Area Sales Leader - SoCal

The Area Sales Leader at The Yerba Mate Co, LLC is responsible for leading a team of Customer Sales Representatives (CSRs) in SoCal, focusing on driving sales volume, achieving Key Performance Indicators (KPIs), and providing coaching and training to ensure high performance. This role also involves managing relationships with retail partners, conducting performance reviews, and implementing national and local programming.

To apply for the Area Sales Leader position at The Yerba Mate Co, LLC, candidates should have 3-5 years of experience in the beverage industry and Direct Store Delivery (DSD) management. Proficiency in Microsoft Office and previous experience with data systems like Encompass are essential. A clean driving record and being at least 21 years old are also required.

The Area Sales Leader plays a pivotal role in team development by providing hands-on coaching, conducting new hire training, and facilitating weekly workshops. You'll also conduct route rides to evaluate team performance and help CSRs refine their selling skills and customer interactions, ensuring they are equipped for success.

The Area Sales Leader role involves travel for market support, with physical requirements that include the ability to lift up to 25 pounds, frequent walking, and occasional standing or bending. Successful candidates will need to maintain a clean driving record as well, given the outdoor work environment and vehicle operations.

The salary range for the Area Sales Leader position at The Yerba Mate Co, LLC is between $67,000 and $75,000 annually, excluding potential sales commissions and variable pay plans. The company also offers a comprehensive benefits package that includes medical, dental, vision, and opportunities for career growth.

To motivate my sales team as an Area Sales Leader, I would utilize a mix of performance incentives, regular feedback sessions, and training workshops designed to build their skills. Recognizing and celebrating achievements, no matter how small, helps create an upbeat atmosphere, while setting clear, attainable goals keeps everyone on track.

If a CSR is underperforming, my approach would involve a private discussion to uncover any challenges they may be facing. I'd provide constructive feedback and develop an action plan together, offering support through coaching and additional resources. Establishing clear performance benchmarks would help guide their improvement.

In a challenging market, I focused on building strong relationships with retail partners, employing targeted marketing strategies, and conducting frequent assessments of our sales approach. By analyzing customer feedback and adjusting our tactics, we were able to significantly increase visibility and sales.

I have extensive experience working with Encompass and various CRM systems to track sales metrics, analyze trends, and enhance operational efficiency. Being proficient in these data systems has helped me make informed decisions to drive better outcomes in my previous roles.

To ensure safety protocols are followed, I would conduct regular safety training and awareness sessions. Additionally, I would perform routine inspections of vehicles and equipment, fostering an open dialogue where team members can report any potential risks or hazards without hesitation.

To establish trust with retail partners, I prioritize transparent communication and consistent follow-ups. Being responsive to their needs and actively seeking feedback not only fosters mutual respect but also enhances collaboration, leading to successful partnerships.

Developing the sales skills of team members involves a mix of training sessions, role-playing scenarios, and real-time feedback. I would encourage colleagues to share experiences, and regularly conduct workshops focused on overcoming objections and understanding customer buying behaviors.

My approach to inventory management includes closely monitoring stock levels using analytical tools, forecasting demand, and ensuring timely replenishment. Collaboration with the logistics team is key to maintaining optimal inventory and minimizing stockouts.

When dealing with competing brands, I focus on differentiating our product through unique selling propositions. Educating customers about our brand's benefits and our commitment to quality helps enhance our competitive edge in the market.

In my previous roles, I have conducted regular performance reviews by utilizing objective metrics and personal insights from the CSRs’ experiences. Creating a comfortable environment allows for candid conversations where mutual feedback can lead to goal-setting and professional development.