Primary Function:
Sales reps solicit orders for all products listed in their book from each of their retail accounts. They also sell these retailers business-building ideas for the products listed in their book. To do that, they are responsible for understanding in-store merchandising principles and to suggest uses of these principles in each of their retail accounts. They are expected to manage their territory in such a way that both the suppliers, the distributor and their retail accounts will obtain the very best possible sales from the products they are responsible for selling.
These individuals will also have sales support personnel that they are responsible for keeping informed concerning their accounts.
Major Responsibilities:
Customer Relations: Effectively establish and develop rapport with all customers. Handle customer complaints, delinquent payments, and similar activities.
Business Development: Identify and pursue new opportunities and customers. Present fact-based, profit-centered presentations and overcome objections. Answer questions and present proof for sales proposals. Sell in new items, brand extensions, and displays. Effectively communicate with Team Leader and drivers any problems, issues, or opportunities within sales territory.
Account Maintenance: Leave account shelves and back rooms orderly and organized; maintain proper inventory levels.
Ordering: Submit orders on time, accurately, and completely.
Quality Assurance: Maintain acceptable quality ratings. Utilize dot rotation and “move” policy correctly. Stay within unsalable pick-up budget while properly managing damaged product.
Distribution: Follow and maintain quality distribution per company standards with product properly faced up and clean.
Monthly Market Plan: Effectively pre-plan upcoming month, monitor and adjust to meet quarterly goals. Update all company goals and display tracking on a daily basis.
Displays: Called out items on display. Place and maintain appropriate number, position, and size of displays; include in product mix according to standards; use creative and current POS where possible.
Pricing: Assure pricing is correct.
Point of Sale: Promote products clearly and accurately through use of current, fresh POS material; effectively communicate selling message to consumer. Use proper store POS.
Professional Development: Expand knowledge of products, selling skills, and industry. Adhere to and uphold all company policies and procedures.
This list is not complete and will be updated/revised as needed.
Qualifications:
About Alliance Beverage:
Chicago native Larry Gary settled in Hastings, MI, where he owned and operated a bowling alley. In 1963, Larry and his wife, Joan, decided a change was in order; they moved to the Grand Rapids area, where Larry founded Kent Beverage.
Detroit native Tim Sullivan, along with his brother Mike, founded Sullivan Brothers Construction on the east side of the state. However, after seeing his friends thrive in the beer distribution business, Tim decided to make a change, purchasing Grand Rapids' B&B Beer in 1977.
Both companies grew and flourished, passing from one generation to the next, each strengthening its roots in Michigan. Eventually, over a shared pint, the Gary and Sullivan families envisioned a stronger future together. On May 13, 2013, Kent Beverage and B&B Beer merged, forming Alliance Beverage—a company committed to being the “Preferred Distributor” for everyone it interacts with.
From day one, Alliance has prioritized recruiting top talent and upholding the highest standards of integrity, teamwork, and respect, aiming to enrich the lives of associates, customers, suppliers, and the community. By offering a diverse range of quality products and a supportive, accountable environment, we continually seek to create positive and lasting relationships.
Today, Alliance Beverage is a team of over 550, proudly serving more than 6,000 customers across Western Michigan. With three distribution centers and six sales offices, our team members are not just employees—they’re neighbors who are actively involved in the communities they serve.
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In 1963 a man named Larry Gary, originally from the west side of Chicago, decided that owning a beer distributorship in Grand Rapids Michigan would be more fun than running a bowling alley. That was the moment that the company called Kent Beverage began.
At the same time a man named Tim Sullivan, originally from the east side of Detroit, was happily running a construction business. However, when Tim noticed his friends, who owned beer distributorships, were having more fun, he had to get one of his own. And he did, when he purchased B&B Beer in the late 1970’s!
Both businesses grew and prospered. Both businesses were passed from fathers to sons and continued to succeed in their territories until one day, over a pint, these two families decided to form a joint venture whereby the two companies combined would be stronger than the sum of their parts. They called the company Alliance Beverage and it was born May 13, 2013.
From the beginning, our company has recruited the best talent available, contributing to the highest standards of performance~ because we work together with commitment, & integrity.
Today, Alliance has more than 350 team members and services over 5,000 customers across the Western half of Michigan. With three distribution facilities and six sales offices, our employees live and are active in the communities they serve.