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Sales Representative
Job Posting Category: Experienced Professionals (1+ years)
Career Level: Experienced (Non-Manager)
Industry: Packaged Goods
Job Category: Sales
Years Experience: 2-4 Years
Job Type: Full-time
Number of Positions: 1
Posting Date: April 15, 2019
Job Location:

Calgary, AB
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Job Description

POSITION TITLE: Territory Sales Representative

REPORTS TO: Regional Sales Manager


In 1985, Ed McNally founded Big Rock to contest the time's beer trends. Three bold, European-inspired offerings – Bitter, Porter and Traditional Ale – forged an industry at a time heavy on easy drinking lagers and light on flavour. Today, our extensive portfolio of signature beers, ongoing seasonal offerings, four ciders (Rock Creek Cider® series) and custom-crafted private label products keep us at the forefront of the craft beer revolution and still proudly contesting the beer trends of today. With brewing operations in Calgary, Alberta, Vancouver, British Columbia, and Toronto, Ontario, and sales in five Canadian provinces and two territories, Big Rock has been a significant supporter of local Canadian breweries and communities for over 33 years. Big Rock trades on the TSX under the symbol "BR". For more information on Big Rock visit


We have a vacancy on our sales team that we need to fill with a new Big Rocker! Are you an energetic, enthusiastic sales professional who is passionate about beer?

Reporting to the Regional Sales Manager, the Territory Sales Representative is responsible for sales of the Big Rock family of fine beer & cider products. The Territory Sales Representative will reach his or her business targets through effective management, development and execution of sales strategies for customers in designated territories by conducting physical visits to on-premise and retail customer sites. Demonstrate ability to genuinely interact with customers to show passion, knowledge, dedication, and commitment. This individual will also develop ongoing, profitable relationships with customers and continually maintain a professional image of the company meeting volume objectives and targets. Integrity, passion, innovative thinking and in-person presentation skills are essential for this role.


Primary Responsibilities

  • Meet or exceed territory sales objectives to achieve personal, divisional and corporate objectives
  • Contribute to the organization’s ability to innovate and expand the market by growing the consumer’s imagination in how and in what circumstances they should consume our products
  • Build and sustain customer relationships and trust while growing their passion for our products
  • Service and support all on-premise and retail accounts, manage current portfolio and anticipate and respond to customer /consumer needs and expectations in the assigned territory by conducting on-site sales visits with both new and existing customers
  • Effectively manage and minimize stale date products, and check product expiry dates regularly
  • Plan and execute on-premise, retail and consumer programs
  • Develop and maintain a Category Management Strategy for all accounts, plus executing cooler re-aligns
  • Focus on product placement, inventory management, execution of POS, and merchandising with a commitment to the fact-based selling approach
  • Create independent/specific sales programs for individual retail and on-premise customers while keeping focused on provincial and corporate objectives
  • Create territory planning and strategizing to meet or exceed sales and financial objectives
  • Consistent execution of Big Rock sales and brand strategies
  • Demonstrate ability to effectively communicate and deliver compelling presentations and/or training sessions
  • Develop, manage, achieve and be accountable for annual budget objectives
  • Analyze and report on territory sales performance on a monthly basis to assist with planning and strategizing to meet or exceed sales and financial targets



  • Minimum of 3 years of direct sales experience in consumer goods or related industry
  • Knowledge of the Southern Alberta craft beer market region is an asset
  • Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management.
  • Demonstrated success in sales with achievement in volume and profitability
  • Category management experience is an asset


  • University Degree or College Diploma in business administration, commerce, marketing or related discipline (an alternate combination of formal education and work experience may be considered equivalent)
  • Must possess a valid Graduated Driver’s License to travel to customers

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