand territory.
• Self-motivated and goal-oriented with a proven track record of achieving sales and profit goals, distribution objectives, and creating positive relationships.
• Must possess a cell phone, dependable vehicle, valid driver’s license, proof of state registration and insurance, and an acceptable driving record.
• Open to working occasional weekend hours.

PHYSICAL REQUIREMENTS

• Physical demands with activity or condition for a considerable amount of time may include sitting and typing/keyboarding using a computer (e.g., keyboard, mouse, and monitor) or mobile device
• Physical demands with activity or condition may include walking, bending, reaching, standing, squatting, and stooping
• Require lifting/lowering, pushing, carrying, or pulling up to 45 lbs.
• Requires driving daily to and from customer accounts within assigned territories

REQUIREMENTS

• 21 years or older, High School Diploma or GED
• 5–7+ years of beverage alcohol sales experience with on- and off-premise focus
• Prior sales leadership or senior sales experience preferred
• Strong industry knowledge
• Proven ability to lead and develop high-performing teams
• Demonstrated success achieving goals in competitive markets
• Ability to manage multiple projects effectively and professionally
• Excellent communication skills and the ability to interact across teams in a fast-paced environment while building relationships
• Must be proactive, resourceful, and efficient
• This position requires attendance at local meetings, local travel and occasional out-of-town travel
• Hold a valid and current driver’s license within MVR policy guidelines throughout employment
• Ensure reliable, insured transportation, in accordance with company policy
• • The policy must include the following minimum coverage: $100,000 for bodily injury, $300,000 for liability, and $50,000 for property damage
• Must be able to pass a background and drug screening for hire and randomly throughout employment

Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Morales Beverage Group provides equal employment opportunities (EEO) to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This EEO policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Drug-Free Workplace: The Company is committed to maintaining a safe, healthy, and productive work environment. Employees are expected to report to work free from the effects of illegal drugs, alcohol, marijuana/THC, or any substance that may impair their ability to perform their job safely and effectively. Employment may be contingent upon successfully passing applicable drug and alcohol screenings, and employees may be subject to testing as permitted by company policy and applicable law.

Employment with Morales Beverage Group is at will. This means employment is for an indefinite period of time and it is subject to termination by you or Morales Beverage Group, with or without cause, with or without notice, and at any time.