On Premise Sales Representative

Career Guide

An On Premise Sales Representative builds and grows product sales in venues where customers consume on site, such as restaurants, bars, hotels, and event spaces. The role focuses on winning new accounts, increasing menu and tap placements, supporting promotions, and strengthening relationships with venue owners and managers.

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Key Responsibilities

Prospect and open new on premise accounts
Build relationships with owners, managers, and buyers
Present products and negotiate placements
Manage menu placements and tap placements
Plan and execute in venue promotions
Coordinate product sampling and staff training
Monitor competitor activity and pricing
Track sales performance by account
Maintain accurate customer records in a sales tool
Collaborate with distribution partners where applicable
Resolve service issues and delivery problems
Ensure compliance with responsible service standards and local regulations

Top Skills for Success

Relationship Building

Prospecting

Negotiation

Presentation Skills

Account Management

Territory Planning

Pipeline Management

Customer Service

Time Management

Objection Handling

Product Knowledge

Merchandising

Career Progression

Can Lead To

Key Account Manager

On Premise Sales Manager

Regional Sales Manager

Distributor Sales Manager

Trade Marketing Specialist

National Accounts Manager

Transition Opportunities

Business Development Manager

Customer Success Manager

Retail Sales Representative

Field Marketing Specialist

Brand Ambassador

Common Skill Gaps

Often Missing Skills

CRM UsagePipeline ForecastingData ReportingCategory ManagementTrade Promotion PlanningPricing StrategyContract Basics

Development SuggestionsBuild comfort with a CRM, track a simple pipeline weekly, and practice forecasting using recent account sales. Learn basic promotion planning, pricing, and contract terms so you can negotiate placements with confidence. Ask to shadow a senior rep on key account visits and proposal reviews.

Salary & Demand

Median Salary Range

Entry Level$40,000 to $55,000 base pay, often with incentives

Mid Level$55,000 to $75,000 base pay, often with incentives

Senior Level$75,000 to $100,000 base pay, often with incentives

Growth Trend

Steady demand, with openings tied to local market growth, brand expansion, and venue activity. Hiring is strongest in large metro areas and regions with active food and nightlife scenes.

Companies Hiring

Major Employers

Anheuser-BuschMolson CoorsConstellation BrandsDiageoPernod RicardBrown-FormanHeinekenAB InBevRed BullPepsiCo

Industry Sectors

BeerSpiritsWineNon alcoholic beveragesFood service distributionHospitality suppliers

Recommended Next Steps

Create a target list of high potential venues in your territory

Build a weekly prospecting routine with clear outreach goals

Prepare a short product pitch tailored to each venue type

Set a regular cadence for account check ins and follow ups

Track placements, promo results, and reorders in a CRM

Partner with venue staff through brief training sessions

Review competitor menus and pricing each month

Request feedback on your negotiation approach from a manager

Build a simple monthly performance report for your territory