Key Accounts Sales Representative in Middleton, Wisconsin at Frank Liquor Company Inc.

Join the Frank Beverage Group Family of Companies! Frank Beverage Group is a family-owned and operated beer, wine and spirits distributor who stands for quality, excellence & a classic yet transformational brand that our customers can count on year after year. We hire exceptional people who will lead & make learning part of their own career journey. From distribution to marketing, from sales to service, inspiration can be found in many of our career positions.

Frank Beverage Group offers a great working environment & benefit programs to full time employees:

• Great work and social environment
• Paid Time-Off
• Health Insurance
• Dental Insurance
• 401k Savings Plan
• Company Paid Life, Short Term and Long Term Disability Insurance
• Flexible Spending Benefits
• And more!

Frank Liquor Company in Middleton, WI is now hiring a Key Accounts Sales Representative. The team members of Frank Liquor Company are committed, innovative leaders of the beverage industry through marketing, selling, distributing, merchandising, and servicing quality products to our valued customers.

The Key Account Sales Representative is responsible for developing and maintaining strong professional relationships with accounts in an assigned territory, including major independent and chain retail customers. This role involves selling and merchandising company products and programs while collaborating with the manager through a pre-planning process to meet both individual and company sales goals.

Key Job Responsibilities:

• Conducts routine and strategic sales visits to assigned independent and chain accounts, including participation in after-hours customer events and community engagements.
• Grows product distribution and shelf presence within the assigned territory by identifying and securing new opportunities.
• Enters and submits orders, conducts surveys, manages POS requests, and tracks route performance through eoStar.
• Monitors customer credit accounts and ensures timely collection of outstanding payments.
• Assists accounts with effective inventory management, including product availability, new placements, rotation, seasonal transitions, promotions, and trend analysis.
• Presents and sells new product lines and packaging innovations to customers.
• Administers and tracks supplier surveys to support reporting and program compliance.
• Provides expedited (“hot shot”) deliveries to accounts when necessary to meet urgent needs.
• Maintains expert knowledge of company products, current promotions, and industry offerings.
• Participates in sales meetings, ongoing training sessions, and product education initiatives.
• Maintains open and respectful communication with internal teams, including merchandising, delivery, and supplier partners.
• Builds and sustains strong relationships with on- and off-premise accounts, acting as a reliable and knowledgeable partner.
• Consistently achieves or surpasses assigned sales goals and distribution targets through disciplined execution and strategic planning.
• Executes daily sales priorities in alignment with pre-approved plans and route objectives.
• Tracks and reviews weekly performance against targets; meets regularly with manager to evaluate results and adjust plans accordingly.
• Submits all planning documents and reporting materials within designated timeframes.
• Performs pre-selling of select items as directed by leadership.
• Educates customers on product features, brand positioning, and emerging industry trends.
• Provides accurate pricing and program updates; identifies margin improvement opportunities and evaluates competitive activity.
• Monitors competitor pricing and tactics, flagging any risks or threats to the business and reporting them to management.
• Coordinates and leads joint customer visits with supplier representatives to drive brand awareness and growth within key accounts.
• Additional duties as assigned.

Off Premise:

• Stocks and merchandises products at each assigned account, ensuring optimal visibility and presentation.
• Recommends, installs, and maintains point-of-sale (POS) materials and builds displays in alignment with company and supplier branding standards.
• Monitors accounts to ensure compliance with marketing guidelines, including proper use of logos, branding, and sponsored materials.
• Keeps an organized inventory of POS materials and coupons in the company vehicle and applies appropriate rebates and coupons to displays and packaging.
• Manages in-store inventory by reorganizing back stock, replenishing cold boxes, shelving products, maintaining displays, and performing light cleaning such as dusting when needed.
• Adheres to quality assurance protocols by checking product codes and rotating stock to maintain freshness on date-sensitive items (e.g., beer).
• Assists customers with locating wine, spirits, and beer selections in-store, working in collaboration with retail staff as needed.
• Collaborates with category management during store resets, actively contributing to reset planning and gaining advanced knowledge in category strategy.

On Premise:

• Recommends, designs, and installs both new and existing point-of-sale (POS) materials, such as menu cards and permanent signage, to support brand visibility and promotions.
• Ensures customer compliance with supplier marketing guidelines, including the correct use of branding, logos, and sponsorship materials.
• Adheres to quality assurance standards by monitoring product codes and maintaining proper rotation of all date-sensitive items, particularly beer.
• May conduct staff training sessions for customer teams as needed, providing education on product knowledge, promotions, and merchandising best practices.

Knowledge, Skills and Abilities:

• Strong verbal and written communication skills with the ability to clearly convey ideas and information.
• Results-driven, assertive, and highly focused on achieving goals.
• Skilled in influencing and persuading others to support initiatives and drive sales.
• Proficient in analyzing sales data to consult with customers on pricing strategies, promotional opportunities, and margin growth.
• Capable of delivering informal presentations and communicating effectively in one-on-one or group settings.
• Exceptional attention to detail, ensuring accuracy in all aspects of work.
• Demonstrated adaptability and perseverance in dynamic or challenging environments.
• Excellent time management and project coordination skills, with the ability to meet deadlines and manage competing priorities.
• Flexible and responsive in supporting diverse internal teams and adapting to various customer personalities, including handling difficult situations with professionalism.
• Strong organizational skills with the ability to manage a diverse and evolving workload effectively.
• Able to comprehend and follow both written and verbal instructions with precision.
• Proven customer service expertise with a track record of building and sustaining long-term client relationships.
• Energetic and enthusiastic, with a strong work ethic and a desire to succeed while maintaining a positive team spirit.
• Effective consultative selling skills with the ability to identify client needs and deliver tailored solutions.
• Working knowledge of the profit sales call process and its application in the field.
• Maintain advanced product knowledge across the portfolio, including promotional offerings and seasonal programs.
• Familiar with supplier quality assurance standards and guidelines.
• Basic working knowledge of eoStar, including inventory tracking, order entry, pricing navigation, and deal structure management.
• Understands supplier marketing requirements and ensures compliant use of branding, logos, and display materials in all retail and promotional settings.

Qualifications:

• High school diploma or equivalent (G.E.D.) required; a bachelor’s degree in a related field is preferred.
• Minimum of two years of experience in a related industry such as distribution, hospitality, supplier, or beverage sales is required.
• Availability to work evenings, weekends, and holidays as needed.
• Must possess a valid driver’s license, reliable transportation, and proof of current auto insurance.
• Ability to obtain and maintain all required liquor sales permits.
• Familiarity with the assigned market is strongly preferred; at least one year of experience within the territory is ideal.
• Residency within or near the assigned sales territory is preferred for effective coverage.
• Intermediate proficiency in Microsoft Office applications and general computer literacy.
• Knowledgeable about relevant alcohol distribution laws and regulations, including legal drinking age compliance, licensing, promotional limitations, and outdated product policies.

We offer a professional, safe and friendly work environment as well as a comprehensive benefits package and competitive pay structure.

Frank Beverage Group is proud to be an Equal Employment Opportunity/ Affirmative Action Employer.