On Premise Sales Representative
Career GuideKey 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
1
Create a target list of high potential venues in your territory2
Build a weekly prospecting routine with clear outreach goals3
Prepare a short product pitch tailored to each venue type4
Set a regular cadence for account check ins and follow ups5
Track placements, promo results, and reorders in a CRM6
Partner with venue staff through brief training sessions7
Review competitor menus and pricing each month8
Request feedback on your negotiation approach from a manager9
Build a simple monthly performance report for your territory